• Own positioning and messaging across Tonkean’s platform and products, ensuring clarity, consistency, and differentiation • Translate product capabilities into compelling, sales-ready narratives that drive pipeline and revenue • Build and maintain core GTM assets: pitch decks, one-pagers, battlecards, demos, and use case frameworks • Lead competitive positioning and enablement against key players • Partner with sales and solutions teams to improve win rates and strengthen deal execution • Develop and execute GTM strategies for product launches and major feature releases • Establish a consistent feedback loop from customers, prospects, and deals to inform messaging and product direction • Work closely with product to help shape how capabilities are framed, packaged, and brought to market • Drive alignment across marketing, product, and sales to eliminate conflicting narratives and improve execution • Support demand generation with clear messaging and insights that improve campaign performance • Partner with analysts, customers, and the market to strengthen Tonkean’s category position

• Build and scale the messaging, proof, and sales enablement systems that drive adoption of Compass Math, a new assessment product • Strengthen ANet’s go-to-market engine through clear positioning, persuasive proof, and disciplined messaging • Define and refine Compass positioning and value proposition for priority segments • Own the core messaging Sales uses to engage districts and move opportunities toward pilots • Develop messaging that addresses buyer needs, objections, and decision criteria • Ensure consistent use of messaging across sales materials, campaigns, and communications • Partner with Product to incorporate market feedback and inform roadmap priorities • Build and maintain a system of case studies, proof points, and sales materials that are actively used in outreach, meetings, and follow-up • Equip Sales with clear narratives, talk tracks, and assets that improve SQL → pilot conversion • Ensure materials are adopted and used by Sales—not just created • Ensure all external claims are credible, defensible, and aligned with product reality • Develop clear, compelling messaging for product releases, pilot offerings, and service packages that Sales can use to drive engagement and adoption • Ensure consistent, engaging communication that builds understanding and excitement about Compass Math • Collect structured buyer and product feedback from Sales and Implementation teams • Identify recurring buyer objections, lost deals, and messaging gaps • Provide regular synthesis to GTM and Product leaders to refine positioning and campaign strategy • Translate insights into improved messaging, new proof points, refined GTM strategies • Monitor competitor positioning and emerging trends in assessment and instructional coherence • Inform marketing and product messaging with structured external insights

• Operate as a senior strategic advisor to the President, CCO, and CMO • Shape and execute a multi-year people strategy for the GTM organization • Lead org design work across GTM as the business scales • Own workforce planning for a global ~500-person organization • Drive executive-level succession planning and talent pipeline development across Sales, Customer Success, and Marketing • Lead the talent review and calibration process for GTM • Coach and develop a culture of performance, accountability, and continuous feedback • Provide senior-level judgment on complex, sensitive, and high-stakes employee relations matters • Use people analytics and engagement data to proactively diagnose organizational health trends

• Support launch planning and execution for new features and product enhancements using a tiered GTM approach • Partner with Product to stay aligned on roadmap priorities and enable Sales, BDRs, Customer Success, and Marketing • Develop launch assets, feature briefs, and internal enablement materials to support high-impact releases • Collaborate with Marketing on go-to-market campaign approaches, channels, and audiences • Contribute to positioning, messaging frameworks, and value propositions for Bluesight’s diversion and privacy products – and serve as an internal expert on both products • Translate complex technical and compliance capabilities into clear narratives for various audiences (e.g., prospects, customers, buyers, users, etc.) • Maintain consistency across marketing, sales, and customer-facing materials • Monitor customer feedback, market trends, regulatory changes, and emerging competitors as input to refine messaging, positioning, and competitive battlecards • Own creation and updates of core product content, including sales decks, product one-pagers, website copy, case studies, whitepapers, and launch materials • Ensure content is value-based, practical, and aligned with Bluesight’s voice and positioning • Craft clear, compelling product narratives that connect customer problems, product capabilities, and real-world outcomes • Act as the connective tissue across Product, Marketing, and Sales • Partner closely with Product, Marketing, Sales, Clinical, Sales Enablement, and Customer Success to align product marketing efforts with business goals