• Build and manage a high-quality inbound and outbound lead pipeline that keeps the sales team focused on qualified opportunities • Develop ICP (Ideal Customer Profile) definitions and lead scoring models in HubSpot to ensure Sales Directors spend time only on the right prospects • Use Clay, ZoomInfo, and AI-assisted enrichment to continuously improve data quality and targeting precision • Design and execute campaigns — email sequences, LinkedIn outreach, newsletters, webinars — that generate and nurture leads at scale • Create and maintain materials that help the sales team close: pitch decks, one-pagers, case studies, ROI calculators, objection-handling guides, and battlecards • Build HubSpot workflows and automation that surface the right content and tasks to Sales Directors at each stage of the pipeline • Own post-meeting follow-up templates, proposal materials, and contract support collateral • Own HubSpot as the single source of truth — data integrity, lifecycle workflows, pipeline reporting, and deal hygiene from lead to signed contract and future renewals • Conduct regular audits and implement automation to reduce administrative burden on the sales team • Integrate and optimize GTM tools (GoToWebinar, Clay, ZoomInfo, etc.) with HubSpot for seamless operations • Build dashboards and reporting that give leadership real-time visibility into pipeline health and campaign performance • Actively use Claude Enterprise and other AI tools to scale content production, automate research, and accelerate workflows across RevOps • Identify and implement AI-driven solutions to tasks that would otherwise require additional headcount • Stay current on emerging AI tools relevant to GTM, and bring recommendations to leadership • Create compelling sales and marketing content: email sequences, pitch decks, website copy, case studies, and webinar materials • Maintain consistent brand narrative and messaging across all customer touch points • Manage website updates and LinkedIn presence with regular, engaging content • Coordinate thought leadership, speaking engagements, and industry event participation

• Design, implement, and manage enablement programs to help SEs and CSEs deliver customer demos and execute successful proofs of value with confidence. • Expanding and evolving the SE and CSE onboarding program from design to in-person delivery. • Provide comprehensive enablement on our storage and analysis solutions, product licensing, sizing, competitive positioning/trap-setting, and pricing models to ensure technical teams can effectively position Cribl's entire portfolio. • Develop and deliver enablement content and workshops to support technical discovery processes and new customer value messaging. • Collaborate with cross-functional teams (e.g. Product, SE Leadership, Product & Technical Marketing, Enablement) to align enablement initiatives with product launches, ensuring SEs and CSEs are equipped to communicate new features effectively. • Partner with technical leadership to identify knowledge gaps and develop targeted training to enhance technical and customer-facing skills. • Monitor and analyze the effectiveness of enablement programs through engagement metrics, stakeholder feedback, and leading business indicators to drive continuous improvement. • Leverage AI tools and agentic workflows for program development, practical application, lab development, and just-in-time enablement. • 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.

• 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