Cognota

• Manage the LearnOps Academy — maintaining our micro certifications and comprehensive LearnOps certification, responding to learner inquiries, and launching one new micro credential per month based on trending industry topics. • Build and execute enablement strategies that power scalable learning and content creation across the organization, for customers, and for partners. • Play a key role in growing and engaging the world's first LearnOps Community, working alongside industry experts and Chief Learning Officers from leading global organizations. • This role balances creative direction, strategic thinking, and hands-on execution. You will work closely with Customer Success, Sales, Marketing, Product, and our CEO to define and build our community and enablement ecosystems.

• Own a personal pipeline-generation quota into our ICP: L&D, HR, and People leaders at mid-market and enterprise companies. • Run multi-channel outbound — email, LinkedIn, phone, video — with the kind of personalization that actually breaks through to senior buyers. • Partner closely with Account Executives to land target accounts, multi-thread complex orgs, and build pipeline that converts. • Coach peers on their cadences, calls, emails, and account strategy. • Co-build and iterate on the SDR playbook alongside the CRO and Marketing team — cadences, scripts, ICP definition, qualification, handoff motion. • Help interview, onboard, and ramp new SDRs as the team grows.

• Own the full enterprise sales cycle, from outbound prospecting and inbound follow-up through close and expansion. • Partner closely with SDRs to develop target account strategies, refine messaging, and convert meetings into qualified opportunities. • Proactively prospect into target accounts and build pipeline independently in addition to SDR-sourced opportunities. • Lead executive-level discovery conversations focused on capacity constraints, competing priorities, budget tradeoffs, and execution risk across Learning, Talent, and HR. • Position Cognota as the system of record for capacity planning, operational execution, and measurable outcomes. • Apply MEDDPICC to qualify opportunities, identify deal risk, and drive alignment across buying committees. • Use Sprint Selling principles to maintain deal momentum, define clear outcomes for every interaction, and accelerate decision-making. • Deliver high-impact product demos, independently tailoring each demo to customer needs and business context. • Build, manage, and forecast a healthy pipeline with accuracy and discipline. • Maintain strong Salesforce hygiene, ensuring leadership has clear visibility into deal status, risks, and next steps. • Keep leadership informed and engage executives strategically when their involvement can help advance opportunities. • Navigate enterprise procurement processes, including security, legal, privacy, and vendor onboarding. • Partner cross-functionally with Marketing, Product, Customer Success, and RevOps to continuously refine messaging and improve conversion.

• DEMAND GENERATION Own pipeline contribution as a primary KPI — build, manage, and optimize the demand generation engine across paid, outbound, and partner channels with a clear eye on MQL-to-SAL conversion, pipeline coverage, and closed-won attribution. • Design and run multi-channel campaigns with measurable pipeline targets attached from day one — with reporting built in from the start so performance is always visible. • Proactively identify underperforming channels and make a compelling, data-backed case for reallocation — bringing evidence and a clear point of view to every recommendation. • Participate in a monthly marketing-spend-to-pipeline-output review: a decision meeting , not a reporting meeting — so reallocation calls get made while they still matter. • MARKETING OPERATIONS Own the Salesforce and HubSpot stack: data integrity, lifecycle stages, lead routing, attribution models, campaign tracking, and automation workflows. • Build and maintain revenue dashboards and pipeline forecasting models that give leadership real-time visibility into funnel health — from first touch to closed-won. • Translate complex performance data into clear, visual narratives for executive and cross-functional audiences — making the story behind the numbers immediately accessible to any stakeholder. • Identify and close infrastructure and data-hygiene gaps — channel access, tool categorization, renewal visibility — with a bias toward resolution over workarounds. • Document key processes and workflows so that operational knowledge is shared across the team and doesn’t live in a single head. • SALES COLLABORATION Work directly and consistently with SDRs and AEs — participate in pipeline reviews, align on lead quality definitions, and co-own the handoff process between marketing and sales. • Be the marketing voice in revenue meetings: present pipeline contribution data, surface funnel gaps early, and arrive with solutions when pipeline coverage needs attention. • Partner with sales leadership to create feedback loops that continuously improve lead quality, ICP targeting, and conversion at every stage. • STRATEGY & CROSS-FUNCTIONAL INFLUENCE Challenge assumptions and propose new go-to-market approaches when the current playbook needs evolving — with the evidence to back the pitch and the credibility to move stakeholders. • Evaluate, onboard, and integrate new tools into the marketing and revenue tech stack to unlock efficiency or signal intelligence that opens new opportunities. Collaborate effectively with external resources and agency partners — knowing when to leverage them and how to hold them to a clear output standard.