• Define and lead the end-to-end go-to-market strategy for Nielsen’s analytics portfolio • Align product roadmaps with market demands to drive adoption, retention, and revenue growth • Partner deeply with Product and Engineering teams to translate complex, legacy technical architectures into streamlined, benefit-oriented value propositions • Collaborate with Sales and Product leadership to ensure organizational alignment • Serve as the "voice of the market" within the organization • Manage the product marketing budget and resource allocation • Establish and monitor KPIs to measure the impact of the team's initiatives on the sales pipeline

About Spearbit & Cantina: Founded in 2021 by former Ethereum Foundation Solidity engineers, Spearbit tackles Web3 security challenges. Our founding team built the leading blockchain language and secured the largest smart contract, protecting over $160B in value. We're building Cantina —the "GitHub for Security"—connecting security researchers with projects needing expertise. Our Cantina security platform has powered major competitions and serves the leading projects in Web 3. It currently supports collaborative security reviews, public and private security competitions, bug bounty programs, incident response, and AI code analyzer. Similar to how cloud-security startups emerged previously, Cantina aims to be the definitive code-security platform for the future. The Opportunity: We’re looking for a Founding GTM Operations Partner who can be a strategic operator and systems owner across Product, Sales, and Customer Success. This is not a traditional RevOps role. This person is critical to GTM - someone who can take ambiguous problems, design an approach, build systems end-to-end, and help us move from services-led revenue to predictable ARR at scale. If you enjoy building from scratch, have strong opinions, and want real ownership early, this role is for you. Responsibilities: 1. Revenue & Sales Operations (Core Ownership) Design and maintain quota models as we evolve our ARR motion Own commission modeling, payouts, and changes Be the source of truth for pipeline mechanics and deal hygiene Own HubSpot end-to-end (structure, data integrity, workflows) Ensure sales execution is measurable, fair, and scalable 2. GTM Systems & Automation Build and maintain automations across HubSpot, Clay, enrichment tools, and internal systems Design routing logic and handoffs (PLG → sales, inbound → outbound, services → ARR) Create account-level visibility for complex enterprise and bottom-up buying motions Reduce manual work across GTM through thoughtful automation You will decide what to automate and why — not just how . 3. Strategic GTM Analysis Analyze which GTM motions are working (services vs ARR, PLG vs enterprise) Define and refine ICP signals based on real usage and deal outcomes Run deal postmortems: why deals close, stall, or die Provide data-backed input into pricing, packaging, and product GTM strategy You will help leadership make better decisions faster. What This Role Is Not Please do not apply if you are looking for: A Salesforce/HubSpot admin role A reporting-only or dashboard-only role A highly prescriptive environment with playbooks handed to you A “process for process sake” ops function This role requires judgment, curiosity, and ownership. Requirements: Benefits Competitive salary and performance-based compensation opportunities Opportunity to work in an early-stage startup with a talented and passionate team. Exposure to high-profile clients in the blockchain and cryptocurrency industry Comprehensive health benefit plans 401k matching program Join Spearbit and help us build the future of code security!

Get to Know Us: It's fun to work in a company where people truly believe in what they're doing! At BlackLine, we're committed to bringing passion and customer focus to the business of enterprise applications. Since being founded in 2001, BlackLine has become a leading provider of cloud software that automates and controls the entire financial close process. Our vision is to modernize the finance and accounting function to enable greater operational effectiveness and agility, and we are committed to delivering innovative solutions and services to empower accounting and finance leaders around the world to achieve Modern Finance. Being a best-in-class SaaS Company, we understand that bringing in new ideas and innovative technology is mission critical. At BlackLine we are always working with new, cutting edge technology that encourages our teams to learn something new and expand their creativity and technical skillset that will accelerate their careers. Work, Play and Grow at BlackLine! Make Your Mark: We are seeking a Manager, Professional Services to lead a team in successfully implementing BlackLine solutions while achieving team goals. The ideal candidate will have strong communication and customer management skills to foster positive relationships with both employees and customers. This role requires a self-starter who excels in a fast-paced, dynamic environment. You'll Get To: Lead a high-performing team of consultants to achieve billable utilization and revenue targets, departmental goals, and project success, while ensuring adherence to internal processes. Oversee multiple concurrent BlackLine implementation projects, seamlessly integrating solutions with customer systems and processes. Serve as a hands-on manager, implementing a personal portfolio of projects and maintaining a billable utilization target. Attract, develop, upskill and retain top talent, fostering a collaborative and productive team environment. Serve as the primary point of contact for customers and partners, managing project timelines, escalations, and providing expert guidance on best practices. Ensure successful project outcomes by offering strategic recommendations and support to both the team and other customer service departments. Maintain strong customer relationships through proactive communication, follow-up, and timely responsiveness. Continuously improve and streamline implementation processes by updating documentation and developing new processes and procedures. Collaborate effectively with BlackLine teams across product, sales, and customer success to drive alignment and ensure a cohesive customer experience. What You'll Bring: Salary Range: USD $120,000.00/Yr. - USD $151,000.00/Yr. Pay Transparency Statement: Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location. In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans. We are committed to pay transparency and ensuring candidates have clear information about compensation expectations. For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model - for example, a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive. BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form. Accommodations: BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.

• Shape product direction with Product Leadership • Define positioning and narrative early for new products • Create alignment through strategy artifacts • Bring structure to ambiguity • Take ownership of the unique position of Product Marketing • Lead go-to-market for major product bets • Own the strategy for new product discovery • Partner with Growth and Product for improved discovery • Work with research and product metrics dashboards • Craft clear and compelling messaging and positioning • Build the core toolkit