• Own and evolve Mapbox’s deal governance and forecasting rigor as we scale • Reduce exceptions by establishing clear commercial guardrails • Increase deal velocity while protecting company economics • Act as a strategic partner to Sales leadership on negotiation, pricing, and pipeline health • Own forecast accuracy and inspection rigor across sales leadership. Establish consistent forecasting methodology, expectations, and accountability. Partner with Sales Managers, FP&A, and executives to surface risk early and drive corrective action. Track and analyze the overall sales pipeline funnel from lead to closed to identify improvement areas and design relevant programs to help sellers move deals faster. • Own sales analytics, data hygiene, and pipeline analysis, primarily within SFDC. • Own and evolve the deal desk as a strategic function that accelerates deal velocity while enforcing pricing, legal, and commercial guardrails. Partner closely with Sales, Finance, Legal, and Product to align on deal structures and reduce ad-hoc exceptions. Coach sales leaders and reps on negotiation strategy, tradeoffs, and deal positioning. Define success metrics for deal desk effectiveness (e.g., cycle time, exception rate, win rate). • Provide strategic oversight of sales enablement by guiding the Enablement Program Manager as they work with product marketing, product management, and sales managers to develop materials and deliver training that enables our sales team to excel at “use case” selling. • Oversee the preparation and administration of annual sales compensation plans, including quotas, territories and plan design/improvements.