• Build, document, and maintain scalable revenue operations processes that support Sales, Marketing, Accounting, and Tax teams. • Improve how we use Salesforce Sales Cloud, Marketing Cloud, and related GTM tools, including automation for sales development and lead generation. • Support Salesforce administration (workflows, configuration, and integrations) to improve data quality and efficiency. • Maintain clear documentation for RevOps processes, workflows, and data definitions. • Ensure accurate, consistent data across Salesforce and connected systems for outreach, reporting, and analysis. • Analyze inbound and outbound funnels to identify bottlenecks, improve conversion rates, and uncover growth opportunities. • Build and maintain reports and dashboards that show key performance metrics and pipeline health. • Help refine pipeline and revenue forecasting models and measure campaign performance and attribution. • Regularly review workflows, processes, and automation to simplify, standardize, and scale. • Contribute to special projects that enhance our revenue operations function (e.g., territory design, quota support, sales compensation analysis). • Stay up to date on revenue operations trends and suggest new tools, processes, and analytics.

• Support the COO in executing the overall pricing strategy and identifying revenue optimisation opportunities. • Apply pricing strategies to newly onboarded properties, ensuring alignment with established pricing models and market-specific approaches. • Monitor portfolio performance at a micro level and adjust rates based on demand, competitor pricing, seasonality, and performance trends. • Analyse booking patterns and revenue performance to support pricing decisions. • Conduct market analysis at multiple levels including country, city, district, and property type. • Perform macro-level portfolio performance reviews to identify trends and variances against forecasts. • Refine pricing strategies using market and performance insights to optimise revenue across the portfolio. • Communicate pricing strategies clearly to Property Managers and Onboarding teams to ensure consistent execution. • Maintain and enhance pricing models to improve granularity, operational efficiency, and revenue outcomes. • Build and maintain tools and systems to support pricing implementation, monitoring, and automation.

• Serve as the primary owner and administrator of HubSpot across Sales and Marketing • Design, maintain, and optimize pipelines, deal stages, lifecycle stages, and custom properties across contacts, companies, deals, tickets, and activities • Create and manage workflows and automations to improve efficiency and reduce manual work • Manage user permissions, roles, and access control • Own HubSpot upgrades, new feature rollouts, and deprecations • Ensure integrations between HubSpot and third party or internal systems are reliable and well maintained • Own the revenue data model across contacts, companies, deals, and activities • Enforce naming conventions, required fields, lifecycle definitions, and governance rules • Ensure CRM data is accurate, consistent, and trusted by teams and leadership • Build and maintain reporting for sales teams and leadership, including pipeline health, funnel performance, conversion rates, and goal attainment • Design, document, and maintain standard operating processes across the revenue lifecycle • Analyze and evaluate new revenue operations tools to support evolving sales motions, partnerships, and employer growth

• Act as a business partner to Sales leaders to understand and identify essential business questions and challenges • Lead projects to develop answers and solutions to those questions and challenges as well as developing KPIs to track results • Present insights to executives that will drive performance improvements and establish scalable process enhancements across the organization • Mine large datasets, draw relevant insights, and create visualizations to summarize findings for executive consumption • Analyze and monitor data for anomalies, recognizing trends and potential business implications • Guide commission and territory planning processes with analytical support, providing strategic recommendations • Identify areas of opportunity within the business and propose innovative solutions • Develop and present data-driven recommendations to Sales Leaders to optimize sales strategies and improve performance • Be a mentor and leader to the more junior analysts on the team