• Design and launch a sales enablement function, including strategy, frameworks, and team structure. • Develop a multi-year roadmap aligned with Cohere’s revenue and product evolution, ensuring enablement scales with the business. • Create and curate high-impact resources (e.g., playbooks, battle cards, demo scripts, and certification programs) tailored to Cohere’s AI/ML solutions. • Partner with product, marketing, and sales leadership to embed enablement into every stage of the sales lifecycle. • Establish KPIs (e.g., win rates, sales cycle efficiency) and use analytics to refine enablement initiatives and prove ROI. • Recruit, mentor, and lead a high-performing enablement team, fostering a culture of continuous improvement. • Oversee enablement tools (e.g., CRM, learning platforms) and budget allocation to maximize efficiency.

• Responsible for developing and executing strategies that provide the sales organization with the information, content, expertise, and tools to help salespeople sell more effectively • Optimizes buyer interactions to build pipelines, relationships, and opportunities, and improve communication • Requires knowledge and proficiencies in buyer behavior and go to market process to create continuous training opportunities through various methods • Create and deliver content, information, and tools to prepare sellers to deliver on company business goals including building client relationships, identifying client need, how company products and services can meet client need and capturing opportunities within their accounts • Uses sales metrics to identify and quantify effective sales strategies • Continually evaluates and deploys new and improved deployment methods • Interacts and works closely with other departments, such as but not limited to Sales, Marketing, & Global Comms & Corp Marketing to ensure adequate support to the sales and marketing functions

• Act as the strategic partner to the sales team, owning the 'Sales Operating System' including pipeline velocity and repeatable throughput, and the lifecycle of LPs and GPs (Family Offices, Pensions, RIAs). • Establish and monitor advanced quantitative and qualitative KPIs. Maintain strong organization and discipline around pipeline, follow-ups, and activity tracking. • Design and execute a multichannel GTM strategy, focusing on target market segmentation, value proposition refinement, and pricing models. • Build the customer success framework for institutional clients, ensuring long-term retention and expansion. • Oversee the adoption and optimization of sales tools to ensure 100% visibility into performance. Use data and insight to continuously refine outreach and sales approach. • Attend conferences, roadshows, and industry events regularly to build relationships and source opportunities. Act as a visible representative of Tangible in the market and at industry events.

• Optimize our lead generation, routing, and conversion systems • Analyze funnel performance, provide data-driven strategic insights to sales leadership and implement prioritized strategies • Analyze sales channel/campaign performance and identify areas for improvement (e.g. A/B messaging, targeting, and sequences) • Create dashboards and reporting systems to track KPIs, such as acquisition, conversion, activation, and revenue using Salesforce, G-sheets or Snowflake • Support day-to-day management of tools across the sales tech stack (e.g., CRM, sequencing platforms, data providers, analytics platforms), build workflows and automations and be first to troubleshoot issues • Collaborate with sales reps and managers to gather feedback and improve workflows • Research and leverage new tools, trends, and AI solutions to enhance sales team performance