• Define the TAM operating model for large enterprises: coverage strategy, segmentation, playbooks, meeting standards, renewal rhythm, and executive engagement frameworks. • Hire, mentor, and develop a diverse team of Senior/Principal TAMs; set competency ladders, enablement paths, and a rigorous quality bar for customer deliverables. • Stand up durable operating mechanisms: Customer outcomes tracking and delivery, EBR cadence, risk forecasting, and closed-loop feedback into Product and Engineering. • Partner with Sales, Marketing, and Support leadership on joint account planning, commercial strategy, and proactive risk/expansion plays. • Establish artifacts at scale: onboarding kits, EBR/QBR templates, architecture one-pagers, runbooks, and assist with ROI/Value realization calculators. • Serve as executive-aligned TAM for a small portfolio (up to 3) of F500 accounts, driving adoption, value realization, and multi-year renewal/expansion plans. • Orchestrate quarterly executive business reviews, success plans, and measurable outcomes mapped to customer initiatives (risk reduction, compliance milestones, detection/response for SaaS and AI). • Lead critical moments: complex escalations, security incidents, and cross-vendor dependencies—mobilizing Support, Engineering and Product to resolution with clear comms and timelines. • Demonstrate command of the platform in live environments: integrations, APIs, data flows, dashboards, and operational runbooks tied to customer workflows.

• Lead customer onboarding by leading use case ideation workshops, developing project roadmaps, and managing implementation activities, including coordination of data onboarding • Guide adoption by delivering enablement sessions, executive briefings (e.g., Quarterly Business Reviews), and crafting success plans that establish milestones and capture ongoing business value • Build trusted relationships with business executives, analytics teams, and end-users, ensuring customers independently and effectively use Tellius • Own customer renewals and drive expansion opportunities to deliver strong Net Revenue Retention (NRR) • Identify risks to retention early, and address them with tailored solutions that align to customer goals • Drive account growth by collaborating with sales on expansion strategies, upselling additional modules, features, or services • Act as the customer’s advocate within Tellius, sharing feedback and feature requests with product and engineering while keeping customers informed about updates and roadmaps • Continually monitor usage analytics and success metrics to track adoption, engagement, and satisfaction, using insights to demonstrate value and guide conversations • Document customer activities, use cases, and success stories and share insights across sales, product, and engineering to ensure a unified customer experience • Communicate consistently with customers through recurring meetings, emails, and webinars to keep them updated on features, maintenance, and best practices

• Oversee a restaurant portfolio, optimizing their Grubhub account, enhancing menu pages, and boosting conversion • Cultivate restaurant relationships and drive growth • Develop a solid understanding of Grubhub's products and services, including their features, benefits, and value propositions • Assist in managing a portfolio of accounts, ensuring timely communication, and addressing basic inquiries or concerns from clients • Assist restaurants in attracting new diners, boosting order volume, and delivering top-quality service to their diners • Conduct regular check-ins with restaurant partners to gather feedback, assess satisfaction levels, and identify areas for improvement • Respond to restaurant inquiries, account issues, and requests or route them to appropriate company departments within turnaround time expectations • Maintain accurate and up-to-date records of client interactions, including notes on discussions, action items, and follow-up tasks • Participate in training sessions and workshops to enhance product knowledge, sales skills, and overall proficiency in account management practices • Proactively seek opportunities to contribute to team goals and initiatives, demonstrating a willingness to learn and grow in the role.

• Cultivate strong, long-lasting relationships with Ecosystem VAR partners. • Act as the primary point of contact for partner inquiries, concerns, and escalations. • Collaborate with partners to develop joint marketing initiatives, co-selling opportunities, and co-development projects. • Conduct timely business reviews with VAR partners. • Identify, evaluate, and engage prospective partners. • Negotiate partnership agreements and terms to ensure favorable terms for both parties. • Lead the onboarding process for new partners, ensuring thorough training is completed. • Work closely with sales teams to leverage partner relationships to meet bookings targets. • Coordinate with marketing teams to create, execute, and measure marketing campaigns and programs.