• Own the end-to-end GTM strategy, messaging, and positioning for NodeZero WebApp Pentesting • Architect an aggressive, pipeline-driven product launch framework • Define target personas across Enterprise, Mid-Market, and Commercial segments • Drive the competitive narrative against legacy DAST incumbents • Educate the market on why generic AI solutions suffer • Develop proof-first product content to assist sales force • Partner with Product Leadership and Engineering teams • Serve as a vital feedback loop between market realities and product roadmap

• Own positioning and messaging for Source CMS and DAM. • Run launches and feature-release support end to end. • Maintain competitive coverage for the content and marketing-cloud category with support from our head of competitive intelligence • Build AEO / AI-citation proof points and sales-play assets on a value-selling spine (Signal > Value > Action). • Partner with the Source Evangelist (user-facing proof and technical content) and with Demand Gen.

• Own the process and tooling roadmap for Central Policy and Operations independently, setting short-to-medium-term strategic direction and aligning investment to areas of greatest need • Drive cross-functional initiatives across GTM, Finance Systems, and Data Engineering to align territory, quota, and adjustment data for AI enablement • Architect the path to transition off external tools toward Stripe-native tooling—building the business case, influencing resource allocation, and measuring ROI • Design and implement automation for Account Team assignments, User Segmentation updates, and Manager and Approval workflows in Salesforce to reduce manual intervention and contractor dependency • Build audit frameworks, compliance metrics, and governance processes for scaled systems (Territory Assignments, Quota, Workflows, Adjustment Approvals) • Establish documentation, process architecture, and AI-ready task design that enables leadership visibility, vendor onboarding, and repeatable delegation • Anticipate system integration risks and resolve them before they become escalations—including cross-system data movement between Salesforce, territory engines, and reporting infrastructure

• Bridge between the deal team and portfolio operators - translating diligence insights into execution. • Front-of-house focused - Sales, Marketing, Customer Success, RevOps • Hands-on, with the credibility to step into interim leadership roles when the situation calls for it. • Builder mentality - codifying repeatable playbooks that compound value across the portfolio. • Lead front-of-house diligence workstreams, building a clear, data-backed point of view on revenue quality and growth potential. Areas of focus include: - Revenue quality and sustainability - ARR composition, churn dynamics, expansion motion, cohort behavior. - Sales effectiveness - pipeline health, conversion rates, sales cycle length, ICP alignment, rep productivity, attainment, and assessment of compensation plans - Pricing and packaging - willingness-to-pay, discounting discipline, monetization opportunities. - Customer segmentation and unit economics - LTV/CAC dynamics by segment, payback periods, expansion potential. - Competitive positioning and GTM strategy - differentiation, win/loss patterns, route-to-market fit. - Assessment of GTM maturity and operational gaps. • Build clear investment theses around growth and defensibility. • Identify quick wins and medium-term value levers, with rough sizing and confidence. • Partner with external advisors when used - but own the conclusion. Translate diligence findings into an actionable Value Creation Plan (VCP) - GTM section, including: - A prioritized roadmap spanning the first 100 days and the 12–24 month horizon. - Revenue growth initiatives - new logo motion, expansion and retention plays, channel and partnership moves. - Sales organization improvements - coverage model, role design, comp plan refinements. - Marketing strategy shifts - demand generation engine, positioning, brand and content. - Customer Success and retention improvements - health scoring, intervention motions, expansion playbooks. - Partner with finance and investment teams on revenue modeling, growth assumptions, and KPI tracking tied to TCP value creation plans. Ensure tight alignment across: - The investment thesis and the value creation plan. - CEO and executive team - establishing early alignment pre-close wherever possible. Support or directly lead execution of priority initiatives inside portfolio companies. Typical workstreams include: - Sales organization redesign - territories, role definition, quota setting, compensation plans. - ICP refinement and segmentation - tightening the target customer profile and aligning the GTM motion around it. - Pipeline generation engine - SDR build-out, marketing alignment, outbound and ABM motions. - Pricing and packaging redesign - value-based pricing, plan architecture, monetization levers. - Customer Success model - retention playbooks, upsell and cross-sell motions, segmentation of CS coverage. - RevOps and data infrastructure - pipeline hygiene, forecasting discipline, KPI definitions, reporting cadence. Depending on the situation, this may include stepping into the portfolio company as: - Interim leader (e.g. interim CRO or Head of Sales) during transitions. - Program lead or transformation lead for a defined initiative. The expectation is measurable impact on growth and commercial efficiency. Act as a trusted partner to portfolio company CEOs, CROs, and CMOs, while maintaining the rigor expected by the Operating Partner, Deal team and Investors. Responsibilities include: - Establishing a working cadence with portfolio leadership that balances support and accountability. - Owning the GTM KPI dashboard at the portfolio level, with focus on ARR growth, net retention, CAC efficiency, and pipeline coverage. - Leading regular progress tracking against the VCP - milestones, leading indicators, and value realization. - Escalating issues early with a proposed solution, not just a flag. - Create standardized reporting that can be leveraged across multiple portfolio companies. Codify learning across deals into reusable assets that compound value across the portfolio: - GTM playbooks covering the most common transformation patterns (sales redesign, pricing, pipeline build, CS uplift). - Sales and Customer Success maturity frameworks for diagnosing portfolio companies quickly. - Standardized KPI dashboards and definitions to enable cross-portfolio benchmarking. - Repeatable diligence templates and frameworks to compress cycle time on subsequent deals. - Contribution to TCP-wide AI and GTM enablement initiatives. A distinctive expectation of this role is the identification and deployment of AI use cases across the front office of portfolio companies. Priority areas include: - AI-assisted sales - prospecting and account research, call recording and analysis, automated follow-up, and rep coaching. - Marketing automation and personalization - dynamic content, segmentation, lifecycle orchestration. - Customer Success - churn prediction models, health scoring, automated playbook triggering. - RevOps and forecasting - AI-supported pipeline scoring, deal risk detection, and forecast accuracy.