• Support annual planning cycles by developing and maintaining segmentation models, territory designs & compensation plans — translating business strategy into actionable coverage plans that align with Cribl's go-to-market motion • Serve as a strategic advisor to Sales VPs by conducting regular business reviews, diagnosing pipeline generation & health opportunities, and recommending data-backed action plans • Support and maintain dashboards and reports in Salesforce, Gong & Omni to surface key metrics, trends, and business insights • Identify and drive improvements to CRM workflows, data quality, and Revenue tools to reduce friction and increase rep productivity • Maintain the integrity of account, opportunity, and territory data in Salesforce, ensuring alignment with segmentation strategy and rules of engagement (ROEs) • Work cross-functionally with Sales, Finance, Marketing, and People teams to support GTM planning initiatives and operationalize key decisions. • We are a remote-first company and work happens across many time-zones - you may be required to occasionally perform duties outside your standard working hours

• Audit current GTM stack (Attio CRM, outbound tools, internal workflows) and flag gaps or broken connections • Connect and configure tools so data flows correctly between CRM, outbound, and reporting layers • Build dashboards and reports that give leadership visibility into pipeline health, experiment results, and rep activity — without needing to pull it manually • Set up automations to reduce manual ops work (lead routing, status updates, Slack alerts, etc.) • Write clear documentation so the team can maintain what you build • Flag any data quality issues and help define naming conventions, lifecycle stages, field standards

• Lead a team of Analysts focused on driving insights to key business problems through data visualization • Collaborate with other leaders to develop a strong understanding of key business priorities • Provide thought-partnership to other ROPS teams

• Lead Sales Forecast Cadence • Monitor and interpret sophisticated data sets to identify trends, opportunities, and patterns that inform decision-making processes • Monitor and refine planning strategies • Assess sales targets and geographical regions models, capacity planning, coverage ratios, and efficiency assumptions • Provide data‑driven recommendations to optimize territory design and align quotas, including support for mid‑year adjustments • Partner closely with Finance and Sales leadership to ensure plans are equitable, executable, and aligned to revenue targets • Partner with sales leadership and teams to refine strategies, improve execution, and support sales goal attainment • Ensure that quota and territory plans are tightly connected to forecasting processes, enabling accurate performance tracking, risk identification, and scenario modeling • Deliver data-driven insights by translating sophisticated data into clear, compelling stories that highlight key performance drivers, business implications, and actionable recommendations to improve sales performance and drive business growth