• Lead competitive intelligence and market research, translating customer, competitor, and industry insights into differentiated positioning and strategic recommendations. • Serve as the subject matter expert on competitive dynamics, buyer priorities, market trends, and AI innovations, translating insights into battlecards, executive briefs, and enablement programs that improve seller confidence and win rates. • Develop portfolio-level competitive narratives and messaging that clearly articulate Outreach's differentiation. • Lead cross-functional initiatives that strengthen Outreach's competitive position and improve GTM effectiveness. • Influence Product, Marketing, Sales, Customer Success, and executive leaders on competitive priorities and market opportunities. • Act as a trusted advisor to GTM leaders, using data-driven insights to shape go-to-market strategy, content investments, and positioning. • Monitor market shifts, competitive moves, and AI trends to identify opportunities and risks that inform strategy. • Represent Outreach with customers, analysts, and industry audiences as a leader in competitive strategy and market intelligence.

• Own the production of PMM content across HackerOne's product portfolio: sales decks, solution briefs, web copy, competitive comparisons, and field enablement materials • Support messaging and positioning development by contributing research, drafts, and iteration based on feedback from senior marketers and field teams • Coordinate cross-functionally on product launches, managing your own asset workstreams, tracking timelines, and flagging blockers early • Conduct competitive and market research to keep the team current on the vulnerability management landscape and shifting buyer priorities • Partner with sales and sales engineering to understand what's resonating in the field and translate those signals into sharper content • Synthesize voice-of-customer inputs, from sales calls, partner engagements, win/loss data, and customer conversations, to sharpen positioning over time • Collaborate with content, demand generation, and design to ensure PMM narratives carry through campaigns and programs • Use AI tools to accelerate content production, market and competitive research, data synthesis, and analysis; this is an expected part of how the role operates, not an optional add-on

• Be a strategic talent advisor to Go-to-Market (GTM) and Sales hiring managers by proactively collecting, analyzing, and using external talent insights and internal data to set expectations, recommend optimal hiring approaches, and drive calibration with hiring teams. • Own end-to-end recruitment for GTM roles, using your business acumen to identify, proactively source, and hire qualified talent. • Guide hiring teams on interview best practices, helping to build structured interview plans and panels that leverage skills-informed assessments and mitigate bias. • Build and maintain trusted, collaborative relationships with GTM hiring managers, HRBPs, and other cross-function partners. • Use AI, tools, and technology to stay up-to-date on recruiting best practices, emerging sourcing techniques, interview innovations, and workplace trends. • Deliver a positive candidate journey and experience through defined processes and ensuring consistent, values-aligned communication across all interview stages. • Communicate and negotiate effectively and diplomatically across offer structures that include equity and variable (commission).

• Own End-to-End Product GTM Strategy and Execution. Define and drive the full go-to-market motion for Life360 Ads products, from pre-launch readiness through field activation and adoption. That means building the GTM plan, setting the launch calendar, coordinating cross-functional go/no-go readiness across Product, Marketing, Sales, and Legal, and making sure every new product or solution hits the market with a crisp narrative, trained sellers, and the tools they need to win from day one. • Influence the Ads Product Roadmap. Partner with Product and Sales leadership to represent the voice of the advertiser and seller in roadmap discussions, bringing competitive analysis, vertical market trends, and closed-loop feedback that shapes prioritization and direction. • Build Verticalized, Outcomes-Oriented Solutions. Translate product capabilities into solutions designed around specific verticals (retail, QSR, auto, CPG, etc.) and tied to real advertiser outcomes like store visits, purchase lift, and household reach. Make the pitch obvious and the value undeniable. • Drive Sales Enablement. Define what sellers need to win and build the infrastructure to get it to them: training, narratives, vertical solution packaging, and collateral that actually gets used in the field. Set the standard and measure what works.