• 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.

• Act as a senior partner to the Senior Director of Sales Operations, translating Sales Ops strategy into systems-driven execution. • Lead optimization of end-to-end sales processes, including: • Prospecting and outbound execution • Lead and top-of-funnel management • Opportunity stages, pipeline progression, and forecasting • Quoting and deal execution • Visibility into post-sale handoffs, renewals, and expansions • Identify systemic friction in the sales funnel and drive durable, scalable improvements that increase rep productivity, conversion, and forecast reliability. • Lead the day-to-day optimization and management of GTM systems owned by Sales Operations. • Serve as the senior operational owner for ZoomInfo, LeanData, Outreach, Gong, and other Sales Tech Stack systems. • Serve as a primary stakeholder for Salesforce.com, partnering with IT. • Partner with Sales & Rev Ops, Marketing, Sales, Customer Success & Support, and Enablement to ensure systems support consistent execution and clean handoffs across teams. • Drive continuous improvement of prospecting, pipeline generation, and deal & Customer management workflows. • Evaluate, pilot, and operationalize AI enhancements to the tech stack. • Own change management execution for GTM systems and sales process initiatives. • Design and run structured rollouts, including stakeholder alignment, phased launches, success metrics, and post-launch optimization. • Partner with Enablement to develop role-based training, SOPs, and playbooks. • Deliver systems and process enablement tied to sales motions. • Lead clear, consistent communications that articulate the “why,” “what,” and “how” of changes to drive adoption and accountability. • Measure adoption and effectiveness, using data and feedback to iterate. • Develop Sales Analytics including reporting and dashboards, as well as Tableau models through partnership with BI, that provide leadership visibility into: • Funnel health and conversion • Pipeline generation and coverage • Rep productivity and activity effectiveness. • Support core Sales Operations forecasting processes, including pipeline inspection, deal health reviews, and forecast accuracy. • Support Sales Operations partnership with Finance and RevOps on capacity planning, territory performance, and revenue modeling. • Establish and enforce standards for data quality, system usage, and process adherence across Salesforce and integrated GTM tools. • Lead governance around routing, stage definitions, forecasting inputs, and system changes. • Ensure documentation, automation, and validation rules support scalable, repeatable execution.