• Manage a regional portfolio of accounting firms – covering cold outbound, warm inbound, and active referrers – moving each firm through the pipeline to become a repeat new client introducer. • Build trust and credibility through a consultative approach, positioning Allica as the most recommended bank by accountants. • Grow Allica’s presence across each firm, including multiple stakeholders, colleagues and offices, through regular regional travel and in-person meetings. • Introduce the Business Rewards Account and other banking products to firms and their clients, owning the end-to-end onboarding, funding and account usage journey. • Qualify and introduce clients with lending needs (e.g. commercial mortgages) to the appropriate Relationship Manager. • Act as the firm’s dedicated point of contact at Allica. • Deliver and continuously improve our Accountants Playbook, ensuring firms are positively onboarded and become active, repeat referrers. • Run regional activities - lunch and learns, roundtables and various other events. • Equip firms with an effective Partnerships Pack, marketing materials and joint initiatives to support client identification and introduction. • Maintain accurate portfolio records in the CRM, tracking and reporting on progress to support quality and informed decision-making. • Collaborate closely across Allica to ensure a seamless, professional experience for partners and customers.

Role Description PolyAI is searching for a GTM Manager to lead and scale our business development function, reporting into our GTM leadership team. In this role, you will drive pipeline generation by coaching and developing a high-performing GTM team, refining prospecting and qualification strategies, and partnering closely with Sales and Marketing to improve conversion across the funnel. In this role your responsibilities will include: - Train other members of the GTM/BD team to identify, contact, and create qualified opportunities - Ensure GTM/BD team members improve performance and abilities over time by providing coaching and feedback in recurring weekly 1:1s - Plan for hiring and onboarding new GTM/BD team members - Work closely with the Demand Gen team to provide feedback on MQLs and campaigns - Work closely with Sales and other members of the Leadership team to improve opportunity management and qualification processes - Work closely with Sales and Marketing to identify areas of improvement for the GTM/BD teams - Work in collaboration with marketing content, program managers, product marketing, and sales directors to develop effective messaging to convert both inbound interest and outbound outreach into qualified pipeline - Present accurate and timely performance reports and forecasts of weekly, monthly, quarterly attainment - Monitor and manage GTM/BD team performance and make recommendations for improvement - Oversee GTM/BD compensation programs and policy Qualifications - Minimum 5-7 years of experience in a BDR management role with experience leading and growing a BDR team in a hands-on management/player-coach capacity. - Track record of achieving lead generation quotas within a company selling enterprise B2B software (SaaS) and/or technology solutions. - Hands-on experience with multiple prospecting techniques and channels. - Experience with marketing & sales tools such as CRM, Chat, Marketing Automation, LinkedIn Sales Navigator, HubSpot and Data Management and list building tools. - Strong verbal and written communication skills with the ability to deliver presentations to executive management. Requirements - Gravitas combined with exceptional and polished written and oral communication skills - Entrepreneurial spirit combined with a scrappy, competitive, and optimistic outlook Benefits - 💰 Participation in the company’s employee share options plan - 🏥 100% of Single Cost (employee) and 70% of Dependent for medical, dental & vision - 👪 Life Insurance - ◻️ STD and LTD - 💰 The opportunity to contribute to the company's 401k plan - 🏝 Flexible PTO policy + 11 designated company holidays - 📚 Annual learning and development allowance - 🏡 We’re all about making WFH work for you - that’s why we offer a one-off WFH allowance when you join. Offering perks like noise-cancelling headphones or a comfortable desk chair to boost your comfort and focus! - 🧡 Enhanced parental leave - 👨‍👩‍👧 Company-funded fertility and family-forming programmes - 🌸 Menopause care programme with Maven

• Own and grow a portfolio of reseller partnerships, prioritizing partners who show strong growth potential and revenue upside. • Build deep, trust-based relationships with partner reps and sales teams — the kind that make DeleteMe their go-to recommendation. • Roll up your sleeves and actively work deals alongside partners: joint calls, pricing support, deal strategy, and troubleshooting blockers. • Identify and recruit new growth-oriented reseller partners to expand DeleteMe's channel footprint. • Develop and execute joint business plans with key resellers, including enablement, incentives, and co-marketing efforts. • Drive partner engagement and pipeline through regular touchpoints, training, and proactive deal support. • Represent DeleteMe at partner events, summits, and joint customer engagements. • Track partner performance, pipeline contribution, and program ROI; report on what's working and adjust accordingly. • Bonus: experience transacting in Public Sector (SLED/FED) partner environments.

• Build and Maintain Relationships: Establish and strengthen connections with key stakeholders • Customer Success Planning: Develop a deep understanding of each customer’s business priorities • Proactive Account Management: Monitor customer engagement and proactively address any risks • Growth and Expansion: Identify upsell, cross-sell, and renewal opportunities • Voice of the Customer: Serve as the customer’s advocate, capturing their feedback • Reporting and Forecasting: Maintain accurate records of account activity • Team Collaboration: Engage with product, sales, and support teams