• Design, document, and manage the end-to-end revenue process, from lead generation and qualification through contracting, invoicing, and renewal/expansion. • Collaborate with the VP of Enterprise Sales and leadership to define annual GTM strategy, including territory planning, sales quotas, and compensation plan design across the global Sales and Client Success teams. • Drive continuous improvement and simplification of revenue workflows, particularly around client onboarding, regulatory compliance handoffs, and product integration processes. • Act as a strategic partner to global sales teams across all business verticals. • Own and maintain the integrity and accuracy of the CRM (e.g., Salesforce) and all GTM systems, serving as the strategic owner. • Develop, maintain, and automate key performance metrics (KPIs) and dashboards across the entire revenue funnel, including pipeline health, sales velocity, win/loss rates, account expansion, and churn. • Provide actionable insights to the executive team, forecasting revenue accurately based on the unique, usage-based fee structure tied to trading, payments, and staking volume. • Ensure that reporting accurately reflects the complex, multi-product revenue streams (e.g., Trading, Custody, Payments, Tokenization). • Evaluate, select, and manage the technology stack (e.g., CRM, Sales Engagement, Commission Software, Data Enrichment tools) to maximize GTM effectiveness and efficiency. • Integrate GTM systems with internal core systems (e.g., ERP, Billing, Compliance/KYC platforms) to ensure a seamless flow of data related to client activity, licensing, and transaction volume. • Partner with Product and Compliance teams to operationalize new product launches and regulatory requirements within the sales process. • Develop and implement standardized sales collateral, training materials, and playbooks to accelerate sales cycles and ensure messaging consistency. • Oversee the contracting process (in partnership with Legal), ensuring standardized agreements and efficient management of bespoke client regulatory needs.