• Serve as a trusted security thought leader in customer meetings, supporting sales, customer success, and partnerships. • Own the security narrative in late-stage cycles; lead C-suite briefings to de-risk decisions and establish trust. • Quota-attached executive overlay aligned to RVPs/AEs; own the security workstream to drive late-stage conversion and expansion. • Sit on weekly forecast calls; identify/clear security blockers to move deals from “Best Case” to “Commit.” • Articulate Vanta’s product vision and roadmap to technical and executive stakeholders. • Build mutual close plans with AEs; define security exit criteria for late stages. • Lead competitive takeouts; equip field with security battlecards and objection-handling talk tracks to displace incumbents. • Provide strategic security insights to help customers evaluate Vanta as their trusted partner. • Generate pipeline via security-led exec roundtables, CISO councils, and partner motions. • Deliver presentations, webinars, and thought leadership content to establish Vanta’s credibility in the market. • Provide feedback from the field to influence Vanta’s product roadmap and priorities. • Collaborate with product and engineering to embed customer-relevant security features. • Align closely with GTM leadership (Sales, Marketing, Customer Success) to accelerate enterprise growth. • Contribute to executive briefings, board-level discussions, and industry events as Vanta’s security evangelist. • Mentor internal teams on emerging security trends and customer concerns.

• Own end-to-end sales motions: prospecting, qualification, scoping, proposal development, negotiation, and close. • Build and execute a territory plan that expands new logo acquisition and grows revenue across existing enterprise accounts. • Position the full suite of offensive security services—pen testing, red teaming, cloud security testing, and managed offensive capabilities. • Maintain a strong pipeline with 3x+ quota coverage and predictable forecasting. • Lead consultative discussions with CISOs, engineering leaders, AppSec teams, and procurement stakeholders. • Partner with technical SMEs and consulting leads to shape solutions aligned to client risk, maturity, and regulatory requirements. • Establish multi-threaded relationships within accounts to improve deal velocity and renewal rates. • Deliver compelling client presentations, statements of work, and value-based proposals. • Work closely with the consulting delivery team to scope engagements accurately and ensure high customer satisfaction. • Align with marketing on targeted campaigns, regional events, and ABM programs. • Provide field intelligence and competitive insights back to product, delivery, and leadership teams. • Achieve or exceed quarterly and annual bookings targets. • Maintain accuracy of CRM data, forecasting, and pipeline metrics. • Drive healthy mix of services revenue: net-new logos, expansion, and multi-project programs.

• Lead the positioning, narrative, and go-to-market strategy for GitLab’s security solution set across Application Security, Software Supply Chain Security, Security Risk Management, and Compliance. • Partner with Product Management, Sales, Customer Success, and Engineering to understand customer needs, validate market problems, and translate them into clear messaging, revenue plays, and launch priorities. • Build and continuously refine compelling positioning and messaging for GitLab’s security offerings, including persona-specific content for security, compliance, and engineering leaders, as well as buyer, influencer, and user personas. • Define and execute go-to-market plans for new and existing security capabilities, ensuring launches are timely, impactful, and tightly aligned with sales, field marketing, and digital marketing motions. • Serve as a subject matter expert for security within Product Marketing, synthesizing analyst feedback, market trends, competitive insights, and customer proof points into differentiated narratives and proof of value. • Create and maintain high-impact sales enablement materials such as pitches, playbooks, FAQs, objection-handling guides, and business value / total cost of ownership assets that help scale security-focused sales motions. • Establish and expand GitLab’s external thought leadership in security by supporting and driving speaking engagements, content programs, and other opportunities that highlight our market leadership. • Coach and mentor other Product Marketing Managers, driving cross-functional collaboration and process improvements that elevate Product Marketing’s impact on GitLab’s overall objectives and key results.

• Act as a trusted L1 technical advisor for enterprise customers using Abnormal’s Cloud Email Security, AI Security Agents, and SaaS Security. • Own and resolve inbound support tickets—including configuration issues, API questions, behavioral false positives, and threat investigations. • Provide customers with clear, timely updates, root cause insights, and solution recommendations that reinforce product confidence and trust. • Collaborate closely with Engineering to ensure timely, high-quality resolutions and robust post-mortem documentation. • Support seamless customer onboarding and engagement by working alongside Customer Success Managers. • Create and maintain internal and external knowledge base content to improve case deflection and empower customers. • Identify patterns in support interactions to flag recurring pain points and drive product improvements.