• Lead and develop a high-performing revenue operations team, providing coaching, mentorship, and clear direction to drive consistent execution • Own and optimize critical GTM processes including territory management, pipeline monitoring, forecasting accuracy, and operational cadences that keep teams aligned and moving fast • Partner with cross-functional leaders across Sales, Marketing, Customer Success, and Finance to identify gaps, design solutions, and implement process improvements that drive measurable impact • Build and maintain a rigorous operating rhythm for revenue teams, ensuring data integrity, accurate reporting, and actionable insights that inform strategic decisions • Drive initiatives that improve efficiency and scalability across the entire revenue organization, from lead management to deal desk operations • Serve as a strategic thought partner to GTM leadership, translating business needs into operational solutions and managing competing priorities with sound judgment.

• Own Pavilion’s GTM systems including architecture, data integrity, workflows, and integrations. • Ensure the tools, processes, and playbooks exist for Enrollment, Member Experience, and Marketing to operate efficiently and consistently. • Evaluate and implement new tools—including AI-powered platforms—that enhance visibility, automation, and productivity across the revenue lifecycle. • Build and maintain end-to-end revenue forecasting for member enrollment, churn, renewal, and expansion. • Create dashboards and reporting that deliver actionable insights to leadership and functional teams. • Ensure full visibility and data capture across the member journey—from application to activation to renewal. • Partner with Finance on annual and quarterly planning, scenario modeling, and performance analysis. • Design, document, and optimize key GTM processes (e.g. lead routing, application review, sales handoffs, onboarding workflows, retention and renewal motions, and more). • Identify opportunities to introduce AI/automation and workflow optimization and own implementation. • Equip Enrollment and Member Experience teams with enablement, tools, and data to maximize productivity and increase conversion and retention. • Serve as the connective tissue between Revenue, Marketing, Product, Member Experience, and Finance. • Quarterback Quarterly Business Reviews and partner with leadership to align strategy, roadmaps, and objectives. • Support strategic initiatives such as onboarding improvements, new product launches, and pricing changes.

• Owns the end-to-end revenue operations strategy across new sales, renewals, expansion, and retention, ensuring consistent execution across the entire customer lifecycle • Serves as a strategic advisor to executive leadership on revenue health, customer performance, operational readiness, and go-to-market strategy • Establishes enterprise-wide operating rhythms, performance expectations, and accountability models across Sales and Client Success functions • Oversees Client Success Operations, ensuring scalable structure around onboarding, renewals, customer health measurement, and expansion readiness • Drives standardized renewal and retention processes, including forecasting, risk identification, and renewal execution • Partners with Client Success leadership to define and track customer health metrics, satisfaction indicators, and retention drivers • Ensures post-sale motions are operationalized to support net revenue retention and long-term account growth • Leads Sales Operations strategy, including pipeline management, forecasting accuracy, deal governance, and quota attainment support • Establishes standardized sales processes and performance metrics that improve predictability and pipeline quality • Partners with Marketing to align lead generation, qualification, and sales enablement efforts to revenue outcomes • Develops and maintains integrated forecasting models covering new business, renewals, and expansion revenue in partnership with Finance • Tracks revenue performance against targets, including ramp, deal valuation, renewal risk, and variance analysis • Defines and monitors KPIs that measure efficiency, productivity, customer retention, and revenue attainment across functions • Leverages analytics to identify growth opportunities, mitigate churn risk, and inform executive decision-making • Owns CRM and revenue technology strategy (Salesforce.com, Loopio, Outreach, CPQ tools), ensuring adoption, data integrity, and scalability across sales and client success teams • Manages pricing desk operations and deal governance processes • Ensures revenue systems support both pre-sale execution and post-sale visibility • Builds, mentors, and scales a high-performing Revenue Operations team spanning Sales Ops and Client Success Ops • Collaborates closely with Finance on compensation design, forecasting accuracy, and revenue modeling • Drives cross-functional alignment across Sales, Client Success, Marketing, Product, and Operations to maximize customer acquisition, retention, and expansion • Performs other related duties as assigned.

• Identify friction in the sales process and ship improvements • Partner with Sales leadership to understand rep performance patterns • Own GTM reporting: weekly forecasts, monthly business reviews • Track and analyze key metrics • Oversee the GTM tooling stack - evaluate what's working • Drive data quality initiatives; establish governance standards • Build and maintain reports/dashboards that give leadership real-time visibility • Define account and territory assignments using signals and insights