• Build and execute Backblaze's partner ecosystem strategy across OEMs, cloud infrastructure providers, ISVs, distributors, and marketplaces. • Develop strategic partnerships with GPU cloud providers, AI infrastructure companies, and compute platforms to position Backblaze as the preferred storage solution. • Build and scale MSP, CDN, NeoCloud, and xSP partner programs, including program structure, partner enablement, compensation models, and rules of engagement. • Expand relationships with backup, data management, and data platform ISVs through technical certifications, reference architectures, and co-sell programs. • Develop Backblaze's marketplace strategy across AWS Marketplace, Azure Marketplace, and emerging AI marketplaces. • Design and launch a scalable partner program, including partner tiers, deal registration, enablement, governance, and incentive structures. • Partner closely with Sales, Product, Marketing, and Executive Leadership to create repeatable partner-led revenue motions. • Build reporting and metrics that measure partner performance, pipeline contribution, and program effectiveness.

• Serve as a strategic partner to TRUFF’s retail customers, managing day-to-day sales operations while driving growth. • Build strong distributor and broker relationships. • Lead account planning, promotional execution, and trade spend management, ensuring effective execution of TRUFF’s strategies at retail. • Responsible for business development, including developing and executing sales strategies, and creating customer relationships across the Natural Channel. • Develop, plan, track, and measure progress against company objectives and KPIs in a fast-paced, high-growth CPG environment. • Report to the CCO.

• Own and scale DTN’s account-based marketing strategy, focusing on high-value target accounts and revenue generation in key sectors • Partner closely with Sales leadership and account teams to align on target account selection, account plans, and pipeline goals • Design and execute 1:1 and 1:few ABM programs that drive engagement, pipeline creation, and deal acceleration • Develop highly personalized, multi-channel programs across digital, content, executive outreach, and field marketing events • Act as a quarterback across marketing, sales, product marketing, and customer teams to ensure coordinated account engagement • Translate product, market, and account insights into targeted messaging, offers, and content strategies that resonate with buying groups • Collaborate with event marketing to support regional programs, executive events, and in-market activation • Build and optimize account engagement frameworks, scoring models, and reporting to track program effectiveness • Continuously test, learn, and iterate on ABM plays to improve performance and scalability

• Develop and execute a strategic plan to secure new key accounts across mainstream retail sectors, including mass, pharmacy, grocery, lifestyle, hospitality, and beauty. • Research potential retail partners using LinkedIn, RangeMe, and industry databases; initiate contact and secure meetings. • Build compelling business cases and presentations tailored to target accounts; present internally and externally to secure buy-in. • Attend trade shows and industry events to build pipeline and represent the brand. • Identify and pursue new market opportunities, including emerging retailers and adjacent industries. • Serve as the primary point of contact for key ecommerce and brick-and-mortar retail accounts in North America. • Develop tailored sales and marketing programs to drive growth within each account, including cooperative marketing and promotional initiatives. • Lead cross-functional collaboration with Marketing, Operations, Finance, and Customer Care to support account needs and ensure successful product launches. • Conduct regular site audits and store visits to ensure compliance with brand guidelines and maximize product visibility. • Maintain and grow a portfolio of accounts with annual revenue exceeding $500k USD. • Provide accurate sales forecasts by brand and account. • Track performance against targets and adjust strategies as needed. • Monitor competitive activity and market trends to inform growth strategies.