• Proactively identify revenue leaks and conversion opportunities across the funnel, from lead quality and demo show rates to SDR-to-AE handoff loss, and own the operational fixes that move the number • Treat the funnel as a growth asset: continuously test, instrument, and optimize each stage to compound conversion rate improvements across SMB and DSO motions • Surface and prioritize the highest-leverage interventions, sequencing, enrichment, routing, timing, and drive execution with Sales and Marketing rather than waiting for leadership to diagnose the problem • Build the measurement infrastructure that makes growth opportunities visible before they become misses: forecast gaps, segment underperformance, channel attribution anomalies • Partner with Sales leadership to find hidden capacity in the existing pipeline: stalled deals, under-worked segments, and low-touch accounts with expansion potential • Own end-to-end visibility into the revenue funnel, from lead creation through closed-won, ensuring every stage is instrumented, defined, and trusted across SMB and DSO motions • Partner with the Data team to drive accuracy in pipeline, activity, and sales forecasting data across SMB and DSO segments • Design and maintain lead routing, territory assignment, opportunity stage definitions, and pipeline hygiene standards • Build and manage the outbound tooling ecosystem (Clay for enrichment, Nooks for parallel dialing, and future tools) with a focus on rep productivity and data quality • Own SDR and AE workflow automation: sequences, task queues, lead scoring models, and handoff triggers between SDR → AE → CS • Partner with Sales leadership and the Outbound Sales Leader to build forecasting models, pipeline coverage reporting, and rep productivity dashboards • Drive sales process standardization and compliance — ensuring reps follow defined stages, capture required fields, and maintain data discipline • Own the marketing technology stack and its integration with CRM: forms, landing pages, email automation, nurture workflows, lead scoring, and lifecycle stage management • Partner with Demand Generation to build and maintain marketing attribution models (first-touch, multi-touch, influenced pipeline) that connect marketing activity to pipeline and revenue • Manage website operational workflows: form routing, chatbot logic, content personalization triggers, and conversion tracking (excluding paid media execution) • Own list management, segmentation, data hygiene, and compliance (CAN-SPAM, opt-out management) across all marketing channels • Partner with Demand Generation and Content teams to operationalize campaigns — building the backend workflows that turn strategy into execution • Partner with Customer Success to build the post-sale operational infrastructure: onboarding workflows, activation tracking, health scoring, renewal/expansion triggers, and churn risk alerting • Own the CS tech stack integration layer — ensuring customer lifecycle data flows cleanly between HubSpot, product analytics, and support systems • Design NRR and gross retention reporting frameworks that CS leadership and the exec team rely on for strategic decisions • Operationalize the customer journey: define handoff points from Sales → Onboarding → CSM → Renewal, with SLAs and escalation paths at each stage • Partner with the Product team to build self-sign-up and cross-sell infrastructure that reduces friction in the acquisition motion and enables product-led revenue • Connect the product stack (e.g., Pendo) to the broader marketing and customer success stack to create a unified view of customer behavior across the lifecycle • Design product-led reporting frameworks that product leadership and the exec team rely on for strategic decisions • Lead Pearl's adoption of AI and LLM tools across the commercial stack — from AI-assisted prospecting and outreach personalization to automated pipeline analysis and CS workflow intelligence • Continuously evaluate emerging tools (AI agents, LLM-powered enrichment, conversational AI, autonomous workflow tools) and make build-vs-buy decisions that compound operational leverage • Build automated systems that reduce manual ops work across Sales, Marketing, and CS — using AI to scale output without scaling headcount linearly • Serve as the internal expert and evangelist on what AI can unlock in a go-to-market context, bringing POVs to leadership proactively rather than waiting to be asked • Serve as the operational connective tissue between Sales, Marketing, CS, Product, and Finance — ensuring systems and processes are aligned and information flows without friction • Own vendor evaluation, selection, and management for growth tools and platforms • Drive operational planning cadences: QBRs, monthly operating reviews, territory planning, and capacity modeling in partnership with growth leadership