Dune

Customer Success Manager

• Own a book of enterprise customers, acting as their primary point of contact post-sale.
• Drive **renewals, retention, and expansion** across Dune’s onchain data products.
• Proactively manage customer relationships, ensuring customers realize value well ahead of renewal cycles.
• Partner with customers on complex data use cases, helping them understand and operationalize onchain data.
• Identify upsell and expansion opportunities across multiple data products.
• Collaborate closely with Sales to ensure smooth handoffs and aligned account strategies.
• Work with Support and Engineering to resolve technical issues, while keeping the customer experience front and center.
• Build strong feedback loops with Product, sharing insights on customer needs, gaps, and emerging use cases.
• Track customer health, usage, and commercial risk using internal tooling and CRM.
• Help define and improve Customer Success processes as the team scales.

Revenue Operations

• Act as a strategic partner to GTM leadership on planning, forecasting, and execution.
• Own end-to-end revenue operations across Sales, SDR, Marketing and Customer Success.
• Diagnose the current GTM operating model (“as-is”) and design scalable future-state processes.
• Identify bottlenecks, inefficiencies, and data gaps across the funnel and drive solutions.
• Define what “good performance” looks like at each stage of the funnel (e.g. SDR, AE, CSM).
• Build and maintain forecasting models, pipeline coverage targets, and capacity plans.
• Establish clear KPIs and reporting that enable accountability and decision-making.
• Reverse-engineer revenue targets into activity, pipeline, and capacity requirements.
• Own and evolve Dune’s GTM tech stack (HubSpot and related tooling), leveraging heavily AI.
• Partner with Enablement and Leadership on coaching, learning, and performance improvement.
• Embrace automation, AI, and modern tooling to improve efficiency and signal quality.
• Ensure data integrity, process adherence, and operational excellence across teams.

Revenue Operations Manager

Sales Development Rep

• Own and execute Dune’s outbound and pipeline generation strategy across multiple channels.
• Act as an individual contributor initially—prospecting, researching, messaging, and booking meetings yourself.
• Build and evolve a repeatable SDR playbook: account mapping, ICP segmentation, outreach sequencing, and qualification.
• Lead market and account mapping across enterprise and mid-market segments, identifying priority industries, personas, and use cases.
• Design and run outbound campaigns across a diverse set of channels (e.g. email, LinkedIn, events, communities, telegram, twitter).
• Partner closely with RevOps to ensure CRM excellence, clean data, accurate attribution, and scalable GTM processes.
• Hire, onboard, and manage SDRs as the team grows, transitioning into a formal lead role over time.
• Work closely with Account Executives to ensure high-quality handoffs and feedback loops.
• Leverage AI and data driven sales tools extensively to continuously test, measure, and optimize outreach effectiveness.

Sales Development Manager

Product Marketing

• Define positioning and messaging for Dune’s analytics products, including the app, Analytics API, and Datashare, across EVM chains and major ecosystems and key datasets like dex.trades, prices.usd, and tokens.transfers.
• Write and own documentation for datasets and use cases
• Plan and execute product launches and GTM plays with a B2B focus
• Develop ICPs and personas from crypto native teams ( foundations, DeFi/DEX, CEXes, funds, etc.) up to institutional buyers ( Banks, Government entities, educational institutions, etc.)
• Create sales enablement content, such as one-pagers, narratives, and demos, and train GTM teams to use them
• Conduct market and competitive research on other onchain data platforms, win/loss analysis, and message testing to guide Product and GTM
• Collaborate with Product and Engineering on pricing, packaging, and product strategy, shaping the story of what we build and why
• Produce content such as product pages, case studies, and solution briefs to support adoption and growth.

Product Marketing Manager

• Build and manage lead lists for prospects who need real-time onchain data for building apps
• Run outbound campaigns across email, Twitter, Telegram, LinkedIn, and other channels
• Book qualified intro meetings and demos that turn into pipeline for the sales team
• Track and optimize campaigns in HubSpot to improve results
• Work with GTM leadership to shape outbound processes and tools

Sales Development Representative

Product Manager

• Build our growth engine: stand up core systems (campaigns, lifecycle journeys, qualification, analytics) that turn signups into pipeline and revenue
• Design and execute growth experiments (in-product flows, onboarding optimizations, email campaigns, funnel tests) to increase activation and conversion
• Work closely with product, design, and marketing to operationalize user data and create full-funnel motions (from inbound to upsell)
• Define growth metrics, build dashboards, and partner with a data contractor to surface insights – and act on them
• Support all Dune product lines by tailoring growth strategies to different user journeys and GTM needs
• Run manual outreach and build scrappy workflows (Google Sheets, HubSpot, etc) while setting up automation
• Lay the foundation for converting self-serve demand into enterprise revenue and scale PLG across products like Dune Analytics and SIM

Customer Success Manager

Revenue Operations Manager

Sales Development Manager

Product Marketing Manager

Sales Development Representative

Growth Product Manager