• Design and deliver a high-impact onboarding programme to ramp new hires quickly and effectively • Develop and maintain sales playbooks aligned to buyer journeys and sales stages • Ensure messaging consistency across the sales team in collaboration with Marketing and Product • Build and deliver ongoing training programmes to improve rep performance and skill development • Implement coaching frameworks for frontline managers to reinforce best practices • Assess and improve rep effectiveness through performance analysis and feedback loops • Partner with Sales leadership to identify skill gaps and define enablement priorities • Create and maintain enablement content such as talk tracks, objection handling guides, and discovery frameworks • Facilitate workshops, role plays, and certifications to reinforce learning • Gather feedback from reps and leadership to continuously refine enablement initiatives • Ensure adoption of agreed sales methodologies and processes • Collaborate cross-functionally with Marketing, Product, and RevOps to ensure alignment

• Ensure leadership can make sound, fact-based decisions as a strategic business adviser • Develop reporting and analysis packages • Lead quota-setting and compensation components of annual planning • Support sales department's day-to-day needs and broader revenue initiatives • Architect and drive business transformation initiatives • Shape global go-to-market strategy in partnership with executive leadership • Own go-to-market tech stack and influence team usage of AI • Spearhead global annual planning including quota-setting and territory design • Direct cross-functional alignment between Sales, Marketing, Finance, and IT

• Lead, coach, and develop a team responsible for sales enablement, customer education, Salesforce training, and business process documentation. • Develop the Sales Training and Education strategy which supports the delivery of ISC2 business and sales priorities and meets operational regional requirements. • Set up, prepare for, and facilitate assigned sales courses from the sales course curriculum. • Ensure all sales colleagues, both new and existing, are trained to the highest standards of ISC2 sales excellence. • Assist Supervisors/Managers/Sales Support with the transition of new recruits onto the sales floor or field sales. • Coach sales managers on external and internal sales processes as they review the processes with their team members. • Provide best practice advice and programming consistent with our sales course offerings and leadership principles.

• Define and execute the strategic vision for Hotels acquisition operations globally, aligning regional initiatives with global priorities and ensuring a consistent, high-performing approach across markets. • Own the global Hotels acquisition funnel from lead generation through contract signed — monitoring performance at every stage, identifying drop-off points, and driving cross-functional solutions to improve conversion and velocity. • Partner with the Hotels Onboarding program to ensure a seamless handoff from acquisition to onboarding — driving throughput, minimizing time between contract signed and go-live, and surfacing acquisition-side issues that create downstream delays. • Partner with finance and sales leadership to design, manage, and evaluate sales incentive compensation programs for the Hotels acquisition team — ensuring plans are motivating, aligned with business goals, and driving the right behaviors across regions. • Own rep-level goal setting for the Hotels acquisition team, translating business targets into individual quotas across regions. Lead acquisition forecasting, pipeline analysis, and capacity planning to ensure field teams and vendor partners are resourced and on track to deliver against plan. • Work with marketing, product, tech, and vendor teams to drive lead scoring, prioritization, and workflow optimization — maximizing conversion rates and sales team efficiency across the funnel. • Build analytical models and frameworks to understand acquisition performance — generating original analysis, sizing opportunities, modeling scenarios, and surfacing insights that don't yet exist. Translate findings into clear, actionable recommendations that influence business decisions and resource allocation at the leadership level. • Serve as the primary global point of contact for Hotels acquisition operations, ensuring alignment, data integrity, and clear communication across regional and global stakeholders including sales, marketing, product, analytics, and finance. • Serve as the internal subject matter expert on hotel acquisition levers — advising leadership and regional teams on which levers to activate for specific markets, segments, and growth opportunities.