• Own the end-to-end enablement roadmap, setting priorities in partnership with sales leadership and ensuring programs are aligned to company growth goals. • Set the strategic direction for how new sales hires ramp to productivity. • Use data and field observation to diagnose performance gaps across the sales organization. • Define what "great" looks like in terms of messaging, talk tracks, and competitive positioning. • Build the strategy and infrastructure that enables frontline managers to coach consistently and effectively. • Define the KPIs that matter — ramp time, quota attainment by tenure, win rates, skill assessment scores — and use them to surface where the org has gaps and where enablement investments should be directed next. • Serve as the strategic connective tissue between Sales, Marketing, Revenue Operations, and Product.

• Own and maintain the sales CRM (HubSpot, Salesforce, or equivalent) as the source of truth for pipeline and revenue • Ensure leads, deals, and pipeline stages are accurate, up to date, and reflective of real deal progress • Track inbound and outbound leads and support proper routing, enrichment, and follow-up • Support proposal and sales material development (decks, case studies, scopes), ensuring consistency and speed in deal execution • Assist in building and improving sales processes, workflows, and automations across tools (HubSpot, Clay, Zapier, etc.) • Generate weekly and monthly sales reporting for leadership (pipeline, conversion rates, cycle length, deal velocity) • Coordinate handoff from sales to account teams to ensure smooth client onboarding • Support forecasting, quota tracking, and performance analysis • Identify operational gaps in the sales process and proactively suggest improvements

• Own the sales content library end-to-end including pitch decks for core buyer personas (CMIO, CFO, COO, Chief of Staff), competitive battle cards, ROI frameworks, objection handling guides, and clinical workflow narratives by care setting. Partner tightly with Growth Marketing on production and with PMM on competitive positioning; you govern the library, drive adoption, and keep everything current. • Build and run sales training and onboarding programs for new and existing enterprise sellers, with defined ramp benchmarks (first qualified pipeline in 30 days, first closed deal in 90-120 days) and a recurring skill development cadence including deal clinics, role plays, pitch reviews. • Build and maintain a competitive intelligence program inclusive of win/loss analysis, battle card refresh cadence in partnership with PMM, and a field intelligence routing system so sellers always have current positioning before deals. • Partner with the Clinical Sales Engineering team as their content and deal support partner — persona-specific talk tracks, demo playbooks, and deal-level prep. You are not their manager; you are the person who makes them more effective. • Partner with PMM and Growth Marketing on product launch readiness — every GA feature or new care setting ships with seller training and updated content delivered before the customer-facing launch. • Formalize and maintain the company pitch for sellers— codify the core Ambience narrative into a standardized, seller-ready talk track and deck, and own version control so every rep works from the same current story. • Select and implement the enablement stack including content management platform, call intelligence (Gong or equivalent), and the sales methodology the team will run on.

• Own pipeline and forecast intelligence. Build and maintain inspection frameworks to provide visibility, surface risk early, track progression, and inform data-driven decision making. • Build AI-native workflows to increase velocity and reduce friction. Use Claude and other LLM-based tools in combination with GTM data (e.g., Salesforce, Gong) to automate reporting logic, generate insights, and reduce manual work across the GTM organization. Support data hygiene and improvement in systems of record, so we build on top of reliable information. • Drive GTM cadences that turn data into action. Translate pipeline, conversion, and activity data into executive-ready recommendations. Facilitate operating rhythm with structured analysis that drives decisions, not just updates. • Apply First Principles Problem Solving to support operational transformation. Partner cross-functionally with Revenue, Customer Success, Marketing, Partnerships, Legal, and Finance to identify issues and build scalable fixes. • Contribute to GTM planning with reliable performance diagnostics, pipeline analysis, productivity and capacity modeling, and quota modeling.