- Serve as the owner and administrator of our CRM (HubSpot)
- Design and enforce pipeline stages, lead routing logic, opportunity hygiene, and data governance
- Build scalable processes to support strategic and enterprise and sales motions
- Partner with Marketing Ops on lead lifecycle management and attribution
- Directly manage and coach the SDR team responsible for outbound prospecting and inbound qualification
- Set and monitor KPIs: meetings booked, conversion rates, pipeline contribution, activity metrics
- Optimize territory planning, account targeting, and outreach cadences
- Develop performance dashboards and accountability frameworks
- Improve lead-to-opportunity conversion efficiency
- Own weekly, monthly, and quarterly forecasting processes
- Build accurate revenue projections using historical CRM and sales performance data
- Identify pipeline risk early and recommend corrective action
- Partner with Finance on revenue modeling and board-level reporting
- Improve forecast accuracy over time through data discipline and methodology refinement
- Develop dashboards to track rep performance, conversion rates, deal velocity, and win/loss trends
- Analyze historical sales data to identify patterns and leading indicators
- Build predictive models for close probability, pipeline coverage ratios, quota attainment likelihood, and sales cycle timing
- Provide actionable insights to sales leadership on hiring plans, quota setting, and territory design
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