• Own pipeline health reporting, forecast analytics, and conversion metrics across the full funnel • Develop and maintain dashboards and KPIs in systems such as Salesforce and HubSpot • Partner with Sales and Marketing leadership to analyze pipeline coverage, win rates, sales cycle length, ACV trends, and source performance • Support regular forecast calls and monthly board reporting packages with data-backed insights • Identify trends, risks, and performance gaps and recommend actionable improvements • Ensure data integrity and consistent KPI definitions across GTM systems • Serve as primary owner of the Deal Desk process, ensuring disciplined pricing, discounting, and contract governance • Review and approve NDAs, non-standard terms, pricing exceptions, and custom deal structures • Partner with Legal, Finance, and Sales leadership to evaluate commercial risk and margin impact • Maintain approval workflows and documentation standards • Drive improvements in quote-to-cash processes • Track and report on discount trends and pricing realization • Partner with CRO and Finance to design annual sales compensation plans aligned to growth objectives • Model commission structures, accelerators, SPIFFs, and quota allocation scenarios • Own commission calculations, validation, and payout reporting • Ensure accuracy and auditability of commission payments • Administer comp plans using tools such as Xactly or integrated CRM reporting • Provide compensation performance reporting to leadership and support board-level analysis