Vivun

• Own and enhance forecasting models across bookings, revenue, and key SaaS metrics, partnering closely with Sales and Finance leadership. • Analyze performance drivers including pipeline conversion, pricing, deal structure, and sales productivity to inform strategic decisions. • Support annual planning and quarterly forecasting processes, including headcount modeling, capacity planning, and scenario analysis. • Deliver variance analysis and executive-level insights on revenue performance, pipeline health, and growth risks/opportunities. • Serve as the business systems owner for finance-related systems, including Quote-to-Cash (CPQ, billing, subscription management, consumption billing), Procure to Pay, Buy Online, and Variable Compensation. • Own the integrity and structure of financial and GTM data, ensuring alignment across bookings, revenue, and pipeline reporting. • Define and implement system improvements, automation, and integrations to streamline financial workflows and improve data accuracy. • Partner with Go To Marketing and Product to optimize data pipelines and reporting architecture across finance systems. • Define, track, and evolve key SaaS metrics (ARR, MRR, ACV, CAC payback, cost per free trial, bookings, retention, burn, etc.). • Build dashboards and reporting frameworks that provide visibility into bookings, pricing trends, and sales efficiency. • Conduct deep-dive analyses on deal quality, pricing strategy, and revenue drivers to guide GTM strategy. • Deliver recurring and ad hoc insights to executive stakeholders, translating data into actionable recommendations. • Partner with Go To Market to improve forecasting accuracy, pipeline hygiene, and deal review processes. • Support pricing governance and deal structuring through financial analysis and standardized frameworks. • Manage deal desk, and help optimize Quote-to-Cash workflows to improve efficiency, scalability, and financial controls. • Contribute to financial close processes by ensuring consistency between operational and financial data. • Act as a key partner to Go To Market, and Product aligning on metrics, systems, and planning assumptions. • Support enablement efforts by documenting processes and improving adoption of financial systems and reporting tools. • Provide analytical support for strategic initiatives, including new pricing models, product launches, and Go To Market changes.

• Grow and build a high-performing, diverse team through recruitment, hiring, onboarding, and training. • Coach engineers on their day-to-day work and career aspirations, conduct regular 1:1s, and evaluate performance, setting actionable goals to push themselves, the team, and the company. • Collaborate closely with Product to shape goals, milestones, requirements, and sequencing, bringing engineering teams into alignment. • Provide strong technical leadership and set direction for our architecture and stack to ensure the team and systems perform well at scale. • Be accountable for team plans, deliverables, and execution. • Lead AI-native development practices: support rapid iteration with strong guardrails, enabling teams to ship, measure, and improve AI experiences continuously. • Drive quality and reliability for AI experiences by promoting robust evaluation, testing, monitoring, and feedback loops across real-world usage. • Foster a culture of empathy for users and hold a high bar for excellence to ensure teams deliver products that solve the most important problems and delight our users. • Foster an inclusive environment with a high degree of trust and transparency among team members and leadership. • Help team members build strong, meaningful relationships through virtual and in-person culture initiatives.

• Proactively hunt for new business and open new opportunities • Source, advance, and close deals from first conversation through close • Convert inbound interest that originates from product usage into active sales opportunities • Identify product usage patterns within target accounts and use those signals to expand conversations and open larger opportunities • Own and manage opportunities through the sales process, including discovery and negotiation • Maintain consistent deal volume across self-sourced and product-assisted opportunities • Clearly communicate product value and connect solutions to customer business outcomes and ROI • Partner with Sales leadership and cross-functional teams, including Product, Marketing, and Customer Success, to support company growth

• Engage prospects across multiple channels, including LinkedIn, email, community, and events, to guide them into product trials through thoughtful, human interaction. • Act as a trusted guide, helping prospects understand use cases, value, and outcomes rather than pushing immediate sales conversations. • Partner closely with Product Marketing, Content and Demand teams to align messaging, offers, and calls-to-action that convert engagement into trial activation. • Identify and nurture high-intent accounts using behavioral, intent, and engagement signals across digital and community channels. • Support trial onboarding by ensuring prospects understand how to get started and reach early value with Ava. • Capture qualitative feedback from prospects and trial users to inform product improvements and go-to-market strategy.