• Reporting to the Sr. Trade Manager, the Trade Manager will be responsible for supporting our Sales crew in all aspects of trade promotion management and optimization. • This role will be a key contributor to the sales and finance organization and will be tasked with leading trade reviews for assigned customers. • Ensure accurate and complete accruals, guiding Sales on accurate promotional forecasting, and post-event analysis to guide sales in optimizing their trade dollars. • Guide the sales crew through all stages of the Trade Management process. • Coordinate and maintain Blacksmith TPM and TPO systems for assigned customers. • Lead monthly trade reviews with Account Managers for assigned customers. • Work with Accounting on deduction resolution and research to close deductions within 90 days of receipt. • Create and maintain reporting for the Sales team: Assist in developing and reporting trade management KPI metrics.

• Work side-by-side with our customers to understand their unique challenges and represent the customer as you work with the Rune engineering team to shape product development. • Collaborate cross-functionally with Rune engineering, product, business development and executive teams to ensure each team is engaged and working towards customer success. • Be comfortable that no two weeks in the life of a Mission Manager will be the same; be a do-er who wants to understand customer problems and highly technical solutions to those problems. • Support deployment of Rune software for testing, evaluation and operational use at government facilities and military bases. • Lead training sessions to ensure Rune’s product meets user needs, and to ensure it is being used to have a concrete impact on our customers’ operations. • Identify relevant datasets through deep engagement with customer problems and workflows, and work with Rune engineers to integrate this data into product delivery.

• Own hiring, coaching, and empowering a diverse team of multi-tier Support Specialists and/or managers. • Regularly host team meetings and one-on-ones while managing team performance. • Analyze team performance and ticket data to identify trends and opportunities for improvement. • Collaborate cross-functionally with other departments for projects aimed at driving efficiency and customer satisfaction.

• Own the commercial performance of the Workload portfolio, including ARR growth, gross and net revenue retention (GRR/NRR), expansion, and progress against long-term growth targets • Maintain a clear, dated growth plan and the Workload P&L, partnering with Finance on margin and investment and with Sales and Revenue Operations on pipeline health, forecast accuracy, and competitive performance • Drive multi-product portfolio and cross-sell across accounts, and provide executive-level visibility into business performance, risks, tradeoffs, and decisions required to meet commitments • Own the three-quarter rolling roadmap and set the strategic direction for Workload solutions across machine identity, secrets management, non-human identity, and service-account and CI/CD security • Translate developer, platform-engineering, DevSecOps, and CISO demand signals into prioritized use cases, business cases, and investment recommendations, ranked by revenue impact, competitive differentiation, and feasibility • Partner with Engineering and Platform Product leaders on shared capabilities such as policy, MFA, and analytics, ensuring every roadmap decision supports scalable growth through adoption, expansion, attach, or simplification • Own the Workload market narrative and competitive positioning, with a clear, differentiated point of view for developers, platform engineers, DevSecOps teams, and the CISOs who sponsor them, against alternatives competitors • Partner with Marketing and Product Marketing on messaging, proof points, and launch plans, and with Sales on repeatable plays, demo flows, and executive deal support • Support strategic customer engagements such as QBRs, advisory boards, lighthouse accounts, and major enterprise opportunities, and partner with Services and Customer Success to package offerings that improve time-to-value and expansion • Lead and develop a team of product and product marketing leaders, and serve as the central business owner for Workload across Product, Sales, Marketing, Customer Success, Engineering, Finance, and Strategy • Influence without direct authority across a complex matrixed organization, ensuring clear ownership, decision rights, fast decision-making, and disciplined execution • Represent the Workload business in executive planning, commercial reviews, and quarterly business reviews, creating alignment on priorities, success metrics, customer commitments, and tradeoffs