Title Revenue Operations — Infrastructure & Deals Focus RFPs | Deal Structuring | Financial Modeling | HPC / Data Center Location Remote - United States Department Sales | Engineering Exemption/Classification Exempt, Full Time Overview: This role exists to support how TWG brings deals together. You will work closely with the sales team to structure, price, and respond to opportunities—translating customer needs into clear proposals, contracts, and financial models. This includes supporting RFPs, shaping deal terms, and ensuring alignment between what is sold and what can be delivered. This role requires enough technical awareness to understand how infrastructure actually comes together—and enough commercial discipline to ensure we price and scope it correctly. The goal is not perfection, but informed, defensible decisions that build trust with customers and protect the business. The work sits at the intersection of sales, finance, and infrastructure—requiring an understanding of how HPC and AI environments are designed, deployed, and supported in real-world settings. What You Do Bring Technical and Commercial Rigor to Deals - Develop a working understanding of HPC/AI infrastructure environments, including compute, power, cooling, water, and facility constraints - Ask the right questions to fully scope opportunities—ensuring proposals reflect real-world requirements, not assumptions - Translate infrastructure needs into grounded cost models and pricing, avoiding “SWAG” estimates and anchoring decisions in informed ranges - Operate as a bridge between technical teams, sales, and customers to align scope, cost, and expectations early - Help shape deals that are credible to customers and responsible for TWG—balancing competitiveness with disciplined cost awareness Support RFPs and Deal Execution - Partner with sales to respond to RFPs, proposals, and inbound opportunities - Synthesize inputs from technical, operational, and commercial stakeholders into clear, cohesive responses - Help structure deal terms, pricing frameworks, and assumptions - Track key deal components to ensure nothing is lost between proposal → contract → execution Build Financial and Pricing Models - Develop and maintain robust financial models in Excel to support deal decisions - Incorporate infrastructure variables (compute, storage, power, facility considerations) into pricing frameworks - Pressure-test assumptions and identify cost, margin, and risk implications - Create models that are not just accurate, but usable by sales and leadership in real time Bridge Customer Needs and Delivery Reality - Translate customer requirements into clear scopes of work and solution frameworks - Align proposals and contracts with what can actually be delivered—technically and operationally - Identify gaps, risks, or missing inputs early and work cross-functionally to resolve them - Help ensure that what is sold can be delivered without surprises, scope creep, or rework

• Own the company's sales forecast cadence in partnership with the CRO and VP of Sales • Deliver actionable analysis on pipeline coverage, velocity, and conversion health • Identify risk and opportunity areas across New Business and Expansion motions • Support annual and quarterly planning processes including quota setting, territory design, and capacity modeling • Partner with Finance and Leadership on scenario modeling and goal attainment tracking • Build and maintain dashboards primarily in HubSpot, as well as Google Sheets and other tools, to provide visibility into pipeline, productivity, revenue performance, and customer health • Prepare board-level reporting and executive summaries highlighting key performance trends • Collaborate closely with Sales, SDR, Partnerships, and Customer Success teams to streamline processes, drive accountability, and align on shared metrics • Partner with Marketing Ops on funnel alignment, lead-to-opportunity handoffs, attribution modeling, and campaign performance • Work closely with Customer Success on expansion pipeline visibility, renewal forecasting, QBR preparation, and CS-to-Sales handoff processes • Ensure clean, well-documented handoffs at every stage of the customer journey -- from MQL to SAL, SAL to opportunity, and closed-won to CS onboarding • Evaluate and improve the end-to-end revenue process, from lead routing through closed-won and into post-sale expansion • Drive consistency and compliance across forecasting, deal hygiene, CRM adoption, and CS handoff workflows • Maintain training materials, playbooks, and dashboards that empower AEs, SDRs, and CS teams to hit their targets • Partner with Enablement to track ramp times, activity SLAs, and performance benchmarks across Sales and CS systems, tools & AI • Serve as the HubSpot CRM SME and system administrator • Evaluate and integrate tools across the GTM stack including Gong, Trumpet, PandaDoc, and data enrichment platforms • Proactively identify and implement AI-powered tools and workflows that increase team efficiency, improve forecasting accuracy, and reduce manual work across the revenue org • Ensure data accuracy, process adoption, and reporting reliability.

