• Own Onboarding & Ramp • Directly run onboarding for every new Sales, Sales Engineering, Customer Success, Professional Services, Support and Partner hires through their first two to three months, and own their path to productivity. • Build a ramp curriculum and certification that accelerates the time from new start to close of first new business sale, with clear milestones and a real measure of readiness. • Get new hires fluent fast on our products, our market, our buyers, and how we win. • Track ramp time and time-to-first-deal, and keep tightening the program against those numbers. • Run Ongoing Enablement & Coaching • Build the recurring enablement cadence that keeps reps improving week over week: skills training, call coaching, role-plays, and certification. • Roll out a sales methodology and the playbooks behind it, and make sure the field actually uses them constantly in live deals. • Stand up the enablement tooling and content from scratch, including the platform, certification, and one place reps can find what they need. • Work across the Revenue Operations team to connect enablement to conversion and sales-cycle time, and use what you learn to adjust the programs. • Drive Product & Go-to-Market Readiness • Partner with Product and the Field CTO team so reps understand the value we deliver, can position our products and services, and can demo them well. • Own field readiness for new product launches so the team can sell new offerings on day one and we get to market faster. • Build demo certification and value-based selling skills together with the SE and Field CTO teams. • Turn marketing’s product and positioning content into training reps can actually use in front of customers.

• Defining and delivering leading sales metrics, key performance indicators, and other analytics to internal stakeholders in coordination with the business intelligence team • Leading a weekly, monthly, and quarterly operating cadence for the AMS along with the AMS Sales Leader, with a focus on pipeline management and forecasting • Driving monthly pipeline reviews to identify gaps in the sales process, ensure pipeline progression, and create action plans to address coverage and conversion challenges • Leading operational planning for the AMS Sales organization, including quota/target assignment, account assignment, territory creation, and headcount planning aligned with the annual operating plan • Providing operational expertise in overlay sales models, driving collaboration and alignment across cross-functional teams to improve efficiency and performance

• Take ownership of the CRM in its final setup and drive strategic development. • Build and maintain system architecture, workflows, and automations. • Define and track central KPIs: conversion rate, pipeline velocity, lead quality, customer value. • Analyze and optimize existing processes along the customer journey. • Co-develop B2B pricing logic with the Head of B2B and Finance. • Manage the B2B shop - product access, collections, price and bundle implementation. • Build a reporting and analytics infrastructure to enable data-driven decision-making in the B2B team. • Coordinate B2B communications as the interface to Marketing and Brand.

• Supports management of the ICON Sales and Marketing operation • Responsible for administration and support of ICON’s Zoho CRM database • Executes mass communications including email, automation, and integrated marketing campaigns for automated lead generation and scoring programs • Administrator for Zoho CRM database including user setup, profiles and roles, plus customization for objects, fields, record types, page layouts, validations and user permissions/privileges • Manage the vendor relationships – understand new releases, how they might impact our implementation, if problems are being addressed according to the service level agreement… • Working closely with Sales and Marketing teams, oversee demand generation analytics and reporting • Create and manage complex workflow rules, data validation, and triggers • Develop and create customized reports and dashboards • Train new and existing users on sales database applications • Provide application users with technical support - taking problems/enhancement requests and prioritizing/managing their delivery • Create and maintain documentation on processes, policies, application configuration, and related materials for users • Marketing automation administrator • Executes mass communications for email, automation, and integrated marketing campaigns • Develops and runs reports for team Key Performance Indicators (KPIs)