• Partner with GTM and executive leadership to drive annual planning, territory design, quota setting, and organizational capacity planning. • Design, administer, and optimize compensation plans, incentive programs, and SPIFs that align with company objectives and drive performance. • Own revenue performance reporting, delivering actionable insights on pipeline, bookings, attainment, productivity, retention, and growth metrics. • Support forecasting processes and provide analytical recommendations that improve decision-making and business outcomes. • Lead key operating cadences including forecast reviews, business reviews, and performance management processes. • Serve as the primary liaison between GTM stakeholders and Systems/Engineering teams, translating business requirements into scalable technical solutions. • Partner with the systems team to ensure GTM processes, reporting, and workflows are effectively supported by the company's technology stack. • Oversee commission operations, ensuring accurate and timely calculations, payouts, governance, and reporting. • Manage and develop a Revenue Operations team member focused on commissions administration and operational execution. • Act as a trusted advisor to cross-functional leaders, using data, analysis, and business judgment to identify opportunities to improve growth, efficiency, and scalability.

• Execute Pricing & Inventory Strategy • Implement pricing, availability, and restriction strategies across all assigned properties as directed by the Area DORM • Load and maintain rate codes, packages, promotions, and inventory controls in SynXis CRS, Duetto, and OPERA PMS • Monitor daily booking pace, pickup trends, and occupancy patterns, flagging anomalies and opportunities to the Area DORM • Ensure rate parity across all channels at all assigned properties on a daily basis • Execute need-period and compression strategies in alignment with Area DORM direction • Support Forecasting & Reporting • Prepare daily, weekly, and monthly performance reports for each assigned property, including pace, pickup, and production summaries • Support the Area DORM in producing rolling forecasts and budget variance analysis across assigned properties • Compile competitive rate shopping data and market intelligence for review during revenue strategy sessions • Maintain accurate OTB (on-the-books) data and segment reporting across all platforms to support portfolio-level decision-making • Maintain System Accuracy & Configuration • Conduct regular system audits across SynXis CRS, Duetto, and OPERA PMS to ensure rate loading accuracy, restriction compliance, and inventory availability • Identify and resolve system discrepancies, rate parity violations, and inventory errors in a timely manner • Support onboarding of new rate plans, packages, or distribution partners as directed by the Area DORM • Ensure all system configurations meet brand distribution standards and Trailborn revenue management guidelines • Coordinate Cross-Functionally at the Property Level • Serve as the day-to-day revenue management point of contact for General Managers and property teams across assigned locations • Collaborate with property Sales and Marketing coordinators on promotions, packages, and need-period activations • Attend and contribute to weekly revenue strategy meetings, providing property-level data and updates to the Area DORM • Support voice channel and reservations teams with current rate availability, restrictions, and upsell guidance • Contribute to Portfolio-Wide Revenue Performance • Identify property-level trends, competitive shifts, and demand signals that may impact the broader assigned portfolio • Share best practices and consistent execution standards across assigned properties to support portfolio-level performance goals • Assist the Area DORM with ad hoc analysis, presentations, and special projects as needed

• Act as the primary administrator for HubSpot, ensuring the Sales and Marketing Hubs are clean, accurately mapped, and fully optimized for daily commercial use. • Drive aggressive seller acquisition and onboarding efficiency by collaborating with cross-functional category teams to design and implement robust marketing automation and sales funnel workflows. • Support ongoing seller success by creating and maintaining high-quality sales and account management enablement content, playbooks, and resource kits. • Optimize day-to-day marketplace operations by auditing CRM data integrity, managing lead routing, and resolving pipeline operational bottlenecks. • Maintain complete accountability for commercial performance tracking by owning, building, and updating all revenue-related assets, reports, and leadership dashboards. • Collaborate hand-in-hand with internal marketing and product teams to integrate platform data with CRM tools, ensuring a unified view of the seller journey. • Leverage data-driven insights to analyze category KPIs, identifying operational trends and presenting actionable recommendations to improve conversion rates.

• Own and maintain pipeline reporting, forecast cadences, and revenue dashboards in Salesforce. • Partner with Sales, Marketing, and Customer Success leadership to provide visibility into funnel performance and conversion trends. • Flag risks and opportunities early, with data to back it up. • Identify friction in the go-to-market motion and drive operational improvements across the full revenue cycle — from lead to renewal. • Manage and optimise the revenue tech stack e.g. SFDC, Gong, HubSpot, Looker, and Highspot, ensuring data integrity and adoption. • Explore and embed AI-powered tools into the revenue tech stack — from predictive forecasting and deal scoring to automated reporting — helping the team spend less time pulling data and more time acting on it. • Document and enforce consistent processes across go-to-market teams. • Build and maintain reporting frameworks that help leaders make faster, better decisions. • Support territory planning, quota setting, and capacity modelling in collaboration with Finance and Sales leadership. • Drive adoption of dashboards and self-serve reporting across commercial teams. • Act as the connective tissue between Sales, Marketing, Customer Success, and Finance. • Support go-to-market planning cycles, including annual planning and QBRs. • Bring a continuous improvement mindset to everything — if something can work better, say so.