• Own the global business administration, configuration, governance, and continuous improvement of HubSpot. • Develop and maintain CRM standards, workflows, automations, reporting, and user permissions. • Partner with Sales, Marketing, Customer Success, and Operations to continually evolve HubSpot to support the entire customer lifecycle, including prospecting, onboarding, lifecycle, renewals, expansions, and customer success. • Actively drive and monitor user adoption through training, documentation, and best practices. • Monitor company record and deal hygiene, pipeline quality, stage progression, forecasting accuracy, and data integrity. • Identify process improvements that simplify selling and account management while improving reporting accuracy and operational efficiency. • Enable relevant teams to adopt best practices that improve forecast reliability and business visibility. • Work closely with Finance to produce accurate pipeline reporting, bookings metrics, forecasting, and executive dashboards. • Develop and maintain KPI reporting for Sales, Customer Success, Executive Leadership, and the Board. • Provide data-driven insights that support strategic planning, revenue forecasting, operational improvements, and business performance reviews. • Calculate quarterly sales commissions in accordance with approved compensation plans. • Validate bookings, resolve discrepancies, and maintain commission reporting.

• Partner closely with revenue leadership (Sales, Marketing, Customer Success) and executive stakeholders to understand strategic priorities and translate them into scalable processes, systems, and reporting. • Own, document and continuously improve processes across the revenue funnel, including lead management, sales cycle workflows, onboarding handoffs, and renewal motions. • Build and maintain dashboards and reports for Sales, Marketing, and Customer Success to track KPIs and performance against goals. • Drive pipeline hygiene, forecasting processes, and conversion rate analysis to surface bottlenecks and opportunities. • Help drive sales enablement initiatives, including onboarding team members to new tools, processes, and data governance best practices. • Contribute to territory mapping, quota tracking, and compensation plan administration. • Own the revenue technology stack (e.g., Salesforce, Gong, ChurnZero, etc.) and manage vendor relationships, ensuring optimal configuration, integration, and utilization by all teams, and continuously evaluate tooling ROI and recommend consolidation or upgrades as needed.

• Work with SMB Operations analysts and Sales leaders to identify the most valuable process and operational improvements for our GTM teams. • Lead complex strategic projects (for example, launching new sales teams) from conception to execution through collaboration across multiple departments. • Manage and coach a team of analysts by aligning their day-to-day work with ZipRecruiter’s overall strategic initiatives and fostering their ongoing professional development. • Constantly search for processes, workflows, and tools that can be improved to enhance the efficiency and effectiveness of our go-to-market efforts. • Ensure that systems and process errors are resolved quickly so that our frontline teams can sell without friction.

• Develops and maintains revenue enablement content for learning programs, paths, and certifications across revenue-facing roles (Sales Directors, Account Executives, Account Managers, Customer Success Managers, and Business Development Representatives) remotely. • Provides subject-matter expertise on content design and delivery to improve the business's revenue training and enablement programs. • Partner with Enablement, Sales Leadership, Customer Success, Marketing, and Product to regularly assess revenue training content needs, using performance data and observation to identify skill gaps across the team. • Partner with Revenue Operations to align enablement programs with pipeline, ramp, and retention metrics. • Listen to customer-facing calls and interactions, providing coaching and feedback to Sales, Customer Success, and Business Development teams to improve performance. • Lead product launch enablement, including messaging, training, and customer-facing collateral for new product releases, alongside Product Marketing. • Own Seismic content strategy and administration – platform governance and content library management – partnering with Marketing and Product to ensure consistency and quality across sales and customer-facing collateral (case studies, decks, templates, info sheets, etc.). • Manage LMS course design, content creation, and compliance – including voiceovers, training materials, certifications and onboarding paths – to make the new-hire learning and on-going training intuitive.