• Own the end-to-end seller experience: identify friction points and bottlenecks across the GTM workflow, from lead to close to renewal, and drive systematic elimination of non-selling time • Set the prioritization roadmap for architecture, tooling, and process improvements; decide what gets built, what gets bought, and what gets integrated • Be accountable for whether changes actually stick: new tools, new motions, and new processes are only valuable if reps adopt them — you own adoption, not just delivery • Partner with regional sales leaders and frontline reps to surface pain points and translate them into a backlog of improvements the team can execute • Own the GTM system architecture: design the integration map across CRM (NetSuite), quoting (ConnectWise), pricing guidance, MoneyMap, and the broader RevTech stack • Lead GTM Engineers who build and automate workflows across the sales motion — lead-to-close, renewal-to-expansion, deal registration, pipeline automation — and prototype new RevOps capabilities • Oversee the GTM Tooling team: CRM administration and configuration, data engineer responsible for customer data quality and master data integrity, and day-to-day management of the RevOps tech stack • Own build-vs.-buy decisions for every component of the GTM tech stack; document rationale and maintain the integration roadmap • Sequence technology investments behind the data foundation: instrument against existing systems first, integrate second • Design and deliver seller onboarding, training, and certification programs in partnership with HR; reduce new rep ramp time from 20+ months toward a 12 to 18 month target • Develop and deploy sales play collateral in partnership with Marketing; ensure plays are not just published but adopted — embedded in rep workflows, tracked, and iterated based on performance data • Drive partner and ecosystem enablement in coordination with Marketing and Partner Management; embed co-sell motions in seller workflows • Own the enablement measurement framework: track play utilization, onboarding completion, certification rates, and rep confidence scores — and connect them to pipeline and win rate outcomes • Lead Trace3's AI-enabled seller productivity roadmap: AI-generated account briefs, automated proposal drafting, next-best-action prompts, and propensity-driven territory planning • Own the Win Room and deal monitoring capability: track live deal progress against playbook benchmarks, surface at-risk pipeline before deals slip, and create intervention mechanisms for sales leadership • Partner with IT and the product/engineering function on foundational data and platform decisions that enable AI-powered commercial use cases • Identify, prototype, and hand off new RevOps capabilities — moving from innovation to operational ownership at a cadence the business can absorb • Own change management for every new tool, process, or GTM motion RevOps introduces; work in partnership with HR and the enterprise change management function where relevant • Build the measurement infrastructure to track adoption — not deployment — of every significant initiative the RevOps function delivers • Serve as the voice of the seller inside RevOps: ensure that the function builds for field reality, not internal convenience

• Develop and execute the company's overall revenue strategy • Oversee marketing strategy, lead generation, brand positioning, and campaign performance • Drive customer acquisition, conversion, expansion, and retention initiatives • Coach leaders and teams to consistently exceed performance goals • Collaborate with executive leadership on company strategy and growth initiatives

• Own and administer GTM variable compensation architecture including accelerators and SPIFs across sales, BDRs, CSMs, SAs and the partner team • Model scenarios to stress test costs and behaviour incentives before plans are finalized • Partner with finance on commission actuals and with HR on benchmarking against market data • Own the plan roll out with the people team and GTM leadership • Work with sales enablement to ensure reps have a clear path to OTE • Partner with finance and GTM leadership to model headcount unlock criteria • Serve as the RevOps lead on all post-close GTM integration items • Track integration milestones and surface risks to RevOps leadership

• Develop and implement a comprehensive enablement strategy to support retention, satisfaction, and expansion goals. • Use learning analytics and CX performance data to measure and improve the effectiveness of enablement programs. • Partner with Ops and CX leadership to drive initiatives to integrate AI and automation into CX workflows. • Create, curate, and maintain impactful enablement content for CX teams. • Deliver engaging workshops, webinars, and training sessions leveraging blended learning techniques. • Collaborate closely with senior stakeholders across Product, Marketing, Sales, and CX Leadership for strategic alignment. • Leverage and manage the CX tech stack to drive efficiency and insight. • Lead strategic enablement initiatives from concept to completion. • Analyze CX metrics to identify skill gaps and inform continuous improvement strategies. • Act as a key partner to CX leadership, offering insights and recommendations to optimize customer onboarding and retention strategies.