• Architect the end-to-end journey from Lead to Renewal • Serve as a key advisor to CRO and executive leadership on pricing strategy • Lead the Deal Desk function, ensuring success of high-value deals • Move pipeline forecasting to proactive, data-driven models • Own roadmap and evolution of revenue tech stack • Design GTM workflows and business rules within BillingPlatform • Ensure data integrity across GTM tools • Mentor the RevOps team and align their growth with company needs • Act as a strategic connector across functional teams

• Own the outbound pipeline layer. Build and maintain the coverage models, stage conversion benchmarks, and velocity metrics that give the pod and VP of RevOps a real-time picture of where the number is coming from — and where it isn’t. • Identify and eliminate friction in the outbound motion. Own sequencing tool configuration, lead routing logic, and workflow automation so reps spend time selling, not navigating broken processes. • Build and maintain the enrichment and scoring infrastructure that puts the right accounts in front of the right reps at the right time. If the list is wrong, the motion is wrong. • Own the handoff process. Define the criteria, build the tracking, and measure the quality of what gets passed — and what doesn’t. A broken handoff is a silent revenue leak. • Set and enforce CRM standards for the outbound pod. Stage definitions, required fields, activity logging — the integrity of the data is your responsibility. • Partner with the VP of RevOps and Finance to model attainment, flag comp anomalies, and ensure the outbound incentive structure is driving the behaviors that move the number. • Own coverage and capacity modeling for the pod. Surface gaps in territory design before they become gaps in the forecast.

• Partner Pipeline Architecture: Build and maintain the pipeline infrastructure for the partnerships motion. Define stage logic, attribution models, and deal tracking that accurately reflects how partner-sourced and partner-influenced revenue flows — and ensure the VP of RevOps can see it clearly. • Attribution & Influence Modeling: Own the logic that determines what counts as partner-sourced, partner-influenced, or co-sold. Build the models, enforce the standards, and ensure the business can trust the data when making allocation decisions. • CRM Configuration for Channel Complexity: Configure and maintain the CRM architecture that supports partner engagement — account mapping, overlap identification, partner record management, and activity tracking across TMC and alliance relationships. • Overlay Comp & Quota Support: Partner with the VP of RevOps and Finance to model and track overlay compensation for partnership-involved deals. Flag anomalies, model attainment, and ensure incentive structures are driving the right co-sell behaviors. • Partner Tooling & Workflow: Identify friction in the partner motion and remove it. Own partner-facing tooling, configure workflows that reduce manual coordination, and build the automation that makes co-selling feel seamless instead of cumbersome. • Performance Analytics: Build the reporting layer that tells the story of the Partnerships pod — pipeline contribution, deal velocity, conversion benchmarks by partner type, and the metrics that matter in QBRs. • Cross-Functional Coordination: Be the RevOps voice at the intersection of Partnerships, Sales, and Finance. Translate partner program complexity into systems logic — and systems data into partner-facing insight.

• Groups at Engine is a distinct business. The buyer is different — event planners, executive assistants, travel managers, and procurement teams with different urgency curves and approval processes. • You will sit inside the Groups pod and build the systems, the data layer, and the processes that let the team move with precision. • Own the CRM configuration and pipeline design for the Groups motion. • Build and maintain the operational infrastructure around the RFP process. • Build the forecasting methodology that accounts for Groups’ distinct demand patterns. • Own the metrics that matter post-contract such as room block attrition and revenue actualization. • Set and enforce CRM standards for the Groups pod.