• Build & Run a Predictable Revenue Engine • Design and operate the core GTM processes, metrics, and rhythms that drive predictable bookings, retention, and expansion • Own pipeline health, forecast accuracy, and stage consistency across the funnel • Improve conversion rates, stage velocity, and execution discipline through data-driven insights • Align GTM Teams Around One Operating System • Ensure Marketing, SDR, Sales, Customer Success, Onboarding, and Product operate with shared definitions, metrics, and expectations • Drive alignment on ICP, segmentation, lead qualification, routing, SLAs, and service tiers • Own Revenue Data, Analytics & System of Truth • Build and maintain a unified revenue data model across the full customer lifecycle • Partner with BI/Data Engineering to integrate CRM, marketing, product usage, billing, support, and finance data • Establish and maintain consistent KPI definitions and data-quality standards • Enable automated and self-service reporting to reduce manual effort • Deliver Executive-Ready Insights • Develop dashboards and analysis that provide leadership with real-time visibility into ARR, NRR, churn, expansion, pipeline, and productivity • Proactively surface risks, trends, and opportunities—before they become problems • Support board materials, strategic planning, and OKRs with accurate, trusted data • Translate complex data into clear, actionable insights for senior leaders • Improve GTM Productivity & Execution Quality • Identify and systematize early warning signals for pipeline risk, forecast quality, and customer health • Partner with Enablement to improve onboarding, training, and execution quality • Analyze activity-to-output relationships to improve rep and CSM productivity • Support territory design, quota setting, capacity planning, and compensation inputs • Own RevOps Systems & Scalable Infrastructure • Own the RevOps tech stack, CRM, integrations, and automation • Reduce tool sprawl and simplify workflows across the GTM lifecycle • Drive automation and AI use cases that improve efficiency and predictability • Support expansion readiness, new segment launches, and GTM experimentation • Cross-Functional Leadership & Influence • Act as a strategic and operational partner to Sales, Marketing, CS, Product, and Finance leaders • Influence behavior, process adherence, and data-quality standards across teams • Lead and develop RevOps resources (direct or dotted-line) as the function scales

• Act as the architect and implementor for illumend’s GTM engine by designing the end-to-end flow of a customer—from anonymous web visitor to lifelong advocate—ensuring no revenue leakage occurs in the handoffs between Marketing, Sales, and Success and Finance. • Design the systems to rapidly scale a native AI, first mover product, built to disrupt an industry for our next phase of growth (e.g., shifting from SLG to a PLG hybrid, building a scalable awareness strategy to drive top of funnel for a $3.2B market, deploying AI agents to scale sales motions). • Proactively identify and implement the next generation of GTM tools including deploying Agentic AI for lead research, automated outreach, predictive forecasting, and real-time deal scoring. • Partner with leadership to define pricing models, territory logic, and compensation structures that drive the right behaviors for a high-growth AI SaaS. • Unify Sales, Marketing, CX and Finance into a single data narrative. You will own the "Truth" of our metrics (CAC, LTV, NRR, Pipeline Velocity). • Own the admin and architecture of HubSpot and other integrated systems, but also the glue between them. • Minimize "swivel chair" work for our reps. If a native integration doesn’t exist or is too limited, you will write the script or build the webhook to make it happen. • Build automated validation rules and enrichment waterfalls (Clearbit, ZoomInfo, Clay) to fix it automatically. • Deploy AI agents to handle repetitive GTM tasks (e.g., AI SDRs for inbound qualification, automated CSM check-ins for low-touch accounts). • Build internal tools for our reps (e.g., a "Deal Doctor" bot that analyzes Gong calls and Salesforce data to recommend the next best action). • Use tools like n8n, Make.com, or Python to build workflows that our competitors don’t have.

• Maintain and optimize CRM, marketing automation, and sales enablement tools (e.g., Salesforce, HubSpot, or similar). • Support sales, marketing, and customer success teams by providing process improvements and operational guidance. • Track, analyze, and report on revenue metrics, pipeline performance, and KPIs. • Identify bottlenecks and implement solutions to improve revenue processes. • Ensure data integrity and consistency across systems and tools. • Collaborate with stakeholders to develop dashboards, reports, and business insights for leadership. • Assist in forecasting, revenue planning, and quota management processes. • Participate in project initiatives to implement new tools, automation, or processes. • Document processes, workflows, and standard operating procedures (SOPs) for the Revenue Ops function.

• Revenue maximization efforts for the assigned properties through monitoring the segmentation mix, to ensure profitability and growth versus prior year and the competitive set • Recommend and coordinate pricing and positioning for properties in conjunction with IHM Outdoors Hospitality Revenue Management standard operating procedure in partnership with brand requirements • Report out critical analysis on the effect of short and long range decisions affecting overall revenue goals • Providing Segment Strategies for Transient and Group business to include appropriate Revenue Management initiatives to achieve or surpass hotels' financial goals • Conducting Revenue Analysis and Inventory Management on scheduled strategy conference calls based on IHM Outdoors standard operating procedures • Aiding the properties in reading Revenue Management reports and tools • Inputting Revenue Management criteria into Reservation systems