CTR065767_Amendment_4.pdf

Form approved by CPO, 11/01/2018

CONTRACT EXTENSION

CONTRACT NO.:

AMENDMENT #:

TITLE:

CONTRACTOR:

CTR065767

Statewide Lead Service Line Identification and Inventory Services 120 Water Audit, Inc.

ADEQ PROCUREMENT

1110 W. Washington Street Phoenix, AZ 85007 602-771-4140

DATE: 2/24/2025

THE PURPOSE OF THIS AMENDMENT IS TO:

1. Add the following key personnel. Resumes of the approved key personnel are attached.

• Jesse Kurth

• Robbin W. Schneider

2. All other Requirements, Specifications, Terms and Conditions remain unchanged.

ARIZONA DEPARTMENT OF ENVIRONMENTAL QUALITY

ACKNOWLEDGEMENT AND AUTHORIZATION

This contract extension shall be fully executed upon the approval electronically in Arizona Procurement Portal (APP) eProcurement System by an authorized representative of the Contractor and applied to the contract in APP by the

Procurement Officer or delegate.

Available online at Arizona Procurement Portal (APP) eProcurement System https://app.az.gov https://app.az.gov/

Jesse Kurth COO | CCO | VP Operations & CX

Summary Impact-driven, customer-focused leader in VC- and PE-backed B2B enterprise SaaS environments; building high growth, scale-up and startup companies that influence positive change in the world. Superpowers include strategic program design, order from chaos, cross-functional cohesion, and humanized performance culture.

Skills Organizational Design | Strategic Planning | Goal Setting | Performance Measurement | Executive Reporting | Board Reporting | M&A Processes | Acquisition Diligence | Post-acquisition Integration | Resource Planning | Entrepreneurial Operating System (EOS) | Objectives & Key Results (OKR) | Leadership Development | Revenue Retention & Expansion | Customer Journey Mapping | Account Management | Technical Support | Professional Service Design | Software Implementation | Change Management | Sales Operations | Sales Enablement | Software Development Lifecycle (SDLC) | Vendor & Contractor Management | Salesforce.com | Hubspot | Figma | Notion | Google Workspace | Microsoft Office Suite | Chat GPT | Claude | Gemini

Work Experience

Ziptility, Fully Remote (U.S.)

COO December 2022 – November 2024 Seed-stage SaaS business in the gov-tech & field service management space, pre-product/market fit.

Drove successful implementation & service delivery, customer support, retention & expansion, company operating rhythms, marketing & sales pipeline, management of the financial operating model, setting key performance metrics & goals, and reporting all aspects of performance measurement to the board of directors.

● Implemented the Entrepreneurial Operating System (EOS) for strategic planning and team alignment, achieving average staff tenure of 3+ years in a pre-product-market-fit business (incredibly rare).

● Attained 80%+ quarterly goal achievement across business functions using the OKR framework.

● Completed 2 staff reorganizations to suit changing GTM demands.

● Achieved 5x target revenue pipeline through low/no cost outbound marketing strategies.

● Defined 10 target regions for 2024 / 2025 marketing investment and event sponsorship.

● Achieved 4 record-breaking quarters (3 consecutive) in ARR growth.

● Excelled with a notoriously hard-to-reach rural customer profile in a crowded and competitive market.

VP, Customer Success June 2021 – December 2022 Defined every aspect of the post-sale customer lifecycle; designed a menu of professional service offerings, deployed implementation and customer support services, achieved revenue retention and expansion sales.

● Consistently achieved 105%+ NRR with v.1 product.

● Achieved a complete 12-month period with 0% logo churn.

● Drove >$275,000 in non-recurring service revenue on an ARR ACV of only $5k and <170 customers.

● Represented the voice of the customer to product & engineering for roadmap development.

Axia TP / Kerauno, Fully Remote (U.S) VP, Services & Operations October 2018 – June 2021 Privately owned SaaS, UCaaS, and Managed IT Services business; 50+ employees, $12M ARR.

Improved every aspect of the post-sale customer lifecycle including implementation services, technical support, and user training, as well as pre-sale processes including sales operations & sales enablement.

● Eliminated a lengthy “red customers” list of dissatisfied accounts by resolving high-value customer escalations and advocating for customer needs with software engineering teams.

● Developed underperforming staff into high-performing leaders.

● Recruited by CEO to reorganize the company post-COVID and implement a remote-first culture, providing management structure for every employee and aligning new working groups with customers.

● Completed company-wide reorganization and role alignment exercise in 2 months, retaining top talent.

● Completed company-wide Salesforce.com deployment in 6 months supporting all internal operations.

Conga, Indianapolis, IN & Broomfield, CO Director of Program Management May – October 2018 PE-backed B2B SaaS business in sales operations and CRM automation; 400 employees, $100M ARR.

Selected by the President/COO to lead the post-acquisition M&A integration process.

● Delivered cross-functional leadership workshops; identified and defined existing business processes.

● Drove all integration activities across senior leadership; tracked deliverables, secured timely completion, and delivered progress reports in monthly CEO-hosted operating reviews at company HQ.

● Integrated functions include: Marketing, Sales, Sales Operations, Sales Engineering, Customer Support, Professional Services, Account Management, Product Management, Software Engineering, Accounting & Finance, IT.

● Completed the 3-company integration effort within 6 months.

Octiv (Acquired by Conga), Indianapolis, IN June 2011– May 2018 VC-backed B2B SaaS business in sales operations and CRM automation; 70 employees, $8M ARR. Promoted through increasing levels of responsibility over a 7-year period. Reported to the C-level from hire through exit.

Pursued for acquisition by DocuSign, compressed diligence for 5x ARR exit to Broomfield, CO-based Conga.

