• Own the revenue number. Set targets with the CEO, build the plan to hit them, and be accountable for the outcome. • Lead the full B2B2C sales motion: work with the AE to identify and close resellers (hosting providers, agencies), then support them to sell Patchstack to their end customers. • Work with the AE to build and manage the reseller pipeline from first contact to signed agreement, including negotiating commercial terms within the rev share model. • Define and operate the levers that drive revenue: pricing, packaging, partner incentives, activation milestones, and expansion signals. • Build a strategy that ensures resellers improve activation rates and grow their share of the revenue. • Represent Patchstack at industry events and in the web hosting ecosystem. • Own demand generation: work with the Growth Lead to run the programmes that create awareness and fill the pipeline, both inbound and outbound. • Lead positioning and messaging for reseller and end-customer audiences, working with the product team to reflect Patchstack's actual capability. • Develop an understanding of the right marketing levers for Patchstack, including ads, SEO, and campaigns. • Build upon the Patchstack brand and establish a PR marketing strategy. • Design and own the reseller partner programme: onboarding, enablement, co-marketing, and ongoing partner success. • Build a repeatable, scalable process for bringing new resellers on board and getting them to first sale quickly. • Create the materials and tools resellers need to sell Patchstack confidently to their customers. • Develop partner tiers and incentive structures that reward performance and drive long-term commitment. • Manage and develop the Account Executive and Growth Lead, setting clear priorities, removing blockers, and holding both to a high standard of output. • Build and lead the revenue functions as we scale. Patchstack is focused on building small, effective teams. This should resonate with you. • Define the metrics and reporting structure that give the leadership team clear visibility of pipeline, revenue, and partner performance. • Own the GTM stack: CRM, marketing automation, and partner tooling. Make pragmatic choices given company size. • Work closely with Product, Security Research, and Operations to ensure the GTM motion is grounded in what Patchstack actually delivers. • Monthly recurring revenue (MRR) from reseller partners, tracked against quarterly and annual targets. • Number of new reseller partners signed per quarter, broken down by partner type (hosting, agency, MSP). • Reseller activation rate: proportion of signed partners who reach their first customer sale within 60 days. • Pipeline volume and velocity: total qualified pipeline value and average time from first contact to close. • Revenue per active reseller partner, tracked quarter-on-quarter. • Marketing-sourced pipeline as a share of total pipeline, with cost per qualified opportunity. • Reseller retention rate: proportion of active partners renewing or remaining active at 6 and 12 months, tracked alongside revenue impact of any churn.

• Design and own end-to-end ABM campaigns across target accounts, spanning email, LinkedIn, paid social, direct mail, virtual and in-person events, and personalized experiences • Develop account-specific messaging frameworks — translating high-level value propositions into narratives that resonate with each account's industry, pain points, and strategic priorities • Collaborate with internal stakeholders to produce tailored sales assets: account-specific landing pages, one-pagers, case studies, and outreach sequences • Own a performance dashboard covering pipeline influence, campaign engagement, meeting conversion rates, and account progression across the full sales cycle • Run regular retrospectives on campaign performance and use those findings to iterate on sequencing, targeting, and content strategy • Test and optimize across channels — treating every campaign as a learning opportunity to sharpen what's working and cut what isn't • Stay current on the competitive landscape and target industries so your messaging always feels timely and relevant, not generic • Partner with the CRO to define account strategy — aligning on stakeholder mapping, timing, and the sequencing of marketing and sales touches to eliminate duplication and conflicting outreach • Research and monitor target accounts for high-signal triggers — funding rounds, leadership changes, product launches, and hiring activity — to identify and act on natural opening moments for outreach • Own a tiered pipeline of target accounts across all funnel stages, actively managing engagement to ensure no high-priority account goes cold or stalls • Build and maintain a dynamic target account list with rigorous CRM hygiene — keeping contact details, engagement history, and account context current and actionable • Drive outbound prospecting across email, phone, and LinkedIn with a disciplined cadence, clear alignment to sales objectives, and consistent CRM documentation of all activity

• Lead the development of pricing strategies and commercial deal structures across airline partners • Drive business case development and strategic recommendations for major commercial initiatives • Support and influence complex airline negotiations through financial modelling and scenario analysis • Own and manage the aeronautical pricing book across a significant revenue portfolio • Oversee performance and obligations of airline agreements and commercial contracts • Deliver high-quality presentations and materials for senior leadership and governance forums • Contribute to the commercial strategy and performance of the fuel business

• Create content for TikTok, Instagram, LinkedIn and other channels • Research trends, content ideas and marketing strategies • Support social media campaigns • Write blog posts, short copy and marketing materials • Analyze content performance and user feedback • Develop creative ideas to increase our reach