• Sales & Marketing Alignment: Serve as the operational liaison between Sales and Marketing, ensuring consistent lead management, handoff processes, and pipeline hygiene • Partner with Marketing to optimize lead scoring, campaign attribution, and MQL-to-SQL conversion workflows • Support Sales leadership with territory planning, quota setting, and bookings tracking • Cross-Functional Collaboration: Work closely with Finance, Deal Desk, and Customer Experience teams to ensure accurate marketing deliverables and smooth customer lifecycle handoffs • Support onboarding of new sales and marketing team members with process documentation and tool training • Manage special projects and strategic initiatives as directed by VP of Revenue Operations and SVP of Marketing • Process Optimization: Design, document, and continuously improve end-to-end GTM processes, from demand generation through closed-won • Identify and resolve bottlenecks across the sales and marketing funnel to improve efficiency and throughput • Develop and maintain standard operating procedures (SOPs) for key revenue-generating workflows • Forecasting & Planning Support: Assist in managing the sales forecast process and pipeline review cadences • Support annual and quarterly planning for Sales and Marketing, including headcount modeling, capacity planning, and budget alignment • Develop TAM/whitespace analyses and prospect playbooks to support pipeline generation efforts • Territory Planning & Ownership Support: Support annual territory planning efforts by preparing data, validating assignments, and executing approved changes • Maintain territory and ownership updates throughout the year related to new hires, terminations, and role changes • Perform day-to-day territory and ownership maintenance across Salesforce, Chili Piper, and other revenue systems • Ensure accurate ownership and routing for accounts, contacts, leads, and related activities to support sales execution • Assist with data hygiene efforts by identifying inconsistencies and escalating issues to the Rev Ops Team Lead as needed • Reporting & Analytics: Liaison with key stakeholder driving requirements for dashboards and reports across Sales and Marketing KPIs using tools such as Salesforce and Power BI • Own and drive Marketing rhythm of business meetings • Support weekly pipeline review meetings, monthly and quarterly marketing business reviews with intelligence-driven insights • Technology Stack Management: Serve as a key Product Owner and power user for the Marketing GTM tech stack, including Salesforce, Gong, and Clay • Evaluate, implement, and drive adoption of new tools that improve Sales and Marketing effectiveness • Partner with Systems Team to ensure integrations are functioning correctly and data flows seamlessly across platforms

• Support lead & pipeline reporting, performance dashboards, forecasting metrics and executive reporting. • Own day-to-day administration and optimization of HubSpot, including workflows, properties, lifecycle stages, permissions, automation, and data management. • Manage and optimize integrations across the GTM tech stack, ensuring accurate data flow and alignment between systems. • Partner with sales and marketing to define, operationalize, and evolve KPIs for campaign attribution, conversion, and forecasting. • Support annual planning initiatives and ongoing business performance analysis & partner with leadership on territory planning, capacity planning, quota administration, and operational decision-making. • Analyze business performance to identify bottlenecks, process gaps, and growth opportunities. • Develop dashboards and reporting that provide actionable insights across the funnel • Evaluate and implement automation and AI-driven solutions that improve productivity and scalability • Partner with business stakeholders to translate operational requirements into scalable CRM processes, automation, and system enhancements. • Establish and maintain CRM governance, including data quality standards, field management, documentation, and change control processes. • Ensure HubSpot effectively supports our go-to-market motions and business objectives • Leverage deep HubSpot knowledge to improve reporting, automation, lead management, forecasting, and operational workflows • Support integrations across the GTM tech stack • Conduct regular audits for data integrity and drive continuous improvements to process and tooling. • Help define scalable processes across the customer lifecycle, from lead management through renewal and expansion • Drive adoption of operational best practices, data governance standards, and process consistency across teams

• Sales compensation: Design, model and maintain rep comp plans so incentives actually point at company revenue goals. Own quota setting and the modelling behind it. Run comp scenarios and pressure test them before they ship. Own comp planning each cycle, from first model to rolled out plan. Give reps and leads live visibility into attainment throughout the quarter and flag proactively when someone is tracking behind. • Monthly sales growth review: own the cadence end to end: prep, analysis, and a clear read on what's driving and blocking growth. Surface gainers, losers, new vs expansion revenue, and where mature customer growth is slowing. Don't let signal wait for the monthly meetings: run lightweight weekly/biweekly updates pushed to sales leads and reps so the numbers reach people without being pulled. Treat the review as a decision making tool: leading indicators, levers and gaps, not just numbers. • Triggers & proactive monitoring: build alerting on the things that actually move sales led revenue: deals slipping stages, forecast diverging from pacing mid quarter, reps falling behind attainment, churn or expansion signals, ICP score outliers. Catch problems early and route them to the right rep or lead with a recommended action, so the monthly review becomes synthesis rather than discovery. • Pipeline & forecast discipline: own pipeline hygiene, deal stage definitions and forecast accuracy, working collaboratively with the Revenue Leader. Design the minimum viable process that gives reliable signal without burying reps in CRM admin. Be opinionated about the data, metrics and roadmap for Salesforce and Vitally. • Decision support: run win/loss analysis, set discounting and pricing guardrails (with the analysis behind them), implement ongoing tests across the sales funnel and design small experiments on the sales motion with an honest read on whether they worked. • A sales revenue source of truth: Build the trustworthy activation, expansion and attribution metrics layer for the sales led motion. Work out what actually correlates with revenue vs what we've assumed (e.g. whether our ICP score tracks real revenue outcomes). Dig into open metric questions, e.g. how NRR rolls up and the deltas in it. Be the person we trust for "what's really happening with sales led revenue"

• Own and maintain the company's revenue operations infrastructure, including sales pipeline, portfolio, performance, and KPI reporting, ensuring a single source of truth across Sales, Marketing, Finance, Product, and Operations. • Develop and deliver executive-level reporting, insights, and recommendations related to pipeline health, conversion performance, forecast accuracy, sales attainment, and business trends. • Drive monthly, quarterly, and annual revenue planning processes by translating market opportunities, pipeline data, and historical performance into actionable targets and operating plans. • Manage and optimize revenue systems, reporting tools, and business processes to improve visibility, scalability, data integrity, and operational efficiency. • Lead cross-functional strategic initiatives focused on accelerating sales growth, improving conversion rates, reducing contract-to-activation timelines, and standardizing operational processes. • Partner with senior leaders across Sales, Marketing, Finance, Product, and Operations to identify business opportunities, solve operational challenges, and execute strategic priorities. • Partner to define the Revenue Operations roadmap, including CRM enhancements, reporting automation, AI-enabled capabilities, and continuous process improvement initiatives. • Establish performance metrics, governance processes, and project management disciplines to ensure successful execution of key business objectives and transformational programs. • Serve as a trusted advisor to leadership by providing data-driven insights that support decision-making, resource allocation, and long-term growth strategies. • Expertise in Power BI data modeling, DAX calculations, and dashboard optimization. • Experience leveraging PowerQuery to automate and standardize reporting workflows. • Knowledge of RevOps best practices and GTM operational processes. • Familiarity with AI-driven operational tools and automation. • Experience supporting executive leadership and board-level reporting. • Strong process improvement and change management capabilities.