• Lead live training sessions with presence and credibility: new hire bootcamps, ongoing skill workshops, objection-handling labs, and deal reviews. • Own a meaningful portion of how new AEs and SEs come up to speed at Harness. • Design and run a cohesive intermediate and ongoing development program that meets reps at their actual stage. • Identify skill gaps through call reviews, rep feedback, and sales leader input. • Partner with our CRO and sales leadership to extend and reinforce the leadership development program.

ROLE SUMMARY This is a hands-on technical role focused on building scalable GTM systems that support demand generation, pipeline visibility, and revenue growth in a complex enterprise sales environment. You will own the architecture, administration, and optimization of Empyrean's marketing technology infrastructure — including HubSpot, website conversion infrastructure, and marketing data integrations across the full go-to-market stack. You'll work directly with the CGO and have a defined 90-day transition plan that sets you up for success. Campaign briefs come from the Segment & Brand lead and you translate those briefs into live, instrumented, measurable programs. If you're energized by a build environment, fintech subject matter, and the opportunity to shape how a growing SaaS company goes to market with real data behind every decision. CORE RESPONSIBILTIES 1. Marketing & Demand Generation Systems - Own administration and architecture of HubSpot including workflows, lifecycle stages, lead scoring, campaign automation, smart content, and CRM sync with Salesforce. - Design and maintain lead capture, enrichment, and lifecycle management processes across the full MAL → MQL → SAL → SQL funnel. - Implement and maintain campaign tracking infrastructure including UTM standards, attribution models, and funnel instrumentation. - Build and optimize HubSpot nurture sequences by segment (Community, Regional, Enterprise), persona (CFO, Treasurer/CRO, CAO/Controller), and buyer stage. - Maintain the dual-layer pipeline visibility model: Managed Pipeline (Salesforce, stage-weighted) and Pre-Pipeline (HubSpot-sourced MQLs, zero-weight passthrough). - Operate the 90-day rolling campaign calendar; ensure real-time visibility into active, upcoming, and completed programs. - Manage website lead capture infrastructure including forms, tracking scripts, and marketing integrations. - Implement and maintain event tracking, conversion measurement, and marketing analytics across all site pages. - Partner with Segment & Brand) and the website development firm to optimize conversion flows, smart content rules by segment, and lead routing logic. - Own, configure, and optimize Empyrean's growing martech stack: - Build and maintain integrations across the stack using APIs or integration platforms ensuring reliable, scalable data flows across marketing, sales, and revenue operations. - Ensure reliable and clean data flows across all GTM systems; own the integration architecture between marketing automation and CRM. - Partner with RevOps as the HubSpot counterpart to Salesforce ownership being joint stewards of pipeline data integrity and lead lifecycle. - Maintain clean, structured marketing data within HubSpot for consumption by Salesforce by enforce naming conventions, object hygiene, and lifecycle stage discipline. - Establish and maintain best practices for marketing data governance and system scalability as Empyrean's GTM motion scales. - Own the marketing analytics function: weekly flash reporting, monthly MQL performance by segment, and quarterly marketing-attributed revenue reporting to Senior Management. - Build and maintain the Pipeline Coverage Dashboard — board-ready, tracking 3.0x gross coverage ratio against quarterly bookings targets, updated weekly. - Own attribution modeling in HubSpot: UTM discipline, multi-touch source tracking, and MQL-to-revenue tracing across inbound, outbound, and event channels. - Drive the quarterly marketing analytics narrative including what's performing, where pipeline is lagging, SEO/content trajectory. - Partner with RevOps leadership to design and improve lead lifecycle management and marketing-to-sales handoffs including the 48-hour SQL acceptance SLA. - Identify automation opportunities to improve operational efficiency across GTM teams with less manual work, more signal. - Establish best practices for marketing data governance and system scalability that will hold at 2x and 3x current pipeline volume. - Document all processes, playbooks, and model assumptions. The DG Playbook is a living document you own and keep current. - Support revenue leadership with insights into pipeline conversion rates, funnel bottlenecks, and demand generation performance by segment and product line. 2. Website & Conversion Infrastructure - Manage website lead capture infrastructure including forms, tracking scripts, and marketing integrations. - Implement and maintain event tracking, conversion measurement, and marketing analytics across all site pages. - Partner with Segment & Brand) and the website development firm to optimize conversion flows, smart content rules by segment, and lead routing logic. 