- Partner with Enterprise, Mid-Market, and BDR leadership to define segment strategy, growth priorities, and execution plans.
- Translate company goals into segment targets, operating plans, and measurable KPIs.
- Own segment forecasting, run the cadence, pressure-test calls, and provide leadership with a defensible view of quarterly performance.
- Analyze pipeline health, conversion, capacity planning, segmentation, incentive design, and headcount investment.
- Build financial and operating models to evaluate trade-offs and quantify the impact of GTM decisions.
- Design territory and account coverage, set quotas, and run weekly pipeline reviews, forecast calls, and QBRs.
- Build dashboards and reporting infrastructure for visibility into performance, productivity, and pipeline generation.
- Improve Salesforce and the surrounding GTM stack to support data integrity, workflow efficiency, and reporting.
- Project-manage cross-functional initiatives across Sales, Marketing, Partnerships, Engineering & Product, Finance, Recruiting, and Operations.
- Identify ways to use Factory droids to automate reporting, analysis, and deal support, and present structured recommendations to senior leadership.
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