• Lead and coach a team of Growth AEs, helping them run disciplined discovery, manage active pipelines, and close expansion opportunities with fast-growing companies. • Establish strong operating rigor around pipeline management, forecasting accuracy, and opportunity qualification to drive consistent revenue performance. • Work closely with Marketing and Growth teams to convert inbound demand into qualified opportunities and ensure strong pipeline coverage. • Identify patterns across customer conversations and funnel data to continuously refine messaging, segmentation, and sales playbooks. • Partner with Customer Success to ensure smooth onboarding and identify expansion opportunities as customers grow their teams.

• Design and scale 1:1, 1:few, and 1:many ABM programs globally • Execute multi-channel plays across digital, outbound, website personalization, paid media, events, and sales sequences • Define ICP segmentation and tiering using firmographic, technographic, behavioral, and intent data • Build persona-based messaging across buying committees • Align closely with Sales on account plans, engagement strategy, and pipeline targets • Design workflows across Claude and tools like Seam.ai , HubSpot, Influ2, Salesforce, and intent platforms • Build trigger-based programs (intent surges, job changes, buying committee engagement) • Partner with RevOps on scoring, enrichment, and automation • Build dashboards tracking engagement-to-pipeline conversion • Set and manage quarterly and monthly pipeline targets • Align outbound with ABM campaigns and intent signals • Lead pipeline reviews and address engagement gaps

• Full-Funnel Ownership: Drive the UKI B2B growth strategy and partially tackle the Nordic markets, owning the pipeline target from lead gen to conversion • Outbound Mastery: Set up, manage, and optimize complex outbound sequences to reach enterprise decision-maker • Event & Campaign Execution: Organize high-impact events, webinars, and trade shows from start to finish • Performance & Analysis: Work closely with the performance team on retargeting and ABM, while being comfortable diving deep into the numbers to analyze what’s working • Creative Content: Craft compelling sales collateral, thought leadership content, and messaging tailored to the UKI and Nordic tech landscapes • Vendor & Partner Management: Identify and orchestrate top-tier local partnerships and sponsorships

Overview: Draper is an independent, nonprofit research and development company headquartered in Cambridge, MA. The 2,000+ employees of Draper tackle important national challenges with a promise of delivering successful and usable solutions. From military defense and space exploration to biomedical engineering, lives often depend on the solutions we provide. Our multidisciplinary teams of engineers and scientists work in a collaborative environment that inspires the cross-fertilization of ideas necessary for true innovation. For more information about Draper, visit www.draper.com. Job Description Summary: The Senior Subcontract Analyst provides both its internal and external customers with solution-oriented leadership and guidance and is focused on achieving the strategic objectives of the organization while balancing risk and regulatory compliance. The Contract/Subcontract Analyst Senior negotiates and administers government contracts/subcontracts, ensuring consistency with sponsor requirements, compliance obligations and Draper policies and procedures. Also interfaces with potential and current customers, submitting proposals, reviewing proposed terms and conditions, negotiating agreements, monitoring performance and closing out agreements. Collaborates with Program teams and senior leadership to prepare and submit compliant proposals. Job Description: Duties/Responsibilities • Perform subcontract management functions in support of U.S. Government & Commercial Contracts as well as International and Commercial Contracts • Solicit domestic and international subcontractors, supporting various award types and take a lead role on fact finding, proposal analysis and risk assessment • Provide mentorship to team members who administer high dollar CPFF, CPIF, LOE, T&M and FFP efforts. • Manage tactical and strategic aspects of subcontract relationship, which includes interface with technical and contract organizations, including Program Office, and Contracts • Issue modifications, solicit Engineering Change Proposals, issue Stop Work Orders and review Prime Contract modifications to include relevant changes in subcontract modifications • Develop compliant solutions to problems of unusual complexity that require a high degree of ingenuity, creativity, and innovation • Be the focal point for subcontractor performance. Includes: RFP generation, Review adequacy of requirements flow• down, delivery, payment and all contractual terms; Purchase order Placement and maintenance; Subcontract performance monitoring and completion assessments • Ability to develop sound business cases, and analyze large volumes of data • Communicate clearly, strong writing skills, be proactive in a very fast paced environment, flexible, innovative, work with speed and agility yet be thorough, and drive tasks to completion Skills/Abilities • Ability to successfully manage competing priorities, deadlines, and resolve contractual conflicts in a fast paced environment • Ability to lead process and procedural improvement activities • Ability to lead or mentor subcontract other team members • Knowledgeable in creating, negotiating and awarding Cost Reimbursement, Cost Plus Fixed Fee, and Firm Fixed Price Research and Development subcontracts • Ability to create subcontracts based on Prime Contract terms and conditions including agency unique terms and conditions • Working knowledge of FAR/DFARS regulations • Ability to interface with internal and external customers and all levels of management including willingness to interact directly with subcontractors • Able to solicit, evaluate and document cost and price proposals • Knowledge of license agreements and long term pricing agreements • Proficiency with Microsoft Office products (Excel, Word, PowerPoint) • Able to learn and effectively apply new tools, processes and procedures • Able to travel domestically, if required Education Bachelor's Degree in Business or related field of study, Master's Degree preferred Experience 7-10 years of experience subcontracts management, contracts management, procurement, proposal price/cost analysis, strategic sourcing, and/or industry related areas Additional Job Description: Applicants selected for this position will be required to obtain and maintain a government security clearance. Connect With Draper for Future Opportunities! If you don't find the right posting in our Career Opportunities, you may submit your resume for future consideration. Job Location - City: Cambridge Job Location - State: Massachusetts Job Location - Postal Code: 02139-3563 The US base salary range for this full-time position is $95,000.00 - $245,000.00Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Union ranges will be in compliance with the collective bargaining agreement's approved rates by location and role. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. Please note that the compensation details listed in US role postings reflect the base salary only, and does not include bonuses or benefits. Our work is very important to us, but so is our life outside of work. Draper supports many programs to improve work-life balance including workplace flexibility, employee clubs ranging from photography to yoga, health and finance workshops, off site social events and discounts to local museums and cultural activities. If this specific job opportunity and the chance to work at a nationally renowned R&D innovation company appeals to you, apply now www.draper.com/careers. Draper is committed to creating an inclusive environment. We understand the value of inclusivity and its impact on a high-performance culture. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, national origin, veteran status, or genetic information. Draper is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation, please contact hr@draper.com.