• Building foundational positioning for Defense Edge and Gaurdicore by aligning product capabilities, product-market fit, and value drivers to Federal, DoD, and SLED mission requirements compliance mandates, procurement environments, and workload isolation and segmentation needs • Partnering with Product to define vision, persona-based messaging, and product-led growth strategies for self-service cloud customers and government buyers, including technical evaluators, program managers, mission owners, and acquisition stakeholders • Designing high-value user journeys that increase adoption across the Zero Trust portfolio, assigned to federal Zero Trust maturity models, identify modernization efforts, secure access initiatives, and mission system protection requirements • Creating compelling solution narratives that resonate with government mission outcomes, risk reduction priorities, and compliance requirements, highlighting use cases such as segmentation, workload isolation, secure edge delivery, and Zero Trust enablement • Collaborating with Marketing, Sales, public sector growth teams, channel partners, and system integrators to drive awareness, demand generation, product launches, and customer storytelling tailored to Federal and SLED audiences • Developing educational programs, campaigns, and field enablement resources that support government-specific messaging and position Defense Edge and Gaurdicore as foundational Zero Trust technologies • Crafting differentiated Defense Edge messaging emphasizing FedRAMP High and IL5 compliance accelerated Authority to operate (ATO) enablement, workload isolation, and mission-ready deployment for defense and civilian agencies • Supporting go-to-market strategy and field enablement to help government customers contain lateral movement, reduce blast radius, and enforce Zero Trust across hybrid, edge, and mission-critical environments

• Develop and own the messaging frameworks that articulate why MinIO and AIStor win. • Conduct ongoing research into market trends, customer needs, emerging technologies, and the broader data and object storage landscape. • Partner with Sales Enablement to create and deliver presentations, technical briefs, and enablement materials that help the field communicate our value proposition and close business. • Collaborate with Marketing and Engineering to develop and execute go to market strategies for product launches, campaigns, and key initiatives. • Engage directly with customers, prospects, and field teams to validate positioning, gather insights, and refine messaging based on real world feedback. • Support analyst briefings and influencer engagement with well researched market perspectives and compelling product narratives. • Build and maintain the competitive content that helps our sales and partner organizations win deals, including battle cards, objection handling guides, and technical comparisons.

• You’ll own the development and continuous refinement of Cresta’s positioning and messaging for the Insurance and Travel & Hospitality, translating our platform capabilities into clear, differentiated industry narratives that resonate with buyers, operators, and executives • You’ll develop and maintain deep industry and buyer personas, advancing our internal understanding of industry-specific pain points, priorities, and decision dynamics to ensure our messaging drives relevance and confidence in deals • You’ll partner closely across product, sales, solutions, and marketing, serving as the connective tissue to build and execute industry-specific go-to-market strategies that accelerate pipeline and revenue growth • You’ll bring new product capabilities and innovations to market through an industry lens, leading vertical launches and creating the sales enablement and supporting materials needed to drive adoption and impact • Your deep understanding of how our wins and losses vary by industry, use case, and buyer will help you provide a data-driven point of view to influence product roadmap priorities, sharpen our positioning, and optimize our vertical strategy over time • You love to move fast, get your hands dirty, and solve open-ended problems, balancing strategic thinking with hands-on execution to help Cresta win in complex, high-impact industries

• Partnering closely with the GTM leadership team, and regional sales leaders to support sales teams, owning the in-depth monitoring and tracking of the business metrics, creation of key intelligence and insights to accelerate growth. • Partner with key cross-functional stakeholders, including but not limited to Marketing, Finance & Strategy, Data Science, Seller Systems, and Strategic Operations to streamline and optimize our internal processes and run-the-business and planning deliverables (Stripe Rhythm of Business: Weekly Business Reviews, Monthly Business Reviews, Quarterly Business Reviews). • Shape the processes and go-to-market support model for a rapidly growing company, and make a tangible impact on sales and operations. • Support the Regional sales leaders with intelligence and insight to accelerate growth • Support Sales Strategy and Operations colleagues by standardizing global and regional common process that is currently decentralized • Deep dive into key performance metrics and drive deep understanding of business performance • Problem solve and structure analysis outcomes for complex sales operations challenges through data, analytics and insight • Identify new opportunities and areas of productivity efficiency gains for Regional sales leadership • Participate in projects defining go-to-market approaches, as well as in regular business and resource planning • Run analysis on key performance metrics, providing relevant insights for managing the business • Oversee implementation of enabling systems and tools, working closely with internal systems teams • Prepare weekly senior leader forecast materials and provide ongoing updates on key business growth/metrics to leadership teams • Manage bespoke projects and effectively manage stakeholders