• Build trusted relationships with engineering leaders, CTOs, and developer teams — serving as their trusted technical advisor throughout the evaluation and purchasing process • Lead technical discovery, deliver compelling product demonstrations, and guide prospects through hands-on proof of value engagements inside their real development environments • Advise customers on how to integrate AI-powered development into their development workflows — identifying the highest-value use cases, recommending adoption patterns, and helping cross-departmental teams understand how Builder.io can change the way they build • Develop and deliver technical presentations, whiteboarding sessions, and workshops tailored to both business stakeholders and highly technical audiences • Serve as the first line of defense for security and compliance questions, guiding customers to relevant resources and escalating complex requirements to the appropriate teams • Create and maintain internal documentation, demo guides, and enablement resources that capture common customer requirements and accelerate the team's ability to execute • Act as the internal voice of the customer — gathering feedback from the field, identifying common themes across enterprise accounts, and partnering with Product and Engineering to continuously improve the Builder.io platform and messaging • As an early-stage hire, bring creativity and a spirit of experimentation to all that you do — we have a working playbook and we want you to help make it better

• Partner with customers to help increase their security posture • Review and highlight potential security problems to customers’ technical teams while positioning Huntress as a solution • Work collaboratively with Sales, Marketing, Support, and Engineering on voicing customer needs • Spot opportunities for improvement in a fast-moving environment • Ability to travel ~25% of the time to meet with customers

• Sales Process Support: Serve as the product domain expert, supporting Account Executives and their prospects throughout the entire sales lifecycle. • Technical Consultation: Provide in-depth product knowledge to customers and prospects, clearly highlighting Addepar's differentiating advantages and capabilities over competitors. • Proof of Concept & Customization: • Support sales efforts with "Proof of Concepts" (POCs). • Load prospective client data and design custom demo environments to demonstrate the future Addepar experience based on their specific business requirements. • Internal Coordination: Coordinate internal product and technical resources for prospect meetings. • Documentation & Estimates: Assist Account Executives with the completion of RFPs & RFIs, and help create Statements of Work (SOW), budgetary estimates, coordinating with key internal teams (Professional Services, Data, Implementation Project Managers, Support, Finance, and Legal). • Strategic Resource Building: Contribute to the institutionalization of knowledge for current and future Account Executives by assisting in the creation of sales resources. • Client Optimization (Periodic): Periodically advise existing customers on technical matters, product roadmap navigation, and opportunities for service or product upsells.

• Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand: • AI governance requirements • Software supply chain risk posture • Regulatory and compliance drivers (e.g., NIST AI Risk Management Framework, EU AI Act.) • Secure development lifecycle requirements • Shape technical requirements early in the sales cycle to align customer outcomes with Docker’s differentiated value in AI governance, container security, and software supply chain integrity. • Design, position, and execute structured PoCs/PoVs focused on: • Policy enforcement • Image and artifact integrity • SBOM visibility • AI workload governance controls • Secure build pipelines • Define clear success criteria, evaluation frameworks, and executive-ready value summaries. • Influence decision-making through demos, workshops, architecture reviews, and technical executive briefings. • Translate complex AI security and governance capabilities into clear business value narratives for CISOs, Heads of Platform Engineering, and AI leaders. • Establish credibility as a trusted advisor on: • Responsible AI development practices • Secure AI model lifecycle management • Software supply chain integrity • Container and artifact security • DevSecOps best practices • Guide customers in implementing governance controls across AI-enabled SDLC workflows. • Provide architectural guidance for: • Agentic AI development environments • Policy-as-code enforcement • Identity and access governance for AI workloads • Act as a subject matter expert on secure software supply chain and AI security trends in customer-facing engagements. • Build, own, and expand relationships with technical champions across Security, DevOps, Platform, and AI teams. • Establish credibility as a trusted advisor through technical thought leadership, architectural guidance, and industry best practices. • Leverage champion relationships to influence broader buying groups, shape requirements, and uncover cross-sell and expansion opportunities. • Maintain engagement beyond initial sale ensuring outcomes are realized and leveraging insights to support future sales motions. • Advocate for customer needs with Product and Engineering, providing clear, actionable feedback informed by field experience. • Coordinate with Post Sales and Support resources to ensure continuity across the customer lifecycle. • Develop reusable technical assets (workshops, demos, reference architectures, enablement content) to scale impact across accounts. • Actively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the sales cycle. • Partner with Sales to develop technical win strategies for strategic and competitive accounts.