• Own HubSpot architecture, workflows, and data hygiene • Build and maintain sales dashboards, reporting, and forecasting • Design pipeline stages, deal processes, and qualification frameworks • Implement automation to reduce manual rep work • Serve as the single source of truth for GTM data • Partner with leadership on territory design, quota planning, and capacity modeling • Support SDR and AE teams with tools and enablement

• Design and run global GMV and revenue planning • Own forecasting accuracy and minimize forecast bias • Partner with sales leadership to define targets and territories • Prioritize high-GMV, high-trust dealers using data-driven insights • Streamline onboarding, activation, and dealer health monitoring • Route and qualify high-intent signals into Private Office • Improve speed to first offer, fill rate, and win rate • Own CRM and sales tooling adoption • Lead rollout of a single global CRM • Identify and pilot AI-enabled Sales Ops use cases • Run executive sales cadences and reporting • Design territories, quotas, and incentive plans

• Partner with AEs and Sales Leadership to design and build sales processes • Partner cross-functionally to determine business priorities and align resources to accelerate revenue growth • Help scale the end to end selling process to minimize friction and maximize efficiency • Execute multi-functional projects from ideation to close that directly impact new business, customer success, and retention • Provide support with territory alignment, account segmentation, & quota achievement • Develop models to help analyze the health of the business including sales forecasting, pipeline generation & coverage, customer utilization, etc. • Focus on helping the revenue teams use Salesforce (SFDC) to understand post sale activities and measure success and key performance metrics • Work with our GTM teams to understand sales and customer success motions and how we can optimize Salesforce to make them more successful • Be hands-on with all basic administrative functions including user account maintenance, creating custom objects, custom fields, formula fields, validation rules, custom list views and other content of intermediate complexity • Leverage external Salesforce consulting resources where necessary

• Strategic Sales Operations Leadership: Leading the development and execution of sales operations strategy, ensuring alignment with broader business objectives and global go-to-market goals. • Process Innovation & Optimization: Identifying and eliminating inefficiencies in the sales process across global teams. Drive consistency and scalability by developing and enforcing standardized policies and processes. • Data-Driven Decision Making: Utilizing advanced analytics and BI tools (e.g., Salesforce, Tableau, Excel) to produce insights that inform sales strategy and decision-making. Defining, tracking, and refining KPIs to improve sales performance and inform long-term growth planning. • Sales Enablement & Performance: Partnering with Sales and Marketing leadership to design and implement sales enablement tools, training programs, and content that drive productivity and engagement across global sales teams. • Cross-Functional Partnership: Collaborating with GTM teams to refine market segmentation, leading allocation, and qualification processes. Ensuring smooth integration of sales and marketing efforts to drive pipeline growth and customer acquisition. • Forecasting & Reporting: Leading the development of accurate, data-driven forecasts that provide senior management with clear visibility into revenue performance and trends. Partnering with Finance to manage sales compensation, incentive programs, and commission structures. • Global Sales Support: Ensuring that global sales teams are equipped with the necessary tools, systems, and processes to succeed. Providing direct support to key stakeholders in GTM teams and Finance to enhance collaboration and performance. • Leadership & Development: Mentoring and coaching junior team members, fostering a culture of continuous learning and development within the Sales Operations team. Leading the onboarding and training process for new sales reps to ensure they achieve rapid time-to-productivity. • Salesforce & Tech Stack Administration: Overseeing the implementation and management of Salesforce and other sales technology tools, ensuring they are optimized to meet the evolving needs of the business. • Global Impact: Supporting global initiatives by working with regional teams to adapt processes and strategies to local markets. Ensuring that global sales leaders are informed and empowered to execute on key initiatives.