Responsibilities

• Own the customer proof pipeline
• Build and maintain a structured pipeline of customer stories across segments, regions, and use cases
• Partner with Sales, Customer Success, and our CEO/exec team to identify and prioritize the right customers for stories and references
• Regularly sit in on deal reviews, lost-deal debriefs, and win/loss calls to hear firsthand what prospects push back on and what evidence moves them
• Treat the engine like a product: stay close with your customer (Sales) to understand the objections and proof they could use, and iterate on formats for delivering customer proof.
• Design a simple, repeatable intake and qualification process so anyone can nominate great customers
• Create world‑class customer stories
• Deliver at least 1 written case study per month and 4 video stories per year, from brief → interviews → approvals → publish
• Produce a mix of story formats: one-pagers, in-depth narratives, logo walls, customer spotlights, and story slides for sales and execs
• Work closely with our research and product marketing teams so every story reinforces our core DX positioning and the latest findings

• Run the customer marketing program
• Own quarterly “customer story moments” – coordinated releases that package multiple stories into market-facing campaigns
• Partner with Growth & Demand Gen to ensure every customer story is amplified: newsletter features, social, blog recaps, webinars, and events
• Partner with design to turn evidence into assets and slides that teams can use
• Coordinate with the Events team to bring customers into roadshows, panels, and flagship events as speakers and references
• Build and manage the reference & testimonial program
• Build a systematic, always-on testimonial program that generates a steady stream of customer reviews and ratings on G2, Gartner Peer Insights, and other relevant platforms
• Stand up and maintain a lightweight but reliable customer reference program: who can speak to what, under which conditions
• Monitor and report on review volume, star ratings, category rankings, and competitive positioning on G2 and Gartner Peer Insights
• Collaborate with Sales, Customer Success, and Analyst Relations to source and prep references for key deals and analyst interactions