Own the pipeline that converts happy customers into published proof: case studies, quantified results, quotes, logo rights, and technical deep dives written for a developer audience. Success is measured by volume of published, sales-usable evidence per quarter and by coverage across our priority verticals and use cases.
Reference and advocacy program
Build the reference bench: a maintained, tiered pool of customers willing to take calls, speak on stage, and vouch in a deal. Own the customer advisory board and the incentives that keep advocates engaged. Success is measured by reference request fulfillment time and by the share of late-stage deals with a reference attached.
Commercial partner marketing
Own the marketing side of commercial partnerships: cloud marketplaces, agencies and consultancies, and technology partners with a co-sell motion. Joint launches, co-authored content, co-branded assets, marketplace listings, and partner-sourced demand. Success is measured by partner-influenced pipeline and by the number of live co-marketing motions with named partners.
Own the systematic loop that captures what customers actually say (win/loss themes, adoption blockers, competitive mentions) and routes it to Product, PMM, and leadership. Success is measured by whether positioning and roadmap decisions cite this input by name.
Proof library and enablement handoff
Own the single source of truth for customer proof and partner assets, organized so a new AE can find the right story in under a minute. You produce the raw material; PMM for Enablement packages it into the pitch.
Design and deploy AI-powered workflows (Claude, call-recording mining, enrichment, drafting pipelines) that compress the time from customer conversation to published asset. If a step runs manually more than twice, you should be itching to automate it.
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A predictable cadence of published customer evidence, with real numbers in it, not adjectives.
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Sales can self-serve a reference or a relevant case study without a Slack fire drill.
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Every priority vertical and flagship use case has at least one credible, public customer story.
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Named co-marketing motions are live with our most strategic commercial partners, each with attributable pipeline.
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Product and PMM treat your voice-of-customer synthesis as required reading.
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Customers say yes to advocacy because the program gives them something back.
What This Role Does Not Own
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Technical ecosystem integrations, framework partnerships, and developer community: Developer Relations.
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Demand generation campaigns and paid channels: Revenue Marketing and Digital Marketing.
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Core product positioning, messaging, and launch narrative: Product Marketing.
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Partnership sourcing, negotiation, and commercial terms: Partnerships and Sales.
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Sales pitch, decks, and battlecards: PMM for Enablement.
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Lifecycle email, nurture, and webinar operations: Lifecycle Marketing.
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Field events and conference presence: Field Marketing and Field Events.