• Define and own the GTM strategy and planning frameworks for product launches, feature releases, and customer growth initiatives. • Translate company and segment priorities into clear GTM plans, timelines, and measurable outcomes. • Establish planning cadences (e.g., launch planning, quarterly GTM reviews) to align Product Marketing and Customer Marketing. • Build and manage processes that connect product development cycles with marketing readiness. • Ensure Product Marketing is equipped to deliver timely, accurate messaging, positioning, and customer-facing assets. • Act as the primary bridge between Product, Product Marketing, and Customer Marketing to ensure alignment and execution readiness. • Partner with Customer Marketing and Customer Success to translate product innovation into programs that drive adoption, expansion, and advocacy. • Identify opportunities to better leverage product releases across the customer lifecycle. • Ensure consistent articulation of product value across customer touchpoints and campaigns. • Provide strategic direction and oversight for large, cross-functional marketing campaigns tied to product and customer growth initiatives. • Ensure campaigns are aligned to GTM strategy, properly scoped, and delivered on time. • Identify risks, gaps, and dependencies across teams and proactively drive resolution. • Define KPIs and success metrics for GTM initiatives and customer marketing programs. • Partner with Marketing Ops to build dashboards and reporting frameworks. • Deliver clear, actionable insights and updates to senior leadership (SLT) on performance and impact. • Design and implement scalable GTM frameworks (e.g., launch tiers, campaign planning, intake processes). • Improve visibility, accountability, and coordination across Product Marketing and Customer Marketing. • Establish best practices that enable teams to execute more efficiently and effectively. • Act as the central point of coordination across Product Marketing, Customer Marketing, Product, Sales, and RevOps. • Align stakeholders on priorities, clarify roles and responsibilities, and resolve overlaps between teams. • Lead cross-functional planning and communication to ensure GTM initiatives are understood, adopted, and executed successfully.

• responsible for the architecture, governance, scalability, and operational effectiveness of Firstup’s go-to-market systems ecosystem • lead the strategy and execution of CRM, CPQ, integrations, automation, and data governance initiatives • partner cross-functionally with Revenue Operations, Finance, Product, Engineering, and GTM leadership to ensure systems reliability, process optimization, and high-quality business intelligence • critical to scaling our GTM infrastructure and requires a systems thinker

• Lead GTM workflows redesign across pipeline generation, forecasting, renewals, customer expansion, and operational planning • Apply AI, analytics, and automation across GTM data sources • Build and execute a multi-quarter transformation roadmap aligned to business outcomes • Define KPI frameworks tied to forecast accuracy and productivity • Increase trust, usability, and adoption of AI-driven systems

• Design and deploy a lead scoring model using high-intent product, behavioral, and firmographic signals — working from data in Redshift, Salesforce, Gong, and Clay. • Build and maintain lead routing and distribution logic across inbound and outbound channels using LeanData and Salesforce, including guardrails, alerting, and monitoring. • Automate recurring analytical workflows — distribution checks, connect rate diagnostics, closed-loss tagging, resting period analysis — so they run without manual intervention. • Use AI tools (Claude, Gong transcript analysis, NLP pipelines) to extract signal from sales interactions at scale and surface actionable insights to Sales leadership. • Partner with Sales, Marketing, and RevOps to define ICP, improve lead quality, and translate analytical output into operational and strategic decisions. • Build and maintain the knowledge infrastructure (routing logic documentation, signal dictionaries, model documentation) so the team's work is institutional, not individual.