• Build and lead a high-impact RevOps function across SalesOps, MarketingOps, and Business Analysis, creating clarity, leverage, and measurable business impact • Establish a scalable GTM operating model and cadence in close partnership with the Founders, GTM Leadership, and Operations • Create a clean, integrated, and scalable GTM systems landscape that supports efficient execution across the revenue lifecycle • Turn data into actionable insight on funnel performance, forecast accuracy, retention, and growth to improve decision-making across the business • Increase consistency and rigor in commercial policy, pricing governance, and deal processes • Align Sales, Marketing, Customer Success, Data, and Finance around shared metrics, processes, and execution standards

• Perform at a high and hands-on level in the monthly, quarterly, and annual financial closing processes as it relates to revenue recognition and current standards • Review balance sheet reconciliations and handle documentation • Manage complex revenue recognition processes and reporting • Develop and update departmental policies and procedures • Assist in monthly, quarterly, and annual closings • Assist in preparation of financial statements and support as it relates to revenue accounting (US GAAP) • Manage and review the daily tasks of our Revenue Accountant located in India • Prepare sales commission deferral calculations and update/develop commission assumptions • Assist with ERP implementation • Other duties as assigned by manager

• Own HubSpot as the system of record across Sales, Marketing, and Customer Success • Design and enforce data standards, lifecycle stages, deal stage definitions, and field governance • Build and maintain workflows, sequences, custom properties, and integrations • Audit CRM health proactively and resolve data quality issues before they impact reporting • Partner with AEs, BDRs, and CSMs to maintain pipeline accuracy and deal hygiene • Build and manage pipeline review cadences and frameworks • Identify coverage gaps, velocity issues, and at-risk deals — surface them to the CRO in real time • Build and maintain executive dashboards covering pipeline, bookings, revenue, and customer success metrics • Develop weekly, monthly, and quarterly reporting packages for the CRO and founders • Own funnel analytics from lead through close, including partner-sourced and influenced attribution • Build and maintain rolling revenue forecasts and scenario models (upside, base, downside) • Support capacity planning, quota setting, and territory design in partnership with the CRO • Model the impact of headcount changes, pricing shifts, and partner contributions on revenue outcomes

• Ensure CS leaders have the processes and data they need to act proactively rather than reactively. • Partner with Customer Success leadership to define and refine the customer journey, identifying friction points and building scalable processes that improve time-to-value, engagement, and retention. • Design and implement customer health scoring models that combine product usage, engagement signals, support activity, and financial data to give the CS team a clear, prioritized view of their book of business. • Monitor and analyze the full post-sale funnel, from onboarding completion to renewal and net revenue retention, to give leadership a clear picture of what's working and what isn't. • Track and report on key CS metrics including gross and net retention, expansion revenue, churn drivers, time-to-value, and customer health trends, surfacing opportunities to improve outcomes. • Partner with others in Revenue Operations and Finance to align on KPIs and ensure CS data flows cleanly into company-wide reporting and forecasting. • Build and own the renewal and expansion forecasting framework, giving leadership accurate, data-driven visibility into upcoming revenue events and risk. • Own key parts of the annual planning process, from headcount and capacity needs across the CS org to driving analyses to support the setting of the renewals and expansion revenue targets. • Design, build, and maintain core Customer Success dashboards in Salesforce and Power BI that automate recurring reporting, reduce manual effort across the team, enhance visibility into performance, and drive action. • Build ad hoc analyses and dashboards in excel, with an effort to create into automated reporting when necessary. • Establish a single source of truth for CS performance metrics by working with central teams to connect data across different tools and key systems. • Ensure stakeholders have timely, accurate, and self-serve access to the metrics that matter most. • Own the CS tech stack configuration and optimization within Salesforce and related tools, ensuring flows, automation, and data capture support the team's evolving needs. • Champion a data-first mindset within the CS organization by making analytics accessible and actionable for non-technical stakeholders. • Create documentation, training, and self-serve resources so CS leaders and CAMs can answer their own questions with confidence. • Establish best practices for data governance, naming conventions, and metric definitions to ensure consistency across the post-sale organization.