• Own company-wide revenue forecasting — partnering with Sales and CS leadership to build accurate, predictable weekly and quarterly models for bookings and churn • Define and maintain pipeline health metrics, customer health scores, and forecasting methodologies that reflect real-world business dynamics • Build scalable models for account planning, territory and segmentation design, quota setting, and compensation design • Serve as the primary Revenue Operations (RevOps) partner to Finance during the annual planning cycle — aligning revenue targets, headcount assumptions, and GTM investment with financial models and board-level plans • Own the operational inputs to the Annual Operating Plan (AOP) — including quota rollup, attainment modeling, and revenue bridge construction across new business, expansion, and renewal streams • Build and maintain dynamic capacity models that inform GTM headcount decisions — factoring in ramp curves, productivity benchmarks, attrition assumptions, and growth targets across Sales, Sales Development Representative (SDR), and CS teams • Develop and maintain executive-level dashboards across pipeline, bookings, revenue, retention, and team productivity • Standardize KPI definitions across Sales, Marketing, and CS — creating a single source of truth across the organization • Translate complex data into crisp, actionable insights that shape GTM strategy and investment decisions • Partner with Sales, Marketing, and CS leadership to ensure GTM have the tools, content, and data to execute repeatable, scalable selling motions • Implement and continuously enhance high-impact enablement functions that increase sales productivity and reduce ramp-up times for new hires • Optimize workflows across the full lead-to-revenue lifecycle: lead management, opportunity management, quoting, contracting, renewals, and expansions • Architect, implement and manage high-performing enablement technology to deliver tangible value to the business. • Establish and enforce governance for access, data hygiene, and process compliance across all GTM systems • Lead and grow a high-performing RevOps team (e.g.: Admin, Analyst, BDR and Enablement functions today) • Prioritize the team’s roadmap based on business impact, GTM needs, and organizational goals • Act as the connective tissue between Marketing, Sales, Customer Success, Finance, and Product — ensuring shared definitions, aligned incentives, and a coherent view of revenue performance across all functions • Collaborate with Finance to ensure revenue forecasts, pipeline coverage ratios, and bookings pacing are reconciled with financial reporting on a recurring basis • Lead recurring cross-functional operating cadences — including pipeline reviews, forecast calls, and QBRs — ensuring the right data is in the room and decisions are grounded in a single source of truth • Own the design, documentation, and enforcement of rules of engagement across the GTM organization — establishing clear, written policies that reduce conflict, protect seller motivation, and ensure a consistent prospect and customer experience • Define and maintain lead routing and handoff protocols • Establish account ownership and segmentation policies that address territory overlap, inbound from existing accounts, named account designations, and prospect-to-customer transitions • Define quota credit and split policies for overlay, specialist, and multi-seller deals — ensuring compensation structures reinforce collaborative selling without creating perverse incentives • Clearly delineate expansion and upsell ownership between Sales and Customer Success — specifying the thresholds, product lines, or lifecycle stages that determine which team leads the commercial motion • Build a lightweight dispute resolution process — ensuring ROE conflicts are resolved quickly and consistently, with clear escalation paths that preserve relationships and maintain GTM velocity