• define and lead Justworks’ commercial AI ecosystem strategy • develop a unified strategy for how Justworks wins within AI platforms, agentic workflows, and emerging software ecosystems • translate fragmented efforts across integrations, APIs, partnerships, AI discovery, and go-to-market into a clear roadmap with measurable outcomes • identify where Justworks should invest, partner, build, or experiment to increase visibility and adoption in AI-driven customer journeys • build executive-ready recommendations that connect AI ecosystem opportunities to commercial impact, customer value, and long-term strategic positioning • own and develop relationships with frontier AI labs, AI platforms, developer ecosystems, and other strategic partners • identify opportunities for commercial partnerships, co-marketing, marketplace placement, featured integrations, and ecosystem distribution • ensure Justworks is technically integrated, visible, trusted, and prioritized within relevant partner ecosystems • represent Justworks externally with the credibility and judgment required to engage senior partner stakeholders • partner with Marketing to evolve traditional search and content strategies into AI discovery and Answer Engine Optimization approaches • help define how Justworks should appear in AI-generated experiences • develop messaging, campaigns, and channel strategies tailored to AI-first startups, technology companies, and businesses adopting AI-native workflows • collaborate with Product and Engineering on integrations, API capabilities, and platform requirements that support AI ecosystem adoption • turn AI platform visibility, customer behavior, and ecosystem data into practical recommendations for Sales, Marketing, and Product.

• You are a trusted advisor, strategic thinker, and a closer - you’re selling to Global 2000 companies to deliver immense ROI in an efficient, value-base renewal and upsell • Partner with Customer Success team to monitor health scorecards, identify customer needs, and demonstrate account management capabilities to guide deal closure. • You’re a product evangelist – you’ll solution Zip to meet the pain points today, but also with an eye toward our product of the future • You’re a builder and pushing the limits of the possible - a founding member of the Enterprise Account Management team. You’ll help establish the playbooks, the culture, and best practices. • Negotiate all facets of renewal contracts. Develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship and the value they are realizing from Zip. • Engage the broader Zip team to provide regular and accurate updates on renewal status to management and escalate when needed. • Manage current customers on multi-year contracts to ensure customer value realization.

• Identify, onboard, and enable channel partners through sales training, business plan reviews, and alignment with sales representatives. • Create and maintain territory plans and track pipeline development. • Monitor and report partner performance against KPIs and communicate results to leadership. • Manage deal registrations and coordinate sales efforts between partners and ZeroFox teams. • Oversee Market Development Funds (MDF) to drive effective partner marketing campaigns. • Develop and implement channel incentives and SPIF programs. • Manage and advance the sales pipeline, forecast sales, and prioritize opportunities. • Build and maintain strategic partner relationships and develop new partner recruitment strategies. • Coordinate partner marketing communications and programs to maximize partner engagement. • Stay informed on competitive positioning and market developments. • Meet or exceed channel pipeline and bookings targets.

• Build a customer specific strategic plan for Co-Op stills & IC • Work collaboratively to ensure tailored annual plans for customers • Meet regularly with the Commercial Buying Analyst & Category Manager at Co-Op • Support the Co-Op Softs Senior National Account Manager with development and execution of strong annual JBP • Be responsible for deployment of the WAMOC plan (winning at the moments of choice) • Work with the Supply Chain collaboration manager for accurate forecasting of customer volumes • Track performance of your accounts, implementing course correct tactics as necessary • Support the delivery of the Co-Op soft’s P&L