Rebecca Murray

• Transitioned into Partner Solutions to scale enablement and operating systems for the SI ecosystem, supporting rapid ARR growth while maintaining delivery quality and customer outcomes
• Designed and launched dbt Labs’ first SI / Consulting accreditation program, using AI-assisted content generation, assessment design, and engagement analysis; drove 617 registrations, 260 attendees, 189 participants engaged for 50+ minutes, and 90 accreditations within 24 hours
• Built AI-enabled partner operating frameworks (QBRs, expectations, Zip/PO workflows, performance tracking) to support consistent global delivery as the company scaled beyond $100M ARR
• Created a Salesforce + Hightouch–powered Master SI List with AI-assisted tagging and filtering, reducing manual partner lookup and intake effort by ~50% for post-sales teams
• Introduced AI-powered operational workflows to automate reporting, partner enablement tracking, and internal process orchestration, improving data accuracy and accelerating decision-making
• Designed and owned an AI-driven enablement program to train GSIs on dbt Center of Excellence (CoE) implementation patterns for enterprise customers

• Conceived, designed, and built the authorized partner onboarding motion from the ground up as dbt Cloud surpassed $100M ARR, enabling partners to meet rising implementation standards without slowing delivery
• Defined and operationalized core program mechanics (intake, readiness criteria, delivery standards, escalation paths, success metrics), shifting onboarding from ad hoc execution to a repeatable, partner-led system
• Launched and scaled dbt Labs’ authorized partner onboarding program, delivering 300+ partner-led engagements with an NPS of 85
• Built and deepened relationships with 10 innovative global SI partners, aligning on shared quality bars, delivery expectations, and long-term enablement strategy
• Standardized onboarding workflows and technical readiness standards to ensure delivery consistency, quality, and alignment with maturing implementation expectations
• Reduced partner delivery blockers through close cross-functional collaboration with Sales, Product, Customer Success, and Partner Engineering
• Established durable onboarding standards and enablement materials that supported scalable partner-led deliveryand future accreditation programs
• Collaborated with cross-functional teams to brainstorm and execute creative concepts.
• Developed engaging content across multiple platforms to enhance audience interaction.
• Expanded the strategic SI ecosystem from 3 to 10 global partners, enabling 75+ certified practitioners and increasing partner-led platform activation capacity 3× while enforcing consistent quality, safety, and implementation standards for a rapidly scaling AI-adjacent platform—without adding internal headcount
• Scaled partner-led platform activation across 600+ enterprise deployments, using AI-assisted readiness and performance signals to proactively surface delivery risk, maintain trust, and uphold governance as adoption expanded across high-impact use cases

• Originated and scaled enterprise platform activation following the launch of Managed Onboarding, protecting revenue while accelerating time-to-value and enabling growth without adding operational drag
• Owned complex enterprise implementations end-to-end, embedding with customers to help them configure dbt within their existing data stacks (warehouses, transformations, analytics workflows) and move from setup to durable production usage
• Led and scaled enterprise platform activation for 200+ enterprise customers, engaging directly with executive and technical stakeholders
• Scaled Managed Onboarding into a $5M+ services program, supporting adoption across a $30M+ enterprise customer footprint
• Individually owned high-complexity, high-risk enterprise activations, directly supporting approximately $170M in associated customer revenue through successful implementation and time-to-value
• Reduced average activation timelines from ~180 days to under 70 days, accelerating revenue realization and improving customer outcomes
• Designed and standardized activation mechanics (intake, success criteria, milestones, escalation paths) to shift from ad hoc delivery to a repeatable, enterprise-grade implementation model
• Built and refined AI-assisted activation workflows to scale implementation quality without proportional headcount growth
• Served as escalation owner for activation and early-stage adoption risk, partnering closely with Product, Sales, and Customer Success to maintain trust in high-impact deployments
• Transitioned activation from individual execution to a programmatic model that later enabled scalable, partner-led delivery
• Self-motivated, with a strong sense of personal responsibility.
• Worked effectively in fast-paced environments.

• Co-created and launched Managed Onboarding as a founding role, transforming enterprise activation from ad hoc delivery into a repeatable, enterprise-grade platform activation program as dbt’s customer base scaled
• Designed the foundational program architecture (intake workflows, delivery standards, escalation paths, execution tooling) to support consistent, high-quality implementations across complex customer data stacks
• Reduced average activation timelines from ~180 days to under 70 days, accelerating time-to-value and improving customer outcomes at scale
• Owned enterprise customer activation end-to-end, embedding with customers through setup, early activation, and initial adoption
• Built lifecycle enablement frameworks spanning activation, early adoption, and steady-state usage to support durable platform adoption
• Introduced AI-assisted activation workflows (intake analysis, documentation generation, enablement templates) to reduce manual effort and improve consistency without proportional headcount growth
• Partnered cross-functionally with Sales, Customer Success, and Product to align activation strategy with customer outcomes and platform maturity
• Created scalable activation processes that later enabled partner-led delivery models and ecosystem expansion

• Joined during a period of rapid enterprise services growth and took early ownership of the Services Coordinator function, ensuring delivery moved smoothly from contract to execution and revenue was not blocked
• Operated as a team of one, managing delivery coordination across 300+ enterprise deployments during a period of rapid growth
• Owned scheduling and cross-functional coordination for paid enterprise services engagements, operating independently within the first 30 days
• Enabled recognition of approximately $300K in services revenue by ensuring work was scoped, scheduled, staffed, and delivered on time
• Served as a reliable execution partner during evolving processes, resolving delivery issues that could have delayed or stalled customer outcomes
• Identified gaps in early delivery workflows and proposed process improvements to reduce friction and improve execution speed
• Created foundational process documentation and handoffs that later informed formal onboarding and platform activation programs

• Progressed from frontline customer experience into broader operational ownership following the HotelTonight acquisition, taking on higher-severity, higher-judgment work as Airbnb scaled
• Operated in high-volume, high-stakes environments requiring rapid decision-making, policy interpretation, and consistent judgment at scale
• Served as a primary escalation point and informal team lead, supporting up to 25 agents with complex case handling, system navigation, and edge-case resolution
• Applied structured judgment across tooling, policy, and human factors to resolve cases where standard workflows broke down
• Identified recurring operational inefficiencies and implemented process and quality improvements that reduced follow-up work and improved resolution rates
• Partnered cross-functionally with Product, Operations, and Policy teams to surface systemic issues, improve workflows and documentation, and strengthen customer experience
• Built a strong foundation in operating global platforms, balancing customer trust, quality, speed, and efficiency—experience that later informed platform activation and enablement work

Activities and societies: School of History, Philosophy, and Religion Graduate Fellow
Chair of the 6th Social Justice Conference, Holocaust Memorial Week, April 29, 2022
Chair of Letter Writing Committee for Professor Promotion, June 2022
Collaborated in the creation and design of a new OSU HST 427/527 course "Teaching the Holocaust"

Thesis: Domestic Ideals and American Power: Postwar U.S. Influence on Women and Homemaking (in progres)

• Dean's List - 2020 to 2022
• President's List for 4.0 GPA for undergraduate program
• Awarded: Holocaust Memorial Project of the Year 2022
• Thesis: The Confidence of Medicine: Doctors in the U.S. Armed Forces and the Influenza Pandemic of 1918
• Thesis Award: Undergraduate Thesis of the Year 2022