- Own the integrated GTM plan, quota models, and annual budgeting process in close partnership with the VP, Finance
- Build and maintain board-level forecasting for Subscription, Payments, and Add-On products, tying marketing pipeline and churn drivers to ARR
- Deliver blended revenue forecasts with ≤±5% variance and produce scenario-based models that inform decisions to scale toward 2–3x current ARR
- Audit the full revenue tech stack (HubSpot, marketing-automation, payments platform, product analytics, BI) and maintain a rolling optimization roadmap
- Automate lead-to-cash, renewal, and expansion workflows; own data cleanliness, attribution logic, and compensation engines
- Rationalize GTM tool spend and lead consolidation initiatives that reduce cost without sacrificing capability
- Map and instrument the PLG → sales-assist → expansion funnel; create common definitions, SLAs, and stage-conversion dashboards
- Stand up and maintain PQL scoring models, routing highest-intent signals to SDRs with a PQL → SDR SLA of under 5 minutes
- Drive MQL → SQL and SQL → Closed-Won conversion rate improvements of ≥3 percentage points each year
- Partner with Marketing on pricing and packaging tests, with Product on usage-to-revenue insights, and with Payments on take-rate optimization
- Roll out self-serve dashboards across GTM functions, targeting >80% weekly active usage by GTM leaders
- Define OKRs, reporting cadences, and playbooks so Growth, Marketing, and CX operate from a single source of truth
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