• Run structured discovery with senior stakeholders to uncover business priorities, workflows, constraints, and success metrics • Challenge vague requests and reframe them into clear, high-impact use cases • Qualify rigorously: assess fit, urgency, stakeholder commitment, and path to value before committing support • Surface adoption, technical, and organizational risks early, before they derail the deal or weaken rollout • Translate business needs into clear solution approaches, validation plans, and customer-facing recommendations • Design and run pilots, workshops, demos, and proof points with explicit success criteria and business outcomes • Connect Synthesia capabilities to customer KPIs such as efficiency, engagement, speed, consistency, or cost reduction • Lead technical and business-value conversations that reduce risk, build conviction, and advance the deal • Deliver demos, workshops, and first-workflow experiences tailored to the customer’s business context • Create assets that make value tangible: demo videos, pilot outputs, solution narratives, and launch plans • Position Synthesia clearly against alternatives and handle objections with commercial credibility • Turn product interest into business conviction by showing where Synthesia fits and why it matters • Own the path from signed deal to first live workflow, ensuring customers reach value quickly • Build onboarding that drives behavior change and usage, not just product understanding • Define early success measures, track them tightly, and intervene fast when adoption risk appears • Establish the conditions for repeatable usage, strong champions, and broader rollout • Identify additional teams, workflows, and use cases where Synthesia can deliver more value • Define the right starting point and a credible path to broader adoption over time • Partner with Customer Success to ensure strong handoff, continuity of context, and a clear expansion pathway • Stay close to strategic accounts where deeper solutioning is required to unlock adoption and expansion • Capture reusable solution patterns, validation frameworks, and use-case assets that improve quality at scale • Build the tools and playbooks that make the function more repeatable: demo environments, onboarding plays, and solution libraries • Turn customer insight into structured product, positioning, and go-to-market feedback • Raise the quality of how Synthesia sells, delivers, and scales value across the customer lifecycle • Partner with Account Executives on account strategy, qualification, deal progression, and executive messaging • Align with Customer Success on adoption risk, rollout design, and expansion opportunities • Work with Product, Marketing, and Support to improve messaging, solution fit, and customer outcomes • Act as a connective layer across teams, ensuring customer needs are translated into action and business impact

• Work as a strategic partner of the business by aligning with business groups on strategic vision and business priorities; serve as a liaison between business and technology • Understand technology capabilities required to support business needs, with a focus on leveraging AI to enhance productivity and creativity • Develop and maintain a technology roadmap by proactively communicating and collaborating with cross functional business and technical stakeholders • Lead business requirements gathering sessions and analyze key business processes and requirements, incorporating AI solutions where approved and applicable; work to gain approvals as new AI uses cases emerge • Gain an in-depth understanding of business processes, use cases, requirements, system integrations, reporting, and data flow, including AI-enhanced processes • Drive productivity and creativity by improving existing processes or implementing new business processes including AI-driven technology solutions when appropriate • Collaborate closely with technical lead and engineers to translate business requirements into technical designs and solutions incorporating AI capabilities as appropriate • Work with business users to document, manage, and prioritize bug fixes and enhancements, including those related to AI functionalities • Support business users on system configuration and administration including identifying system issues and troubleshooting and analyzing potential solutions • Support product development and release lifecycle by working with technical lead and engineers to test and release new system functions, ensuring on-time delivery of new products and features, including AI-driven enhancements, and assisting with new releases and approving all User Acceptance Testing • Participate in sprint planning, on-call for your area as well as other team rituals, with a focus on continual process reflection and improvement over time

• Partner with Account Executives to identify customer needs and technical requirements • Lead technical discovery sessions and solution scoping workshops • Translate business objectives into scalable AI and automation architectures • Develop solution proposals, technical documentation and implementation roadmaps • Design customized solution architectures using the Aсclaim.ai platform • Deliver tailored product demos, proofs of concept (POCs) and pilot programs • Build integrations with customer systems (CRM, ERP, APIs, databases, etc.) • Collaborate with Product and Engineering teams to communicate customer feedback and feature gaps • Support onboarding and deployment of enterprise clients • Ensure technical success during initial rollout and scaling • Troubleshoot integration and performance issues • Document best practices and reusable solution templates

Role Description Hör auf zu verkaufen. Fang an zu bauen. Die meisten verkaufen „Vaporware“. Wir bei W4 verkaufen das Feuer. Wir suchen keinen klassischen Sales-Support, sondern einen Technical Builder – ein Hybrid aus Consultant, Stratege und Closer. DEINE MISSION: - Du bist das Bindeglied zwischen komplexem Code und echtem Business-Erfolg. - Own the Assets: Du treibst unsere eigenen IP-Lösungen (Elytra & SellON) voran. - Master the Engines: Du machst W4 zur „Safest Bet“ für Datenintegration mit Lobster. - Consultative Selling: Du verkaufst keine Features, sondern Resultate. Du schließt Lücken in den digitalen Ökosystemen unserer Kunden. Qualifications - Agile: Du liebst Sprints, Retros und Transparenz - oder Du kannst es lernen! - Adaptable: Branchenwechsel? High-Tech oder Industrie? Du switchst mühelos. - Antifragile: Ein „Nein“ ist für dich nur Treibstoff. Unter Druck wirst du erst richtig kreativ. - BIST DU JUNIOR ODER SALES-PRO? Egal, ob du ein tech-affiner Absolvent (Wirtschaftsinformatik/Marketing) oder ein erfahrener Sales-Profi bist, der endlich echte Tech-Power im Rücken haben will: Wenn du APIs verstehst und Abschlüsse liebst, bist du unser Match. Benefits - Erstellung eines Karriereplans. - Udemy for Business-Konto für Online-Lernen: Lernen Sie so viel, wie Sie möchten! - Bis zu 5 Tage bezahlte Weiterbildung und Schulung pro Jahr. - Keine Hierarchien, Scaled Scrum im gesamten Unternehmen. - Kontinuierliche Verbesserung (Kaizen). - Homeoffice, flexible Arbeitsmodelle und Gleitzeit. - Virtueller Arbeitsplatz auf Basis der Cloud-Computing-Produktivitätswerkzeuge von Google Workspace, Jira, Miro oder Odoo. Company Description W4, an antifragile, more than 25-year-old Remote-first company with employees in more than 19 countries. We rely on an international mindset, an agile working style and our “no-politics / no-asshole” policy. At W4, people from all over the world come together to deliver services to selected industries. Our processes empower everyone to work autonomously and independently through SCRUM Teams. In this respect, we understand Top-Down-Management to be ineffective and therefore implement a Scrum(at)Scale system. This allows us to react quickly and pragmatically to internal and external changes. In this, the harmonization of different perspectives from different cultures is a big strength of ours. Lastly, we focus on improving ourselves through small and incremental steps instead of aiming for large-scale changes.