• Own the MQL to opportunity handoff process — ensuring leads are routed correctly, followed up on promptly, and that no lead goes unactioned. • Partner with marketing to define and maintain lead quality standards, MQL definitions, and conversion benchmarks; hold both sides accountable to agreed service levels. • Monitor pipeline generation against targets on a weekly basis; identify gaps and hold teams accountable to commitments. • Serve as the primary point of escalation when pipeline generation is at risk — proactively surfacing issues to Sales Leadership before they become forecast problems. • Partner with the Director, Forecasting & Revenue Analytics to ensure top-of-funnel metrics connect to pipeline and bookings forecasts. • Coordinate across marketing, offering management, and delivery to ensure the field has the tools and content needed to execute — including pricing, bid sheets, scoping tables, proposal templates, and value messaging. • Own the relationship with Coalfire’s outsourced SDR vendor — including performance management, target setting, activity alignment, and contract oversight. • Own and maintain Coalfire’s master GTM calendar — coordinating activity across marketing campaigns, events, offering launches, partner programs, SDR plays, AE activity, and training. • Travel as required by leadership — generally less than 20%

• Planning, coordinating, and reporting on important cross-functional projects • Creating a framework and instilling project management excellence across the global department • Leading, influencing, and collaborating with cross-functional and geographically dispersed teams • Identifying and prioritizing projects that require professional project management • Coordinating deliverables, developing timelines, establishing milestones, and managing budgets • Utilizing proven project management techniques to lead cross-team or cross-departmental projects • Owning the backlog and project boards within the Project Hub • Translating program management direction from department senior leadership to implement a project management framework • Developing methods to measure adoption and success for each project; reporting on progress and refining the framework over time • Communicating effectively with all organizational levels and external partners as needed • Modeling and promoting collaboration across teams and informing improvements to the marketing project management framework • Serving as the subject matter resource for program management best practices across the department.

• Provides Market and Region level support for pricing routines and management. • Executes and supports Global Support Center pricing strategy for TRS and LCC account types. • Accountable for day-to-day TRS pricing execution and exception management. • Supports LCC bid model creation and bid renewals. • This individual is responsible for the engagement, deployment, and execution of the Global Support Center Revenue Management objectives.

• Partner with the Chief Commercial Officer to develop the bookings plan, establish pipeline coverage targets, and drive a consistent forecasting cadence across new business, customer expansion, and strategic partnerships • Own the design and execution of annual sales capacity planning, territory assignments, and quota setting, continuously refining the model as the business evolves and priorities shift • Serve as the trusted source of truth for revenue performance- providing clear visibility into forecast accuracy, pipeline health, growth opportunities, and areas of risk so the leadership team can make informed decisions with confidence • Own the entire go-to-market operating system - from lead generation through closed won - partnering with Marketing and Sales to optimize funnel performance, pipeline conversion, lead routing, account prioritization, and demand generation ROI • Lead our revenue technology stack, owning HubSpot, CRM strategy, data governance, and GTM systems while partnering with Data and Analytics to establish a trusted source of truth for revenue reporting, forecasting, and executive dashboards • Drive the operating cadence of the business, including weekly pipeline reviews, forecast calls, quarterly business reviews, and post-mortems that surface risks, identify opportunities, and improve execution • Build scalable sales processes by operationalizing our sales methodology, qualification framework, pricing strategy, deal desk, contracting workflows, and enablement assets that help the team consistently win • Design and administer sales compensation programs, including quotas, territories, accelerators, SPIFFs, and incentive plans that align behavior with company growth objectives. • Partner with our Partnerships team to operationalize partner-sourced revenue, including pipeline management, attribution, deal registration, and performance measurement to ensure partner investments generate measurable business impact