• Design and deliver sales enablement programs across key areas such as prospecting, cold outreach, account planning, leveraging Partners, discovery, qualification (e.g. MEDDPPICC), objection handling, and competitive positioning. • Partner with Sales Leadership to identify skill gaps and develop scalable programs that accelerate seller performance (stage 3 opportunity target attainment, ASP, deal cycle time, win rates, pipeline coverage, and quota attainment). • Continuously reinforce sales methodologies, including Cribl’s sales process, messaging, and sales stages aligned to pipeline generation and deal progression. • Tailor enablement content and training based on the unique needs of the EMEA Sales segment. • Collaborate with segment leaders to prioritize initiatives that reflect deal size, buying complexity, industry trends, and persona-specific challenges. • Develop and maintain onboarding and ongoing training content (playbooks, guides, call frameworks, templates, etc.). • Deliver live training (instructor-led, virtual, or recorded), role plays, and workshops for new and tenured sellers. • Partner with subject matter experts (Product Marketing, Solutions Engineers, Revenue Enablement, and Sales Leadership) to keep materials up to date and relevant. • Package relevant content to sell and scale to, through and with partners. • Ensure sellers are proficient in leveraging Cribl’s sales tools (Salesforce, Gong, Seismic, prospecting tools, etc.) to drive efficiency and insight across the sales cycle. • Work with Field Operations to ensure data-driven insights inform enablement priorities and program effectiveness. • Partner with Product Marketing, Product Management, Partner Sales, and Field teams to integrate product and messaging updates into sales motion. • Coordinate with Sales Managers to reinforce coaching and continuous learning around new competencies. • We are a remote-first company and work happens across many time-zones - you may be required to occasionally perform duties outside your standard working hours.

Role Description The Head of Revenue at Index is responsible for leading and scaling all revenue-driving initiatives across Lead Generation, Marketing, and Sales. This role is both strategic and operational: - Design the growth roadmap - Build predictable acquisition channels - Optimize the sales funnel - Ensure consistent growth in new business and customer value You will lead teams, own targets, and drive experiments that accelerate Index’s expansion into new markets and customer segments. Key Responsibilities - Growth Strategy & Leadership - Develop and execute a comprehensive growth strategy covering lead generation, marketing, sales, customer expansion, and new opportunities. - Define growth targets, KPIs, and revenue goals. - Identify market trends, new verticals, and opportunities for expansion. - Lead, mentor, and develop the growth teams (Lead Gen, Marketing, Sales). - Lead Generation Ownership - Build and scale predictable inbound and outbound lead-generation engines. - Identify high-converting lead sources and optimize based on ROI. - Work closely with RevOps to ensure high-quality lead flow and strong conversion rates. - Oversee the performance and evolution of sourcing channels. - Marketing & Brand Growth - Oversee brand strategy, campaigns, email marketing, nurturing, and content. - Ensure consistent visibility across digital platforms and targeted markets. - Build campaigns that increase awareness, engagement, and inbound lead volume. - Partner with Product/Delivery teams to craft value propositions that resonate with prospects. - Sales Acceleration - Own the performance of the sales team, including pipeline growth, win rates, and revenue delivery. - Ensure efficient processes from lead qualification to close. - Implement a strong feedback loop to increase sales effectiveness (playbooks, objection handling, scripts, etc.). - Track performance metrics, coach team members, and implement improvements. - Funnel & Conversion Optimization - Identify bottlenecks in the acquisition funnel and implement solutions to improve: - MQL → SQL conversion - Meeting → Proposal conversion - Proposal → Close rates - Sales cycle speed - Run experiments (A/B tests, new channels, new pitches) to accelerate growth. - Collaborate with RevOps to ensure clean data and transparent reporting. - Cross-Functional Collaboration - Work closely with RevOps, Customer Success, Delivery, and Leadership. - Align growth initiatives with company goals and operational capabilities. - Provide insights from the market to support product development and service offerings. - Customer Expansion & Retention - Identify upsell, cross-sell, and expansion opportunities within existing accounts. - Build growth programs for existing clients to increase lifetime value. - Support Customer Success with strategies for renewal and long-term retention. Qualifications - Proven experience as Head of Growth, Growth Lead, Director of Growth, or equivalent. - Strong background in lead generation, sales strategy, or marketing leadership. - Strong data-driven mindset: ability to interpret metrics and act on insights. - Experience in a fast-paced, high-volume B2B environment (recruitment, SaaS, staffing, or services). - Ability to inspire, lead, and grow teams. - Excellent communication skills and stakeholder management abilities. - Strategic thinker with strong execution discipline. Preferred Qualifications - Experience scaling growth teams from early or mid-stage companies. - Experience testing and launching new acquisition channels. - Familiarity with CRM, automation tools, and growth analytics. - Understanding of international markets (EU, US, UK, Nordics is a plus). Benefits - Officially recognized by the Financial Times as one of Europe’s fastest-growing companies. - Frequent, meaningful opportunities for high performers. - Access to enterprise-level clients and cross-functional teams. - Opportunities for growth in varied domains (FinTech, Blockchain, Healthcare, AI).

• Own our B2B CRM data model and associated data pipeline end-to-end (HubSpot / Airbyte / dbt / Snowflake) • Own and evolve our GMV attribution model, combining product and Ops data to attribute contracts at the event level • Own our net margin model: compute revenue, VAT, PSP fees (from Stripe API data), marketing costs (from Airtable), and sponsorship / access control / retrocommission fees — pushed to Snowflake as a clean, auditable dataset • Own a Market Intelligence Platform leveraging external data: collect live-events data from multiple sources, enrich and deduplicate it, merge it with Shotgun data, and model distribution coverage • Be a key contributor to our forecasting models • Build custom apps inside the CRM to tailor it to our needs — e.g., sizing a deal, computing its forecasted net margin, or creating a pricing object • Own and maintain our HubSpot / Oneflow / n8n / Slack / Airtable / Supabase integrations • Build and deploy internal AI systems (Claude + Shotgun MCP)

• Maintain and update existing dashboards and reports to track key operational metrics • Perform routine data quality checks and clean up records across CRM and related systems • Assist in analyzing customer and product usage data under the guidance of senior team members • Support the team with day-to-day administrative and operational tasks (e.g. territory updates, list maintenance, basic troubleshooting) • Help document processes and workflows to support team scalability • Respond to ad hoc data requests from stakeholders in a timely manner • Escalate issues or trends to senior analysts and flag opportunities for improvement