• Independently research and identify funding prospects • Build and maintain a structured pipeline aligned with Village Capital’s priorities • Develop targeted prospect lists and briefs • Execute sequenced outreach to advance pipeline opportunities • Own proposal drafting cycle from initial screening to submission • Manage submission logistics including deadline tracking • Develop funder-facing materials and prepare briefing materials • Ensure HubSpot data integrity and generate reports for leadership • Function as the operational backbone of the Business Development team.

• Be hyper-responsive to inbound leads generated through the website, social media or advertising • Qualify prospects to see if we’re a good fit and if they’re ready to take the next step in the sales process • Manage and nurture leads until they are ready to be connected with an AE • Research and identify potential customers • Connect with prospects by cold calling or cold emailing • Write and adapt email scripts and sequences • Maintain the client database to make sure the sales team can access current information on all leads

Role Description Netskope is seeking an accomplished and strategic leader to fill the role of Sr. Dir, Business Development and Strategic Alliances - AI Ecosystem. This pivotal position is responsible for defining, developing, evolving, executing, and maintaining the global strategic partnerships / alliances strategy and engagement with key value chain participants across the AI ecosystem to support and enhance Netskope’s reputation, market presence, and leadership position. Responsibilities include: - Business Development and Alliance Strategy and Execution - Understand AI value chain and ecosystem players, anticipating scenarios for how the landscape may evolve, and formulate a winning business development and alliance strategy. - Proactively identify, define, assess, champion, and drive strategic business development and alliance opportunities aligned with Netskope priorities and goals. - Provide the drive, passion, enthusiasm, and focus to advocate the right partnerships, demonstrating GRIT (Guts, Resolve, Integrity, Tenacity) to get them done. - Identify key stakeholders and engagement approaches based on an informed perspective of mutual interests and proposed value propositions. - Plan negotiation strategy including driving internal alignment on prioritized interests and lead and manage negotiation process and execution of relevant agreements. - Establish and manage alliance plans based on key value drivers and associated key milestones and success metrics. - Cross-Functional Collaboration and Netskope Culture Alignment - Lead and contribute to highly collaborative, virtual teams comprising key cross-functional stakeholders. - Operate in strong alignment with Netskope’s culture and values, representing and being an ambassador of Netskope. - Drive internal alignment and accountability across organizations and a diverse range of stakeholders. - Internal and External Enablement - Possess VP+ level relationships with AI ecosystem leaders and value chain participants. - Be the face of AI Alliances inside Netskope, providing internal advocacy, updates, and thought leadership. - Educate partners on the Netskope value proposition and communicate the value of our partnerships internally and externally. Qualifications - Minimum of 15 years of combined experience in strategic business development, strategic alliances / partnerships, corporate development, and/or product management strategy and execution in the enterprise software, cybersecurity, and/or AI-related industries. - 8+ years of strategic business development or strategic alliances / partnerships experience within all critical phases of moving a strategic idea from inception through an executed agreement. - Proven experience forming, leading, and managing global, cross-functional, and virtual teams across multiple time zones. - 5+ years combined experience in cybersecurity and AI-related domains with strong domain knowledge and deep understanding of the AI value chain. - Demonstrated ability to develop and implement complex, multi-faceted business development and alliance strategies that result in measurable business impact. - Exceptional communication, interpersonal, emotional intelligence, advocacy, presentation, and negotiation skills. Requirements - Bachelor's degree required; MBA or advanced degree preferred. - This position is a global role with the flexibility to work remotely or from a Netskope office. - Global Travel is required to meet with partners, attend industry events, and facilitate internal meetings. Benefits - Salary range: $123,500 — $251,000 USD. - Eligibility for other forms of compensation such as participation in a bonus plan and a stock award program. - Comprehensive health plan and other benefits available.

• Strategic Prospecting & Lead Generation: Identify and research high-value accounts using tools like LinkedIn Sales Navigator, Lemlist, and AI-driven intent data to map out complex organizational structures. • Omnichannel Outreach: Contact potential leads via email, phone, and social media to introduce the company’s products or services. Potential to be creative with messaging and outreach. • Qualification of Leads: Assess the needs and potential of leads to determine their suitability for the company's offerings — you are uncovering business pain points and ensuring every discovery call you set is high-value. • Conference & Events: Travel to conferences and trade-shows to represent the company (20% Travel). You will engage prospects face-to-face, manage booth traffic, and turn "passing interest" into qualified pipeline. • The AE Partnership: Work in lockstep with Account Executives (AEs) to develop territory plans. You’ll provide deep account intelligence that helps win complex enterprise deals. • Data Integrity & CRM Excellence: Maintain detailed records of interactions with leads in our CRM - HubSpot. Use data to track your conversion rates and constantly iterate on your messaging based on what the market is telling you. • Meeting & Deals Targets: Achieve or exceed set quotas for meetings set-up and deals created. • Reporting: Provide regular updates to management on pipeline development and other metrics.