• Serve as the primary internal owner of Athena claim edit rules, hold queues, and workflow configuration as they relate to our non-FFS billing model. • Partner directly with Athena's professional services/support team to build and maintain custom rules that suppress inappropriate low-dollar (“penny claim”) edits and prevent unwanted allowable-amount or co-insurance recalculation on contracts where the full billed amount is the contracted rate. • Translate payer contract terms (rate structures, encounter-reporting requirements, invoicing arrangements) into correct system configuration. • Maintain a living documentation set of every custom rule, workaround, and configuration decision made in Athena, including rationale and payer applicability. • Ensure claims are reaching payers as intended and reconcile discrepancies between what was submitted, what was accepted, and what was paid or invoiced. • Identify and clear inappropriate Athena holds; distinguish true data/coding issues from false positives generated by FFS-oriented logic. • Track and resolve partial payments, particularly where Athena's allowable-amount logic conflicts with contracted full-payment terms. • Oversee the separate plan-invoicing process for encounter/penny-claim arrangements, ensuring invoices reconcile against submitted encounters. • Design and maintain recurring reports covering: claim submission status, current holds and aging, partial payment/underpayment tracking, and payer-specific exception trends. • Direct and review the work of the Billing & Claims Analyst in building and running these reports. • Lead a structured 90-day assessment of Athena's fit for our billing model and deliver a clear recommendation: continue to mitigate within Athena or scope a transition to an alternative platform.

• Build, maintain, and distribute dashboards and reports that give leadership clear visibility into pipeline health, conversion rates, and revenue performance • Manage and build out deal desk • Own and maintain Salesforce while building out CPQ process • Identify trends, anomalies, and opportunities in revenue data and surface them proactively • Support quota setting, and compensation plan administration in partnership with leadership • Help develop and maintain sales playbooks, process documentation, and enablement resources • Assists the sales teams in the creation, review, and processing of customer contracts to ensure accuracy

• Ensure the quality, organization and reliability of the data used by Marketing and Sales. • Administer and evolve the CRM, automations, integrations and tools that support the revenue operation, including migration, implementation and governance projects. • Map, document and improve processes throughout the customer journey, from demand generation to retention and expansion. • Build dashboards, reports and analyses that support leadership decision-making. • Identify conversion, productivity, activation and retention bottlenecks and propose data-driven solutions. • Support the definition, monitoring and evolution of key Sales & Marketing metrics. • Create automations that reduce operational tasks and increase team efficiency. • Develop commercial prioritization models, deal distribution logic and lead scoring. • Connect marketing, sales, product and customer experience data to generate more comprehensive business analyses. • Explore practical applications of AI to increase productivity, automate processes and improve the quality of analyses.

• Lead and mentor the sales operations team, promoting a culture of excellence, accountability, and continuous improvement • Develop and implement comprehensive sales strategies that align with corporate objectives and drive sustainable growth • Utilize data analytics and market research to derive actionable insights that enhance sales performance and overall customer satisfaction • Oversee sales forecasting, budgeting, and resource allocation to ensure efficient operations and maximum productivity • Collaborate closely with marketing, product, and customer success teams to ensure seamless integration of sales initiatives across the organization • Design and optimize sales processes, ensuring effective training and support for the sales team on new tools and technologies • Establish key performance indicators (KPIs) to measure success and drive accountability across the sales organization • Own and improve efficiency within Salesforce.com • Execute on the Sales Compensation strategy and issues which arise • Build and maintain strong relationships with key stakeholders and clients to support sales initiatives and enhance customer engagement • Stay abreast of industry trends, competitive landscape, and emerging best practices in sales operations to inform strategic planning • Represent the sales operations function in senior leadership meetings, providing insights and recommendations for organizational success