• Quality Assurance for Written and Verbal Communications • Develop and implement specialized tools to monitor and increase the quality of communications across the sales team • Analyze trends to develop additional training resources that address objections, refine talk tracks, and ensure our approach evolves alongside family feedback • Curriculum Ownership: Maintain the Sales Knowledge Base in Notion, including playbooks for At-Need (AN), Immediate-Need (IN), and Pre-Need (PN) product lines • Sales Training: Own training for Care Advisors and AN-IN Funeral Directors, the Family Services Specialist role (tours and support), and support new Business Development initiatives (e.g., hospice and partner outreach) • Ongoing Education: Facilitate weekly training sessions and team meetings to share best practices and foster team culture across different sub teams within the sales organization • Mock Sales Calls: Conduct mock sales calls as a standardized, crucial screening aspect of the interview process • Onboarding Ownership: Update training materials, manage the schedule for new hires, and facilitate onboarding sessions • Direct the resident and non-resident Life Insurance licensing process for all Care Advisors via Kaplan curriculums • Manage the acquisition and curriculums of state-specific funeral director and arranger licenses

• Managing the day-to-day administration of Salesforce and other GTM tools, including license management and user provisioning. • Preparing executive and board-ready reports, including quarterly revenue reports and executive summaries on core GTM metrics (e.g., ARR, NRR, pipeline coverage, forecast vs. actuals). • Supporting weekly/monthly forecasting processes and developing forecast accuracy models. • Owning the win/loss tracking framework in Salesforce to capture deal velocity and competitive displacement trends.

• Own and maintain HubSpot pipeline configuration, including deal stages, required fields, properties, and lifecycle stages across all venues and business lines (VS, HCS, Marketing) • Standardize pipeline structures to ensure consistent data capture and reporting accuracy across all teams • Manage all system settings, integrations, and data architecture in alignment with business priorities set by senior leadership • Serve as the primary approver and builder for cross-pipeline automations, ensuring changes do not impact unintended pipelines or teams • Design, build, and maintain role-level dashboards and reports that enable RSPs and RBPs to actively coach, escalate, and hold venue teams accountable • Develop regional and cross-venue reporting to support RBP oversight and leadership visibility • Proactively identify reporting gaps and surface red flags, including stalled deals, missed follow-ups, and sales process breakdowns, to the appropriate leaders • Conduct routine audits of contact, deal, and company records to identify and resolve duplicates, missing data, and input inconsistencies • Partner with RSPs and RBPs to establish usage expectations by role and support accountability follow-through • Develop and deliver role-specific HubSpot training for new hires and existing users on an ongoing basis • Manage user onboarding, permission assignments, and offboarding, staying ahead of changes through regular review of onboarding/offboarding reports • Own HubSpot-based marketing operations including lead routing, segmentation, list management, lifecycle stage definitions, and campaign tracking

• Own end-to-end logistics for the annual Sales Kickoff: venue sourcing, contracting, speaker coordination, attendee registration, materials production, visa support, and on-site execution • Track the SKO budget, manage vendor contracts, and coordinate approval workflows with Finance and Leadership • Plan and execute quarterly Sales and Marketing enablement events, from initial scoping through post-event wrap-up • Act as the operational liaison between Sales Enablement and cross-functional partners — Sales, RevOps, Marketing, People Ops, and Finance • Anticipate dependencies and blockers across workstreams; escalate risks to the right stakeholders promptly • Administer the LMS: manage user accounts, enrollments, certification tracking, and completion reporting • Keep the Knowledge Management System (Confluence) up to date: maintain landing pages, archive outdated content, and ensure brand guidelines are consistently applied across all pages • Design and distribute post-event and post-program surveys; analyze feedback and surface actionable insights for the enablement team • Produce participation, completion, and engagement reports across enablement programs • Maintain data hygiene across tracking systems; identify gaps or anomalies and resolve them proactively