• Build and optimize core GTM systems, with a primary focus on Salesforce, LeanData, and Outreach, along with supporting tools like ZoomInfo, LinkedIn Sales Navigator, and DealHub (CPQ). • Continuously improve lead-to-account matching and routing logic in LeanData to ensure speed, accuracy, and efficiency in lead distribution. • Design, build, and maintain scalable automations and workflows across Salesforce and integrated platforms to support Sales, Marketing, Customer Success, and Partnerships. • Identify and eliminate manual processes by implementing smart automation and system-driven workflows. • Troubleshoot complex system issues, including integration sync failures, routing errors, and data inconsistencies, and drive timely, reliable resolutions. • Create and maintain clear documentation, SOPs, and change management practices to ensure system reliability and transparency. • Provide hands-on support and enablement to GTM teams, driving tool adoption, usability, and operational confidence.

• Shape positioning and messaging. • Lead competitive intelligence. • Drive the Microsoft ecosystem motion. • Run product launches. • Build sales enablement that works. • Support analyst relations. • Inform pricing and packaging. • Source customer evidence.

- Data-provider repositioning — the core narrative work, executed across surfaces - Competitive intelligence — real, ongoing analysis of Oxylabs, Bright Data, Decodo, ScraperAPI, Apify, others - Customer voice — interviews, segmentation, win/loss patterns - Discovery partnership with CPO — testing the 10-product backlog against market - Site strategy: information architecture, page roadmap, what each page argues - Copy direction (Denis writes, this role briefs, CMO guides and approves) - Conversion design intuition (works with Nastya on layout) - Site rebuild leadership: scoping with CMO + CPO, executing the phased migration off legacy WordPress - Ongoing optimization: hypothesis testing, A/B where applicable, conversion outcomes - Owns the answer to "is the site working?" with data - New product launches end-to-end: positioning, naming, pricing input, GTM plan, sales enablement, post-launch tracking - First launch hands off from CMO within ~30 days of starting - Battle cards against named competitors - Objection handling library - Pitch deck system - Co-sell content for partnerships

• Drive the creation of payer-specific marketing materials, including Payer snapshots/one pagers, templates, and internal documents. Maintain a deep knowledge of products ensuring all materials accurately reflect payer product features and value-based care terms. • Serve as the primary owner for a portfolio of payer products and specialized payer projects, managing timelines and deliverables from contract signature to in-market activation. • Partner closely with internal teams including Strategy, Performance, Sales, Marketing, and Market P&L to ensure product readiness, team alignment, and growth targets are met. • Report on product and campaign performance, synthesize data into actionable insights, and provide recommendations for product enhancement or promotional adjustments. • Other duties as assigned