Own the end-to-end strategy, administration, and roadmap for Salesforce, HubSpot, and CloudCoach—ensuring they enable pipeline growth, marketing performance, forecasting accuracy, and customer outcomes.
Establish and maintain system governance: data standards, object/field strategy, lifecycle definitions (Lead → Opportunity → Customer), and role-based access controls.
Drive system adoption through enablement, documentation, training, and release communications.
Partner with stakeholders to translate business needs into prioritized backlog items and measurable outcomes.
Set best practices for architecture, automation (Flow/Apex), integrations, testing, deployment, and environment management.
Ensure operational excellence: incident response, root cause analysis, release management, and sustainable technical debt reduction.
Design and continuously improve core GTM workflows: lead management, routing, SLA frameworks, campaign attribution, pipeline hygiene, opportunity stages, forecasting, territory planning, and quota support.
Partner with Sales Leadership and Marketing Leadership to define success metrics and operating cadences.
Lead cross-functional programs spanning Sales, Marketing, Finance, Legal, Client Success, Product, Engineering, and Operations—for example:
Quote-to-cash workflow improvements and handoffs
Contracting and approval workflows with Legal and Finance
Renewals expansion motions and lifecycle automation with Client Success
Data governance and reporting consistency across departments
Build repeatable program frameworks: charters, RACI models, timelines, risk registers, stakeholder communications, and executive readouts.
Align priorities across departments and remove friction in handoffs from lead → close → onboarding → renewal.
Own KPI frameworks for pipeline and marketing performance (conversion rates, CAC signals, velocity, win/loss, stage aging, attribution).
Deliver executive-ready insights and recommendations; identify bottlenecks and propose operational solutions.
Own vendor relationships and integration strategy for GTM tooling ecosystem (data enrichment, marketing automation add-ons, CPQ/CLM, BI tools).
Ensure integrations are stable, secure, and aligned with internal privacy/security standards.
