• Help us choose the tech stack, with a focus on how cleanly each option integrates with HubSpot • Design how our tools work together, and advise on where to simplify or add • Build and refine our outbound sequences • Keep our enrichment and data flows clean and reliable • Manage HubSpot day to day - workflows, reporting, and data quality • Document how everything works so it stays easy to maintain

• Build and optimize GTM workflows and processes, with a strong focus on top-of-funnel operations. • Manage and maintain our HubSpot instance - pipelines, automations, reporting, data hygiene. • Build and maintain enrichment and outbound workflows using Clay. • Set up and manage integrations between our GTM tools. • Use Claude / Claude Code to build internal tools, automations, and process efficiencies. • Own end-to-end implementation of new tools and processes as we scale. • Work closely with Marketing, Sales, and Customer Success to keep GTM strategy aligned.

• Analyse the customer journey from acquisition and conversion to retention and revenue. • Define and maintain consistent metrics across marketing, sales, customer success, product, and finance. • Extract, combine, clean, and validate data from operational and analytical systems. • Investigate changes in customer behavior, funnels, conversion rates, retention, costs, and revenue. • Determine the likely causes of performance changes rather than only describing the outcome. • Review existing reports and identify unreliable metrics, missing data, and conflicting definitions. • Develop hypotheses and test them against the available data. • Distinguish evidence from assumptions, correlations, and opinions. • Estimate the expected impact of proposed changes and define how success will be measured. • Prioritise opportunities based on impact, effort, and the reliability of the supporting data. • Present findings and recommendations in a format that supports business decisions. • Build selected dashboards, data models, automations, and process improvements. • Measure implemented changes and assess whether they produced the expected results. • Use AI assistants as a daily tool for research, data exploration, coding support, and documentation. • Verify AI-generated results against the underlying data and original sources. • Document metric definitions, data logic, assumptions, methods, and limitations.

• Design, build, and own end-to-end operational processes for the Channel business — including partner onboarding, deal registration, co-sell workflows, partner tiering, and MDF/incentive management. • Define and document standard operating procedures (SOPs) for all partner-facing and internal channel processes, ensuring scalability and cross-functional alignment across Sales, Finance, and Marketing. • Proactively identify bottlenecks in the partner lifecycle (sourced, influenced, co-sell) and implement durable, scalable solutions — not workarounds. • Partner with Channel leadership to build operational frameworks that support VAR, MSP, and Distributor segmentation strategies. • Define the reporting requirements for the Channel business in partnership with Analytics — covering pipeline, partner-sourced vs. influenced revenue, partner health scores, deal registration conversion, and program ROI. • Build and maintain Channel GTM performance dashboards that give leadership real-time visibility into partner activity, pipeline contribution, and attainment. • Translate complex channel data into clear, executive-ready insights and recommendations. Own the cadence of business review reporting packages for the Channel organization. • Serve as the subject matter expert and primary liaison to the Analytics team for all channel data modeling, attribution logic, and reporting infrastructure builds. • Own the administration, configuration, and strategic roadmap of Impartner as the primary PRM platform — including partner portal design, deal registration workflows, certification tracking, and MDF management. • Leverage Crossbeam to manage partner ecosystem intelligence, account mapping, and co-sell opportunity identification. Drive adoption and process integration of Crossbeam data into Salesforce and partner workflows. • Partner closely with the Enterprise Systems team to scope, prioritize, and deliver systems enhancements that support channel operations. Translate business requirements into clear technical specs and serve as the channel SME throughout implementation. • Evaluate and guide the adoption of additional GTM tools that enhance channel efficiency and visibility. • Act as the primary RevOps partner to the Channel & Alliances leadership team, providing strategic operational guidance on partner program design, capacity planning, and go-to-market coverage.