• Maintain the accuracy, completeness, and governance of Salesforce GTM data. • Proactively identify and resolve data integrity issues across accounts, contacts, opportunities, and related records. • Partner closely with sales reps to review and clean records, ensuring adherence to data governance standards. • Execute regular audits, validations, and deduplication efforts using tools such as Plauti and Similar Web. • Monitor and report on data completeness and accuracy rates in Salesforce. • Collaborate with cross-functional teams—including Sales, Finance, and Legal—to align data processes and ensure compliance. • Improve existing governance processes and develop new standards to scale with the organization. • Build and maintain Salesforce reports and dashboards to track data health. • Enforce compliance with pricing approvals, audit requirements, and other governance measures.

• Own and optimize our Salesforce and HubSpot ecosystem • Build AI-driven automations across the revenue cycle • Integrate and maintain GTM tools and identify opportunities to streamline workflows • Ensure seamless data flow between Sales and Marketing • Own early-funnel metrics including lead volume, quality, conversion, and segmentation • Build dashboards for visibility into lead sources, progression, and bottlenecks • Build forward-looking forecasting and pipeline health reporting • Create internal tools, dashboards, and repeatable processes to improve effectiveness

• Own the full revenue number: new business, expansion, renewal, and retention across all segments (Enterprise, Mid-Market, and emerging PLG). • Design and execute the go-to-market strategy to scale from $30M to $100M ARR within 3–4 years while maintaining profitability. • Build and operationalize a quarterly planning cadence with bottoms-up forecasting, pipeline coverage models, and segment-level unit economics tracking. • Establish minimum deal size thresholds and systematically prune low-value accounts that dilute team capacity and drag down margins. • Drive cross-sell and upsell motions across the five-product portfolio, increasing average contract value and multi-product adoption rates. • Build a scalable, multi-channel demand generation engine spanning outbound prospecting, content marketing, digital campaigns, events, partner referrals, and product-led growth. • Own pipeline coverage ratios and ensure 3–4x pipeline-to-quota coverage at all times across segments. • Implement rigorous pipeline inspection and deal management processes with weekly forecasting reviews, stage-gate criteria, and data-driven coaching. • Personally engage in strategic pipeline development for enterprise accounts, including executive-to-executive relationship building. • Design and execute a PLG motion that creates a self-service entry point into the platform, converting free or low-cost users into enterprise contracts. • Build the instrumentation, analytics, and product-sales handoff processes required to identify and convert PLG-qualified leads into sales-assisted opportunities. • Personally lead and close strategic enterprise deals with Fortune 500 accounts, particularly in regulated industries with complex procurement and compliance requirements. • Develop an account-based strategy for the top 50 target accounts with dedicated pursuit plans, relationship maps, and executive engagement cadences. • Drive gross revenue retention from current levels to 92%+ through proactive customer health monitoring, risk identification, and executive intervention processes. • Implement a structured customer lifecycle management process from onboarding through renewal, with clear ownership, milestones, and escalation paths. • Lead and scale a global revenue organization encompassing Sales (Enterprise and Mid-Market), Marketing (Demand Gen, Product Marketing, Field Marketing), Business Development (SDR/BDR), Customer Success, and Revenue Operations. • Maintain and improve unit economics as the company scales: CAC payback under 18 months, LTV-to-CAC ratio above 3x, and gross margins consistent with best-in-class SaaS benchmarks.

• Salesforce Infrastructure: Contribute in working cross-functionally in ensuring our CRM is the central source of truth for our sales team. Help Implement territory mapping, auto-attribution logic, and partner tiering. • Compensation Administration: Own the "Commission model." Ensure accurate, timely payouts based on strict attribution rules. • Forecasting & Reporting: Transform our forecasting from "gut feel" to "data science." Deliver weekly dashboards on Pipeline Velocity, CAC, and Rep Yield. • Tech Stack Management: Evaluate, implement, and manage sales tools (e.g., Maps, Outreach, ZoomInfo).