• Sales Process & Infrastructure Design: implement and improve sales processes for new business development • Systems Management & Enablement: Own CRM administration and implement tools for prospecting and client engagement • Pipeline Management & Forecasting: Build dashboards for leadership visibility into pipeline health • Pricing, Quoting & Vendor Coordination: Develop pricing guidelines and ensure quotes are accurate • Operational Support for New Business Unit: Identify and eliminate bottlenecks in the sales cycle • Data Analysis & Performance Reporting: Analyze sales performance and produce reporting packages for leadership • Cross-Functional Collaboration: Partner with Finance and other teams for seamless execution of new client onboarding

• Design and evolve pipeline & forecast analytics across New, Expansion, and Renewal growth, applying Data-Driven Decision Making to drive measurable improvements in progression, growth, forecast accuracy, and pipeline sufficiency. • Build repeatable dashboards and automated frameworks that reduce manual effort and enable self-service insights for revenue leaders, demonstrating an AI First mindset that prioritizes automation, tooling, and scalable architecture. • Partner cross-functionally with Sales, Customer Success, Marketing, Partnerships, and Finance to identify conversion gaps, execution risks, and pipeline health issues — adapting priorities with Change Agility as business needs evolve. • Analyze cohort-based conversion trends (e.g., opportunity-to-booking, expansion attach rates) and translate findings into actionable planning, capacity, and execution implications using First Principles Problem Solving. • Support renewals and churn visibility work by helping define baselines, directional risk indicators, and forecasting inputs grounded in clear assumptions and consistent definitions. • Translate analytical outputs into concise narratives, recommendations, and tradeoffs for executive and leadership audiences to support forecast and pipeline cadences. • Contribute to sales planning activities such as quota modeling, capacity analysis, and performance diagnostics, ensuring deliverables are scalable, reusable, and grounded in principle-led analysis. • Drive standardization of inputs, definitions, and processes across regions and functions to improve consistency, data quality, and operational efficiency.

• Support Sales Operations functions related to post-sale execution, including: • Customer lifecycle management • Renewals and expansion tracking • Support handoffs and visibility • Ensure clean handoffs from Sales to Customer Success through consistent data, process adherence, and system workflows. • Assist CS and Support leadership with operational reporting and insights. • Serve as first-level system administrator for Customer Success and Support–related tools, including: • Salesforce.com (account, opportunity, renewal, and reporting support) • Customer Success platforms (e.g., Gainsight, Totango, Catalyst, ChurnZero, or similar) • Support platforms (e.g., Zendesk or equivalent) • Manage user access, permissions, basic configuration, and issue triage. • Partner with Sales Ops leadership, IT, and CS on system improvements and integrations. • Support rollout and adoption of new features and workflows. • Build and maintain reporting to support: • Renewals and expansion visibility • Customer health and engagement tracking • Support volume and responsiveness • Ensure consistency between Sales, CS, and Support reporting definitions. • Support forecasting inputs related to renewals and retention. • Partner with Sales Operations Support Associate to: • Provide frontline operational support to Customer Success and Support teams. • Develop and maintain: • System user guides • CS and Support Operations SOPs • Process documentation and workflow diagrams • Support onboarding and enablement by reinforcing system usage and operational best practices. • Assist with communications related to process or system changes.

• Support day-to-day Sales Operations functions for direct sales and channel teams. • Maintain and optimize core sales processes including: • Lead and account management • Opportunity stages and pipeline progression • Channel deal registration and partner workflows • Forecasting support and pipeline hygiene • Assist Sales leadership with pipeline inspection, deal reviews, and forecast preparation. • Identify process gaps and recommend incremental, scalable improvements. • Serve as first-level system administrator for Sales-facing tools, including: • Salesforce.com (CRM support, configuration assistance, reporting) • Outreach (user setup, cadence support, troubleshooting) • Gong (user access, tagging support, reporting) • ZoomInfo, LeanData, and related Sales tech • Partner with Sales Ops leadership and IT on system enhancements, integrations, and issue resolution. • Manage user access, permissions, basic configuration changes, and ongoing system maintenance. • Support adoption of AI-enabled tools (e.g., Clay, Qualified) as directed by Sales Ops leadership. • Build and maintain Salesforce dashboards and reports to support: • Pipeline generation and conversion • Forecast accuracy • Rep and channel partner productivity • Ensure data accuracy and consistency used in Sales reporting. • Support ad hoc analysis for Sales Operations, Sales leadership, and Finance as needed. • Act as a frontline Sales Operations support resource for sellers and channel managers. • Develop and maintain: • User guides and how-to documentation • Sales Operations SOPs • Process documentation and workflow diagrams • Support onboarding and ongoing enablement by reinforcing process standards and system usage. • Assist with communications related to process or system updates.