• Lead product marketing for AI-focused products and capabilities • Shape and execute product vision and strategy • Collaborate with cross-functional teams for high-visibility launches • Create competitive differentiation in the AI identity security market • Build effective messaging, positioning, and launch strategies • Develop field-ready positioning and enablement for Sales teams • Surface signals from sales engagements to accelerate deals • Contribute to organizational strategy and roadmap • Establish strategic relationships with stakeholders

• Drive pipeline generation of services and technologies business to meet or exceed quarterly and annual quota objectives in partnership with the account and domain teams in all areas relating to Offensive Security opportunity • Follows the Optiv Standardize Sales Operating Processes (SOPs) to achieve consistent success. • Maintain expert level knowledge of the client’s security environment, business operations, security needs, and risk appetite. • Identify Offensive Security related security toolset application and determine how they correlate into Optiv’s strategic solutions across the assigned domain and holistic cyber security programs. • Identify cross-sell and upsell opportunities across clients and Optiv's partner relationships. • Qualify, lead, and partner with internal colleagues to determine scope, proposal management, and follow through to closure. • Participate in sales opportunities across Optiv's entire portfolio as it relates to Offensive Security product, services, and/or advisement opportunity. • Clearly articulate how the necessary elements of Offensive Security technology and Optiv services portfolio meet the specific needs of the client stakeholders at an executive level. • Stay abreast of industry trends, news, and maintain a broad understanding of the Offensive Security portfolio landscape to facilitate thought leadership, internal and external support, analysis, and guidance to clients and internal Optiv groups. • Collaborate with service delivery to ensure the team has necessary supporting domain specialty materials that presents a consistent and comprehensive approach to Offensive Security solutions. • Effectively work with multiple client personas across the executive branch (CxO), as well as other relevant personas to develop Offensive Security product and services, advisement, and security strategy and define roadmaps to execute on Offensive Security strategy-aligned business goals, budgetary spend, and metrics based on return of investment. • Maintain advisory relationships with key stakeholders at clients by facilitating thought leadership, support, information, and guidance in conjunction with Offensive Security peers. • Identify and drive security programs to meet client objectives across Offensive Security portfolio solutions and Optiv services including; leading new discussions by leveraging peer and industry network contacts performing requirements analysis, and technology selection criteria coordinating demonstrations and security technology evaluations leading cross organizational solutions leveraging Optiv's portfolio • Interface and partner with the internal Optiv teams to align client expectations as it pertains to Offensive Security with the entire Optiv solution portfolio to ensure technology and service implementation and delivery excellence and client satisfaction. • Identify new and emerging technologies and products for internal enablement and exposure to clients pertaining to Offensive Security integrations with other key partners. • Promote Optiv’s portfolio and security awareness including our Offensive Security partnership value add at speaking events, partner events, writing industry articles and leveraging social media. • Maintains a reputation as trusted advisor with clients, partners, peers and cyber community resulting in an influential network of contacts • Listen for client feedback and continually share with internal teams to evaluate and cultivate continuous improvement • Participate in account planning, forecasting, and pipeline management activities as it pertains to growing Optiv Offensive Security pipeline, closed business, and industry mindshare. • Participate in managing and prioritizing the proposal process to create business proposals, contracts, and response to RFI/RFP’s. • Actively pursue personal development by maintaining and obtaining technical capabilities, soft skills, and security specific knowledge through formal education, certification, and other avenues. • Expert sales techniques; makes connections, facilitates meetings, reads the room, asks probing questions, overcomes objections, gains trust, maintains composure under pressure, positions solutions, and assist in finalization of sale.

• Define, implement, and maintain security practices, standards, and controls across AutoFi’s products, services, cloud environments, and internal systems. • Partner with engineering and product teams to conduct security design reviews for new features, architecture changes, sensitive workflows, and production-bound implementations. • Design and implement security standards and secure development practices across engineering teams. • Champion security-related activities throughout the software development lifecycle, including secure design, threat modeling, secure coding practices, security testing, and risk-based remediation. • Implement, operate, and improve DevSecOps tooling and processes, including SAST, DAST, SCA, secret scanning, dependency analysis, and other application security controls. • Assess infrastructure, web applications, and cloud environments to help identify, prioritize, and drive remediation of security risks. • Triage vulnerability findings from application security tools, penetration tests, vendor assessments, external reports, and internal reviews. • Conduct proactive threat hunting using available telemetry from cloud environments, application logs, WAF events, identity systems, endpoint signals, and security platforms. • Support continuous improvement of AutoFi’s security operations processes, including alert tuning, detection logic, workflow automation, and post-incident lessons learned. • Assist in defining, implementing, and maintaining third-party risk management policies, procedures, standards, and assessment workflows. • Conduct and support vendor security assessments • Identify, document, and help reduce risks related to third-party vendors, SaaS platforms, integrations, service providers, and business partners.

• Conduct security reviews and threat modeling of AI-integrated product features • Own end-to-end security assessments for high-risk features and services • Operate and evolve the security scanning controls embedded in Smartsheet's GitLab pipelines • Serve as the expert validation layer for Smartsheet's bug bounty program