• Partner with Services and Support leadership to define and operationalize delivery models, capacity planning, and resource allocation • Support annual and quarterly planning: staffing models, utilization targets, service-level commitments, and coverage alignment for onboarding, implementation, and support teams • Build and optimize reporting on services delivery, support performance, CSAT, time-to-value, and escalation trends • Lead root-cause analysis on support escalations, services delivery gaps, and onboarding friction to identify systemic improvement opportunities • Translate operational data into actionable insights for Services and Support leaders to improve efficiency and customer experience • Partner with RevOps peers to ensure smooth handoffs across Sales, CS, and Services functions — particularly around onboarding and implementation workflows • Work closely with Enablement to ensure systems and processes are embedded in day-to-day Support and Services workflows • Manage and optimize the Support and Services tech stack, ensuring tool adoption and accurate data flow between systems and partnering cross-functionally on systems that span the revenue cycle

• Identify, develop, and deliver ongoing training on product updates, market trends, and selling techniques. • Partner with Revenue Enablement roles to identify training gaps and create materials to close those gaps. • Design and deploy onboarding programs for revenue functions. • Establish metrics and reporting to measure training effectiveness. • Coordinate AI functionality (with AI Office/Product Development) to support prospecting, campaigns, active opportunities, and renewals (e.g., organizational and bio research, sector trend analysis, regional/global talent trends). • Work with sales leadership to consolidate insights from wins and losses and convert competitive intelligence into actionable strategies. • Conduct gap analyses to identify areas for improvement. • Hold regular stakeholder meetings to anticipate business and market needs proactively. • Standardize sales processes and workflows; implement tools and automation to improve efficiency (e.g., CRM hygiene, pipeline management). • Maintain general awareness/basic knowledge of tech/sales training platforms (e.g., Articulate or similar). • Apply B2B training experience to establish sales-focused best practices. • Leverage industry expertise in instructional design trends specific to sales and revenue growth functions. • Other duties as assigned.

• Own the metrics, dashboards, and analysis behind weekly pipeline reviews, forecasting, and executive reporting across our global GTM org • Deliver executive-ready insights on pipeline health, forecast risk, sales productivity, and revenue trends, with clear recommendations • Own the weekly pipeline inspection and forecast cadence: prepare leader-ready views, monitor stage hygiene, and drive follow-up on data gaps • Build and advance HSI's Tableau reporting environment, including a current, high-priority initiative to expand trusted, self-serve analytics for GTM teams • Analyze stage conversion, win rate, pipeline coverage, and attainment by segment, region, and cohort to surface actionable insights • Define and document KPI definitions, calculation logic, and reporting methodologies to maintain a single, trusted source of truth across the revenue lifecycle • Own CRM data requirements, definitions, and governance that keep reporting consistent, trusted, and auditable, partnering with Salesforce admins on the build • Partner with Sales, Marketing, Customer Success, and Finance leaders to align reporting and support QBR/MBR and weekly review cadences • Apply AI and automation to RevOps workflows like pipeline hygiene, lead routing, forecast prep, and data validation, tied to measurable business outcomes • Help turn unstructured data (call transcripts, emails, meeting notes) into structured CRM intelligence, removing manual update work from reps and raising data quality at the source • Help set the boundaries between automation and people: where AI can act, where human review is required, and what data quality each depends on • Help run selected AI and automation use cases through testing, launch, and ongoing monitoring, tracking accuracy, exceptions, adoption, and business impact • Apply HSI's security, privacy, access-control, and data-governance requirements to AI-assisted workflows, with clear human review and accountability for outputs • Partner with Salesforce admins and systems teams to translate AI and automation capabilities into practical, governed workflows and data models • Drive enablement as we roll out new AI tools: build training, documentation, and reusable templates, and run working sessions that help GTM teams adopt them with confidence

Role Description The Revenue Operations Specialist is a pivotal role in the modern business environment, ensuring that a company’s revenue-generating processes are efficient, scalable, and aligned with the overall strategic goals. Situated within the Revenue Operations team, this role bridges the gap between marketing, sales, and customer success departments to drive consistent revenue growth and operational optimization. The Revenue Operations Specialist is responsible for managing and analyzing key data to make strategic decisions, optimizing workflows, and ensuring all teams are aligned to maximize revenue performance. Understanding the complexities of various business processes and leveraging technology to enhance operations is integral to this role. Qualifications - Customer Relationship Management (CRM) Systems: - Salesforce - HubSpot CRM - Zoho CRM - Marketing Automation Tools: - Marketo - Pardot - ActiveCampaign - Data Analysis and Visualization Tools: - Tableau - Power BI - Google Analytics - Project Management Tools: - Asana - Trello - Jira - Data Integration and Management Platforms: - Zapier - Segment - MuleSoft - Communication and Collaboration Tools: - Slack - Microsoft Teams - Zoom Requirements - Mapping out and optimizing revenue processes across marketing, sales, and customer success - Implementing process improvements to increase efficiency and reduce manual tasks - Ensuring consistency and alignment in processes across all revenue-generating teams - Overseeing the implementation and management of CRM systems, marketing automation tools, and other revenue operations technologies - Ensuring systems are properly integrated and data is accurately flowing between platforms - Conducting regular audits and maintenance of revenue-related systems and tools - Working closely with marketing, sales, and customer success teams to ensure alignment and shared strategies - Facilitating communication and collaboration across departments - Leading cross-functional initiatives and projects related to revenue operations - Defining and tracking key performance indicators (KPIs) for revenue operations - Regularly reporting on performance metrics to stakeholders and leadership - Providing actionable insights to improve revenue performance - Assisting in the development of revenue forecasts and financial models - Supporting the creation of strategic plans and budgets - Monitoring revenue performance against targets and making necessary adjustments - Collecting, analyzing, and interpreting data to drive revenue strategy decisions - Creating and maintaining revenue-related dashboards and reports - Identifying trends and insights to inform strategic plans and performance improvements - Perform other duties as assigned Benefits - Position offers a competitive base salary - Medical, Dental, Vision, Life and 401(k) benefits are offered - FTO-Flexible Time Off Company Description The hours of this position are Monday through Friday from 8:00 AM until 5:00 PM. Fast-paced environment with opportunities for growth and reward. Company promotes work/life balance to achieve maximum performance professionally and personally.