• Own the post-sales technical relationship for a portfolio of strategic accounts; from onboarding through renewal and expansion. • Drive deployment, integration, and optimization of OPSWAT products (MetaDefender Core, MetaDefender Kiosk, MetaAccess, OT Security, Sandbox) across hybrid IT/OT environments. • Conduct Quarterly Business Reviews (QBRs), service health checks, and telemetry-driven insights to align product usage with customer security objectives. • Troubleshoot complex, multi-component issues; log analysis, root cause investigation, API integrations, performance tuning and coordinate with Support and Engineering for resolution. • Advise customers on architecture: secure file transfer, cross-domain solutions, OT/ICS network segmentation, supply chain security, and threat intelligence integration. • Act as the customer's voice internally; escalate, advocate, and influence Product and Engineering roadmaps based on real-world deployment feedback. • Partner with Sales and Customer Success to identify expansion opportunities and mitigate churn risk through proactive engagement.

• Own the day-to-day relationship with one of Axon’s key customers to build a long-term, strategic partnership • Provide best practices and technical expertise to help stakeholders achieve their operational goals through the use of Axon’s products • Work closely with multiple cross-functional teams by providing invaluable insight into customer needs and challenges • Continuously focus on making your customer more efficient and more confident in their daily workflows • Achieve mastery of all Axon technologies and products • Use exceptional written and oral communication skills to effectively lead business and technical presentations, demonstrations, and conversations with VP-level and senior stakeholder audiences • Manage customer expectations, keeping customers satisfied while ensuring expectations remain realistic • Provide tier-2 technical support • Remain organized and focused on removing sales obstacles through creativity and adaptation to rapidly changing circumstances • Develop relationships with key partners to support growth within the customer account • Where possible, improve or develop technical documentation to ease understanding and usage of Axon products and services • Communicate customer feedback across multiple teams and divisions within Axon to drive product development and continuous improvement • Maintain customer confidence, especially in high-pressure situations • Report, as needed, to various agency locations to ensure project timelines and objectives are being met • Deliver customer training related to relevant Axon products, workflows, and integrations • Serve as a trusted advisor within a public safety, corrections, or government environment, helping the customer maximize operational value from their Axon investment

• Serve as the primary technical point of contact (L1) for Atlas customers post go-live • Own the short and long-term technical success and health of assigned accounts • Build trusted, durable relationships with customer engineering, IT, platform, and operations teams • Act as the customer’s advocate inside Armada for platform improvements and roadmap alignment • Is main contact point during escalations and drives resolution • Collaborates with AEs to co-deliver QBRs • Build, maintain, and continuously drive Joint Success Plans with customers • Align Atlas platform capabilities to customer business objectives, operational KPIs, and success criteria • Use the Joint Success Plan as the system of record for priorities, milestones, risks, and outcomes • Regularly review and update success plans with customer stakeholders and Armada leadership • Ensure success plans directly inform adoption strategy, roadmap discussions, and expansion planning • Drive deep adoption of Atlas capabilities including monitoring, lifecycle management, governance, and automation • Help customers integrate Atlas into existing workflows, tooling, and operational processes • Identify usage gaps, friction points, and opportunities to expand Atlas value • Guide customers from initial usage into advanced, production-grade operating patterns • Identifies applications to be integrated into Marketplace and drives the execution of this integration • Supports customers to self-onboard assets which are not covered by Support like SD-WAN and others • Supports the customers with asset management best practices • Trains new users to use Atlas in a proficient way • Accelerate time-to-value by prioritizing high-impact Atlas use cases • Translate platform usage into measurable outcomes such as improved uptime, operational efficiency, and reduced complexity • Track, quantify, and communicate realized value through structured reviews and health checks • Monitor platform health, usage trends, and operational signals across assigned accounts • Proactively identify risks, misconfigurations, or adoption challenges before they impact customers • Coordinate with Support, Engineering, and Product teams to resolve issues efficiently • Ensure customers operate Atlas in a secure, stable, and scalable manner • Support customers in aligning Atlas usage with security, access control, audit logs, and governance expectations • Partner with customer security and compliance teams as needed • Maintain disciplined operational hygiene, documentation, and access management • Identify Atlas-led expansion opportunities including additional users, environments, or use cases • Partner with Sales and Customer Success leadership on expansion planning, grounded in the Joint Success Plan • Provide technical validation and guidance for Atlas-driven growth opportunities • Work closely with Support teams responsible for Atlas onboarding and deployment • Partner with Product and Engineering to provide structured feedback based on real customer usage • Collaborate with regional GTM and Customer Success teams to ensure seamless customer experience

