• Support the ongoing development of the buy-side (Brand, Client) and sell-side (Partnerships) Customer Success teams • Ensure CS teams have the specific content and tools required to support conversations during Renewal, Value Confirmation Processes and Expansion Opportunities. • Work with CS Leadership to ensure CS teams have the appropriate industry, product, sales knowledge and skills to succeed in a variety of client-facing conversations. • Partner with Product Marketing to develop specific learning paths tailored to unique technical and commercial needs of the CS team for major product releases. • Design an enablement programming calendar aligned to the needs of the CS teams, with reinforcement mechanisms designed to be executed by CS Leaders. • Collaborate with the Client Training team to support the onboarding of new CS hires, as necessary • Track KPIs and ROI of enablement initiatives to identify training needs, skill gaps, and process gaps • Monitor performance tracking metrics for CS roles and identify when enablement intervention can support performance goals.

• Partner with Sales and Marketing leadership to implement and refine regional GTM strategies. • Provide daily front-line support for CPQ, assisting the sales team with creating quotes, managing approvals, and troubleshooting configuration issues. • Support end-to-end electronic signature process, providing support for sending and tracking DocuSigns to ensure timely deal closure. • Oversee sales lead, opportunity, and forecast management to maintain a clean and predictable revenue pipeline. • Document internal processes and oversee the day-to-day usage of GTM applications to ensure operational excellence and data integrity. • Collaborate with Reporting functions to track Sales/Marketing KPIs and provide insights that optimize business outcomes. • Work with Sales Enablement to ensure new hires have proper training plans, documentation, and system access. • Monitor lead routing, assignment volume, and disposition; ensure marketing lead uploads and integrations are successful. • Identify and implement improvements for workflows, training, and sales tools to boost field productivity. • Serve as the primary technical bridge between regional sales teams and global technology administrators.

• Support reporting and analytics by building and maintaining dashboards that surface clear GTM insights for Sales, CS, AM, and leadership • Partner with Data and RevOps leadership to maintain and improve data pipelines across HubSpot, ChurnZero, Tableau, and Snowflake • Design and maintain automation in HubSpot and related tools to improve funnel flow, forecasting accuracy, and CRM hygiene • Enable GTM teams with clean data structures, consistent definitions, and reliable reporting • Support forecasting and revenue tracking initiatives for New Business, Renewals, and Expansion • Improve data quality and consistency through audits, validation rules, and workflow logic • Document processes and system logic to ensure transparency, adoption, and scalability • Collaborate cross-functionally with Sales Ops, CS Ops, Marketing Ops, and Data to translate requirements into operational solutions • Assist with ad-hoc analysis and enablement as revenue priorities evolve

• Serve as the RevOps/automation point of contact for a portfolio of B2B SaaS clients, joining regular client calls and owning day-to-day execution • Design greenfield HubSpot architectures for new clients — lifecycle stages, MQL/SQL definitions, lead routing, deal pipelines across geos/segments, and the rationale behind each choice • Architect and implement HubSpot ↔ Salesforce integrations — sync rules, object ownership, deduce logic, and error handling across Contacts, Companies, Deals, and Custom Objects, with monitoring built in from day one • Build, configure, and optimize HubSpot portals across Marketing, Sales, Service, and Ops Hubs — including complex workflows, lifecycle stages, lead scoring, properties, pipelines, custom objects, and Ops Hub custom code/webhooks where appropriate • Audit new client stacks and deliver a prioritized 90-day roadmap — quick wins, structural fixes, and longer-term improvements — without creating tech debt • Design and enforce SLA frameworks in HubSpot (time-to-first-touch, touch cadence, recycle rules) with escalation logic that actually fires • Implement and maintain integrations across the broader GTM stack (Salesforce, Clay, Zapier/n8n, LinkedIn, Outreach, Google Ads, Clearbit, and others) • Build client dashboards that tie pipeline velocity, conversion rates, and multi-touch attribution back to channel/campaign — surfaced in a way leadership can actually make decisions from • Own data hygiene, enrichment workflows, and database structure across client portals — naming conventions, validation, picklist strategy, and automated cleanup routines • Implement GDPR/CCPA requirements (consent capture, lawful bases, data retention, sensitive property permissions) with auditability • Identify and ship high-ROI AI automations — enrichment, smart routing, content drafting with guardrails, ticket deflection — and measure the lift • Translate client goals and pod-level strategy into working automation — and explain it clearly to non-technical stakeholders on calls • Troubleshoot complex issues (sync drift, duplication, workflow failures) with a structured triage approach that prevents regressions • Document everything you build — contributing reusable workflows, templates, playbooks, and build standards to Kalungi's internal RevOps toolkit so the work scales across pods and clients • Raise the bar across Kalungi's automation team by mentoring specialists on specific builds, running workflow reviews, and helping level up quality and speed across the team • Partner with pod CMOs, PMMs, content, paid, and ABM specialists to keep automation aligned with the broader marketing strategy.