3. GTM Technology Stack - Own, configure, and optimize Empyrean's growing martech stack: - Build and maintain integrations across the stack using APIs or integration platforms ensuring reliable, scalable data flows across marketing, sales, and revenue operations. - Ensure reliable and clean data flows across all GTM systems; own the integration architecture between marketing automation and CRM. - Partner with RevOps as the HubSpot counterpart to Salesforce ownership being joint stewards of pipeline data integrity and lead lifecycle. 4. Data Quality, Governance & Analytics - Maintain clean, structured marketing data within HubSpot for consumption by Salesforce by enforce naming conventions, object hygiene, and lifecycle stage discipline. - Establish and maintain best practices for marketing data governance and system scalability as Empyrean's GTM motion scales. - Own the marketing analytics function: weekly flash reporting, monthly MQL performance by segment, and quarterly marketing-attributed revenue reporting to Senior Management. - Build and maintain the Pipeline Coverage Dashboard — board-ready, tracking 3.0x gross coverage ratio against quarterly bookings targets, updated weekly. - Own attribution modeling in HubSpot: UTM discipline, multi-touch source tracking, and MQL-to-revenue tracing across inbound, outbound, and event channels. - Drive the quarterly marketing analytics narrative including what's performing, where pipeline is lagging, SEO/content trajectory. 5. Process Optimization & Lead Lifecycle Management - Partner with RevOps leadership to design and improve lead lifecycle management and marketing-to-sales handoffs including the 48-hour SQL acceptance SLA. - Identify automation opportunities to improve operational efficiency across GTM teams with less manual work, more signal. - Establish best practices for marketing data governance and system scalability that will hold at 2x and 3x current pipeline volume. - Document all processes, playbooks, and model assumptions. The DG Playbook is a living document you own and keep current. - Support revenue leadership with insights into pipeline conversion rates, funnel bottlenecks, and demand generation performance by segment and product line. 5. Process Optimization & Lead Lifecycle Management - Partner with RevOps leadership to design and improve lead lifecycle management and marketing-to-sales handoffs including the 48-hour SQL acceptance SLA. - Identify automation opportunities to improve operational efficiency across GTM teams with less manual work, more signal. - Establish best practices for marketing data governance and system scalability that will hold at 2x and 3x current pipeline volume. - Document all processes, playbooks, and model assumptions. The DG Playbook is a living document you own and keep current. - Support revenue leadership with insights into pipeline conversion rates, funnel bottlenecks, and demand generation performance by segment and product line. REQUIRED QUALIFICATIONS - 5+ years of experience in a Sales Development Role, Marketing Operations, Revenue Operations, or GTM Systems roles with demonstrated knowledge of tech stack and active demand gen programs. - Strong hands-on experience administering HubSpot (Marketing Hub and CRM). HubSpot certification strongly preferred. - Experience integrating marketing automation platforms with CRM systems (Salesforce required); must be comfortable with lead, contact, and opportunity objects, workflows, and pipeline reporting. - Strong understanding of B2B demand generation funnels and lead lifecycle management (MAL → MQL → SAL → SQL). - Experience implementing marketing automation workflows, attribution frameworks, and system integrations. - Ability to manage agency and vendor relationships and hold external partners accountable to deliverables and SLAs. - Organized, self-directed, and comfortable with ambiguity in a high-growth environment where the playbook is being built in real time. PREFERRED QUALIFICATIONS - Experience in B2B SaaS, fintech, or enterprise sales organizations — familiarity with ALM, CECL, financial planning, or liquidity risk is a meaningful differentiator. - Familiarity with account-based marketing (ABM) programs targeting financial institutions (banks, credit unions). - Experience with Clay.ai, RB2B, Gong, Semrush, FI Navigator, or Qualified AI. - Familiarity with integration platforms such as Zapier or Workato for building cross-system data flows. - Prior experience inheriting and transitioning a GTM tech stack from a contractor or agency — you know what a clean handoff requires. - Exposure to analytics environments or data warehouses that feed marketing reporting. - Experience with the 6–12 month enterprise B2B sales cycle — understanding how long-cycle pipeline visibility differs from transactional SaaS metrics.