• Build, optimize, and maintain a clean HubSpot environment. • Create clear process maps for team understanding. • Structure and oversee sales pipelines. • Identify bottlenecks and recommend automation solutions. • Build data-driven dashboards.

• Own end-to-end GTM process design from lead through close and expansion • Define rules of engagement, lead routing, SLAs, and cross functional handoffs • Support pipeline reviews, forecasting calls, QBRs, territory planning, and annual GTM planning • Partner with BI/CRM teams (Salesforce, Domo) to translate business requirements into system workflows and reporting • Define leading indicators and deal with health signals by stage, segment, and rep • Establish stage exit criteria, conversion benchmarks, and pipeline quality standards • Partner with Sales leadership on playbooks and interventions for deal risk and opportunity • Analyze win/loss, deal velocity, and pipeline trends; deliver actionable insights to leadership • Redesign support workflows to improve resolution time, scalability, and rep experience • Define escalation paths, SLAs, and performance metrics • Partner cross functionally to eliminate recurring issues at the source • Own administration and adoption of: Sales engagement tools (Groove, Salesloft, or equivalent) • Own revenue forecasting process and accuracy • Define and prioritize GTM dashboards and reporting • Monitor pipeline coverage, conversion rates, cycle time, rep productivity, and support performance • Act on financial information that contributes to business profitability • Build capacity and scenario models for headcount and growth planning • Partner with Sales Enablement on training, documentation, and playbooks • Act as a trusted advisor to Sales and CS leadership • Identify patterns, streamline revenue workflows and lead teams to map and optimize end-to-end revenue workflows to improve system efficiency and scalability • Own preparation of recurring leadership and sales communications (QBRs, pipeline reviews, exec updates) • Communicate effectively with senior management • Manage effectively outsourced relationships • Influence, build relationships, understand organizational complexities and manage conflict

• Develop and maintain reporting & dashboards measuring the performance of the GTM organisation. • Own the process end to end - gathering requirements from stakeholders across the company, interpreting what they really need and delivering reporting they can use to drive their business. • Focus areas include bookings, pipeline health, conversion rates, activity and productivity. • Analyse complex data from across the company to surface patterns, trends & risks and present clear, actionable insights to GTM leaders. • Go beyond reporting to help drive change across the revenue organisation. • Share AI knowledge and best practice across the internal community. • Work closely with Sales, Marketing, Customer Success, Partner and Finance on shared projects and be the trusted provider of data and analysis to these teams.

• Serve as the operations subject matter expert for the Revenue function, working closely with VP- and Director-level leaders to strategically advise on core initiatives, drive execution, and iterate as the organization scales. • Act as Chief of Staff to the Chief Growth Officer (CGO), supporting agenda-setting, meeting preparation, follow-through on strategic priorities, and day-to-day operational leadership of the growth organization. • Manage and continuously refine the prospect-to-client journey, including RFP creation and process optimization, using HubSpot and data-driven tools to maximize conversion, retention, and upsell performance. • Deliver analytical projects including capacity modeling, territory planning, and pipeline forecasting to guide revenue strategy. • Act as the owner for revenue workflows, tech stack, and documentation — identifying inefficiencies, scoping solutions, gathering stakeholder feedback, and driving implementation. • Build and maintain infrastructure standards, workflow documentation, and process playbooks that scale with the business. • Develop and manage KPI dashboards and reporting cadences that keep leadership informed and accountable to key revenue targets. • Proactively surface new ideas and evaluate emerging tools and operational models with a clear eye on ROI and fit within current infrastructure. • Support Enterprise Client activity, including account planning, executive business reviews, and coordination of internal resources to drive retention and expansion across key accounts. • Support Business Development activity by enabling pipeline visibility, partnership tracking, and cross-functional coordination on new growth initiatives. • Own the Sales Methodology Platform, working closely with the Director of Clinical Education and Services to ensure alignment between sales processes, clinical messaging, and training programs. • Maintain a strong connection with Finance and Operations teams to ensure revenue forecasts, headcount plans, and operational resources are aligned with growth objectives.