• Build, manage and own the process and quality assurance of a structured sales onboarding program, including a multi-week bootcamp to accelerate ramp time for sellers, 45-90-day certification milestones, and seller requirements. • Manage onboarding logistics and coordinate SME-led training sessions across Sales, Product, Marketing, and Operations (G&A). • Incorporate MEDDIC methodology into onboarding curriculum, including deal qualification expectations, training materials, and manager alignment sessions against our Tech Stack. • Build and maintain a centralized enablement resource repository: onboarding schedules, training recordings, product materials, MEDDIC resources, sales playbooks, ROI calculators, and battlecards. • Design, develop and deliver enablement content, training sessions, and reinforcement materials across the full sales lifecycle. • Own and execute enablement efforts and support the adoption of new tools, processes, and GTM strategies through change management and training. • Develop, maintain and track sales enablement accountability standards, how the sales organization is expected to engage with, apply, and be evaluated against enablement programs. • Define and track KPIs to measure program effectiveness; continuously optimize based on data and sales leadership feedback. • Partner with Sales Operations on tool adoption, CRM hygiene tied to enablement inputs, and Salesforce-integrated workflows. • Collaborate with leadership to support sales manager enablement and coaching frameworks. • Partner with Sales, Operations, Marketing, and Product to identify knowledge gaps and create targeted enablement and training solutions. • Maintain a consistent enablement calendar aligned to business priorities, product releases, industry and company events. • Support and execute change management and training efforts for new tools, GTM strategy shifts, and process rollouts.

• Manage sales data integrity, including CRM administration, and ensure accurate pipeline recordkeeping • Perform outreach and qualification activities for inbound leads • Develop, implement, and refine sales processes and best practices to improve team efficiency • Partner with Growth and Revenue leadership to create and track key performance indicators (KPIs) and sales goals • Analyze sales data to identify trends, opportunities, and areas for improvement • Support resource allocation for new business opportunities • Lead cross-functional projects to enhance sales tools, automation, and reporting capabilities

• The Sales Manager, Operations owns the sales operating system and is responsible for the day-to-day management of ETS's sales organization — not a direct seller, but accountable for $20M in team revenue production across inside sales, junior sales directors, sales directors, and senior sales directors. • Conduct regular 1:1s with all direct reports and own the full performance management lifecycle — reviews, PIPs, and terminations — in partnership with HR. • Manage PTO approvals, staffing coverage, and new hire ramp plans to ensure the team is consistently structured to support revenue targets. • Own the weekly revenue forecast and activity metrics, delivering a consistent reporting cadence to the executive team. • Maintain pipeline health, ensure opportunities are accurately staged and progressed toward close, and identify conversion bottlenecks (lead → meeting → close) to drive corrective action with leadership. • Own CRM hygiene standards and enforce consistent tracking of leads, accounts, and opportunities across the full sales org. • Own the sales operating cadence, SOPs, and playbooks — ensuring processes are documented, consistently followed, and scalable as ETS grows. • Own sales intake standards (SQLs) and handoff readiness to ensure deals are operations-ready at close, reducing downstream friction and rework. • Serve as the operational point of contact between sales, marketing, and operations to ensure qualified lead flow and alignment on pipeline and capacity.

• Integrate data analysis with on-the-ground insight from the sales team to identify opportunities to drive revenue and build efficiency in sales operations. • Own our Repsly CRM as a tool to enable the sales team and deliver insight to the business. • Be a leader in leveraging market insights, technology, and data tools in strategic decision-making, selling process, and go-to-market strategies (i.e. Headset/BDSA data, VMI, etc…). • Work with vendor partners and data experts to build out tools to tackle tracking, reporting, and execution against out of stocks. • Provide data and tools to help sales leadership to develop and refine goals and incentives for the sales team. • Prepare weekly / monthly / quarterly reports evaluating sales performance and provide recommendations for areas of focus (accounts, discounts, rep performance, etc). • Participate in and contribute to high-level strategic planning sessions with cross-functional teams to align sales operations with company-wide objectives. • Other duties and projects as assigned.