• Partner with Finance for annual and quarterly GTM planning processes including quota design, territory modeling, capacity planning, and goal-setting across Sales, Marketing, and Customer Success. • Partner tightly with Finance on scenario modeling, revenue forecasting, and attainment tracking, ensuring the financial plan is grounded in operational reality, not just assumptions. • Make sure business objectives don't stop at the leadership level — operationalizing them across Sales, Marketing, and CS so strategy becomes action. • Lead a high-impact RevOps team as a true player-coach — equally comfortable directing the work and doing it. • Develop and grow the team with intention — building clear ownership, accountability, and career paths that attract and retain operators who are as analytical as they are action-oriented. • Build a high-performing, cross-functional team culture rooted in data, collaboration, and continuous improvement. • Serve as the strategic thought partner for the company and GTM leadership, bringing a RevOps perspective to the table before you're asked and answering hard questions with insights backed by data. • Own the company’s revenue forecast cadence end to end in partnership with the CRO and VP of Sales. • Build and own predictive models including customer health scores, deal momentum scores, and expansion propensity signals that shift the team from reporting what happened to surfacing where to act. • Deliver forward-looking analysis on velocity, conversion health, and risk — giving leadership a clear view of where the number is going, not just where it stands today. • Establish forecast accuracy as an organizational discipline — setting standards, driving adoption, and holding the GTM org accountable to a shared methodology. • Accelerate the RevOps function shift from a data delivery operation into a strategic insight engine — shifting the org from looking at what happened to knowing where to act next. • Design executive and board-level reporting that tells a story, not just a scoreboard — connecting pipeline health, funnel performance, and revenue signals into a narrative that drives decisions. • Ensure Marketing, Sales, and CS metrics are consistently defined and measured so attribution, ROI, and campaign-to-close analysis reflect a single source of truth across the revenue org. • Serve as the executive owner of the GTM tech stack, including Consensus, HubSpot CRM and MAP, Gong, PandaDoc, Trumpet, and other enrichment platforms. • Ensure data integrity, process adoption, and cross-system integration across Sales, Marketing, and CS tools. • Evaluate and make build/buy/integrate decisions to scale the revenue infrastructure. • Leverage AI and automation tools to streamline revenue operations workflows, improve forecasting accuracy, and surface insights that drive strategic decision-making across the GTM organization. • Own the end-to-end revenue process from lead routing to closed-won to renewal — driving consistency and compliance through automation and smart process design so the machine runs the same way every time, at every stage. • Partner with Sales Enablement to track rep ramp times, activity SLAs, and performance benchmarks and use that data to identify where better process and tooling can unlock rep performance. • Build the playbooks, training materials, and scalable processes that make operational excellence repeatable. • Operate as the connective tissue between Marketing, Sales, Partnerships, and Customer Success — ensuring business strategies are aligned across every team that touches revenue, not siloed within each one. • Show up at the executive table not just as a RevOps representative, but as a strategic voice — bringing data-backed insights that shape how the business makes decisions, not just reports on them.

• Lead and support HubSpot CRM implementations, migrations, RevOps strategy, and marketing/sales automation initiatives • Act as a trusted advisor on HubSpot, CRM strategy, and RevOps • Translate business requirements into scalable technical solutions • Deliver documentation, process mapping, and training materials (Loom, SOPs, etc.) • Identify opportunities for system improvements and account growth

• Own revenue targets and pipeline performance • Develop and execute business development strategies to drive growth • Identify new markets, partnerships, and revenue opportunities • Lead key deals, partnerships, and enterprise opportunities • Build and expand pipeline through outbound and inbound strategies • Align closely with marketing on demand generation and campaigns • Build and optimize sales processes, playbooks, and targets • Track core metrics (pipeline, conversion, revenue) • Use data to refine strategies and improve results

• Design, deliver, and continuously improve onboarding programs for AEs, SDRs, SEs, and Partner Managers, ensuring rapid ramp and role competency • Own and operate a consistent enablement cadence including: weekly communications highlights, regular sales team meetings and learning sessions • Partner with frontline managers to reinforce consistent coaching practices, including: meeting coaching frameworks and execution, performance insights, and in-the-moment enablement and deal support • Collaborate with GTM Operations and GTM Engineering to define, document, and roll out scalable processes across the revenue lifecycle. Ensure strong adoption and continuous optimization • Create and maintain role-based playbooks, training materials, and resource libraries that support pipeline creation, deal progression, and customer expansion. • Identify and operationalize AI-driven insights, coaching, in-the-moment enablement, and assists to improve rep productivity, messaging effectiveness, and overall GTM efficiency • Partner with Sales, Marketing, CX, Product, and Partnerships to support key initiatives including product launches, campaign execution, and customer journey improvements