mabl is on a mission to empower software teams with an AI-powered low-code test automation platform that streamlines testing across web, mobile, API, accessibility, and performance. We enable everyone from global enterprises to fast-growing startups to integrate application testing into their development pipelines, accelerating their testing and boosting release cycles, regardless of technical experience. In 2024, mabl was awarded its 5th AI Breakthrough Award, cementing its position as the #1 AI-powered testing platform in the world. While we continue to grow with the pace of technology, we also believe strongly in the value of culture (our most recent internal survey shows that 92% of our employees feel supported by the flexibility of their work, and 97% believe their manager genuinely cares about their wellbeing.) To continue delivering on our mission of transforming the testing space, we’re looking for people to join our team of leaders, experts, innovators, and community builders. Our core values are: drive, authenticity, support, and insight; these are the foundation of our culture and a key part of what it means to be a mabler. We practice transparency, embrace collaboration, and lead with empathy while encouraging each other to bring our most authentic selves to work. Why We Need You:Mabl Technical Account Managers (TAMs) operate at the intersection of technology, business, and product by managing technical relationships with our largest and most strategic customers. Acting as our primary tech liaison, you'll support ongoing implementations and usage of mabl across enterprise organizations, ensuring teams have optimal experiences with our product and are able to achieve their goals and objectives around software quality. Given mabl's context, this could also be a great role for a QA Engineer that enjoys coaching, solving challenges with solutions, and being a subject matter expert. Your work will directly impact mabls business, customers and culture. What You’ll Do: - Nurture strategic, productive relationships with business and technical stakeholders with some of our largest customers and become their trusted advisor - Guide the successful implementation and deepening of a customer's investment in mabl's intelligent testing platform - Facilitate successful outcomes of their business and technical objectives through usage of mabl - Troubleshoot issues with test implementation and act as an escalation point and intermediary between the customer and the rest of the mabl ecosystem - Partner with Sales, Customer Success, and Customer Support to monitor and identify trends in customer experience across your accounts to identify opportunities for engagement - Advocate internally at mabl for the success of your accounts by eliciting and channeling their feedback, participating in QBRs, managing escalated issues, etc. - Become a power user of the mabl platform and promote its expansion across organizations through various activities and programs - Represent mabl at speaking engagements, conferences, and other promotional events - At times, you'll travel to customer sites and may need to be available outside normal business hours based on the needs of your accounts About You: - At least 3 years of experience working with large enterprise customers in a similar TAM or consultative, customer success, solutions architect, or other thought leadership role - The initiative and drive of a self-starter with the collaborative spirit of a team player - Experience working with front-end web technologies and APIs - A strong technical aptitude, a sense of curiosity and enthusiasm, and an approachable, helpful disposition - Experience with core JS, familiarity with CSS/XPath selectors, and standard Web APIs - Professional experience with test automation and/or DevOps tools is a major plus - Some project management experience - You constantly learn, challenge assumptions, solve problems, and ensure your work is providing high customer value - Experience in designing scalable, multi-team test automation enablement/governance models and proven ability to partner with QE and DevOps leadership to define and implement future-state QA automation strategies - Familiarity with AI/ML concepts as they relate to software quality, test automation, and the continuous delivery pipeline. - Demonstrated ability to discuss, position the value of, and demonstrate AI-powered testing features (e.g., mabl's MCP server, advanced auto-healing, GenAI assertions) and guide large enterprise customers on how to best leverage them within their quality engineering strategy. - A proven ability to become a trusted advisor on emerging technologies, such as integrating AI-native test automation features into enterprise DevOps and quality assurance workflows - Able to adapt and adjust to unique requests in real time (eg: how can mabl integrate with this observability tool or BI tool? Can mabl test Canvas/WebGL applications?) - You are an effective communicator; we are a small team, and you will impact every aspect of our company - Location and Availability: - Team members within USA Timezones with possibility of going onsite with customers - Team members within IST Timezone with possibility of going onsite with customers This is a level II TAM role. $130,000+ total compensation depending on level of experience, plus stock options. Working at mabl - We embrace hybrid and remote work across the US and around the world! - We have 80+ mablers spread across the world in 4 countries, 3 continents, and about 18 states. - Teams get together annually to foster lasting personal relationships and we encourage mablers to visit our Boston office when possible. - Our Diversity, Equity, and Inclusion committee drives budgeted initiatives across all facets of the company, including recruiting, onboarding, education, and celebrations. - We’ve won a number of awards for our work and culture, including being named to BuiltIn’s Best Places to Work in Boston five times, Boston Globe’s Top Places to Work for DEI, and Business Intelligence’s Excellence in Customer Service Award. - We invest significantly in benefits and perks, including generous parental leave, rich health benefits, and employee wellness and collaboration perks. - We value our employees and show our appreciation through rewards and recognition programs, such as our mabl Kudos program and annual Founders Award! About Usmabl is the enterprise SaaS leader of AI-driven, low-code test automation that empowers high-velocity software teams to embed automated end-to-end tests into the entire development lifecycle. mabl customers benefit from a unified platform for easily creating, executing, and maintaining reliable browser, API and mobile web tests that result in faster delivery of high-quality, business critical applications. That’s why customer-centric brands like Liberty Mutual, jetBlue, Intuit, Stack Overflow, and many others rely on mabl to create the digital experiences their customers demand. Learn more at https://www.mabl.com; follow @mablhq on Twitter and @mabl on LinkedIn.