VP, Program Management August 2017 – May 2018 Drove performance for all customer support and programmatic services, staff of 16 with India-based vendor.

● Achieved and maintained 100% ‘top 2 box’ CSAT scores.

● Achieved and maintained sub-30 minute ticket response times in the pre-chat, pre-AI era.

● Delivered fractional and full-time staff augmentation for recurring revenue from enterprise customers.

● Navigated the successful sale of the business as a member of the 6-person senior leadership team.

Sr. Director, Professional Services & Product Management June 2016 – August 2017 Led implementation services team, strategic product roadmap development, and management of key enterprise accounts including customers in the Fortune 50.

● Designed and delivered 12-month strategic product roadmap per enterprise customer requirements, retaining more than $1M in ARR.

● Presented product roadmap concepts to key accounts managing feedback and escalations.

Director, Professional Services May 2015 – June 2016 Structured and assigned all implementation and consulting engagements from SMB to Enterprise customers.

● Led a team of up to 10 direct reports including certified PMP leaders and implementation specialists.

● Improved project completion times by 10-20% through focus on process standardization and efficiency.

● Delivered enterprise implementation and service engagements valued at $100,000+.

Director, Customer Success August 2012 – May 2015 Designed and staffed all Account Management, Technical Support, Professional Services, and Training teams.

● Expanded customer-facing staff from 3 to 12.

● Created account territories, revenue retention targets and compensation plans for the account management team, consistently driving 110%+ NRR.

● Restructured implementation services into specialized roles for project management and implementation specialists, creating career paths and supporting more than 300x ARR growth.

Customer Success Manager June 2011 – August 2012 Developed and personally executed all customer-facing functions as employee #3.

● Directly managed an account base that grew from 60 to more than 120 customers.

● Designed a customer health scoring system before the existence of CS platforms like Gainsight.

● Consistently achieved 110%+ NRR.

Volunteer Service TechPoint Foundation for Youth Board Member, Governance Committee (2018-2024) Board Volunteer, Asset Development Committee (2007-2017)

Program Volunteer, State Robotics Championship, Student Mentor (2007-2024)

Education

Valparaiso University (2002-2006)

Bachelor of Science in Business Administration, Marketing (Magna Cum Laude)

ROBBIN W. SCHNEIDER

SUMMARY

Client Success Manager building strong strategic relationships and serving as the voice of the customer to grow company revenue and increase profits. Proactively takes the initiative and mobilizes cross-functional resources to develop and implement, through to completion, best practices, and solutions. Leverages broad industry experience in both B2B and B2C client-facing roles as a trusted advisor and partner to maximize the customer experience.

Account

Management

Over fifteen years of experience in progressively responsible Client Success Management roles.

Broad experience in both B2B and B2C industries including Utilities, Construction, Property. Management (Retail and Office), School Systems, Suppliers, Carriers, and

Store Retail.

Success retaining key accounts.

Technologies CRM: Salesforce, HubSpot

Microsoft Office: Word, Excel, PowerPoint, Outlook.

PROFESSIONAL EXPERIENCE

120Water | Zionsville, IN 2024 - 2025

Client Success Manager

120Water is a digital water solutions company helping US utilities tackle government regulations. As the

Client Success Manager I was responsible for 5 states which included 50+ customers adhering to all EPA water regulations.

• Clients include small to large cities/utilities/municipalities.

• Scheduled weekly ongoing calls to gauge water system baseline inventory; assisting in compiling all forms of data that need to be digitized and coordinating the inflow of the data.

• Acquired different sources of data from clients; merged and analyzed which provided a digital record to comply with EPA guidelines.

• Overhaul of all CSM team communications.

• Revamped CSM onboarding journey.

myCOI | Indianapolis, IN 2022 - 2024

Sr. Client Success Manager myCOI is a 15-year-old certificate of insurance tracking software company. Sr. Client Success Manager.

Management for 150 + clients.

• Clients include small to large (range of 100 - 5000 vendors tracked). Continually meet with C level executives, main Insurance administrators, CFO’s, Sr. Risk Managers regarding Risk Mitigation, and full maximization of the software platform. Interact with up to 400 users/per client based on different client profiles.

Specializing in large clients /large volume revenue.

• One-third of total Gross Revenue generated ($10M).

• Retention Rate average of 98.5%.

myCOI | Indianapolis, IN 2016 - 2022

Client Success Manager

First employee assigned to manage all company clients. Continued development of procedures to ensure client satisfaction and retention across all industries.

• Successfully managed all clients until the onboarding of newly hired Client Success

Managers.

• Coached new Client Success Managers with all aspects of position and company.

• Company doubled in revenue, clients, and employees.

myCOI | Indianapolis, IN 2015 - 2016

Client Success Specialist

Excelled at all customer interactions via phone and email. Late 2015 was assigned a large client with successful outreach/interaction which resulted in a promotion to a newly created role as Client

Success Manager.

Lululemon | Indianapolis, IN 2013 - 2015

Educator

Expert in exceptional buying experience and customer service. Known as fit room guru advising customers on product, use, and life guidance.

Athletic Annex | Indianapolis, IN 2004 - 2014

Accounting/Buyer

Administrator and store buyer for an independent specialty running store. Responsible for Women’s

Apparel and Footwear Accessories Buyer. Assisted Leukemia Team in Training as coach for marathon walkers as well as multiple functions for the organization.

EDUCATION

Bachelor of Science

University of Houston | Houston, TX

ACHIEVEMENTS

Certified Yoga Instructor - 20 years teaching all levels.

Marathon Runner - completed 5 marathons.

Triathlete - completed 2 years of triathlon competition.

Former Scholarship Athlete and 2x Olympic Trials Participant for swimming with world rankings in multiple events.

Various Kentucky state swimming records

Kentucky high school All-American and Regional Champion in swimming.