• Partner with the CRO and executive team to define the multi‑year revenue strategy, including segmentation, coverage model, and capacity planning across direct, channel, and self‑serve motions. • Lead the annual and quarterly GTM planning process: targets, territories, quotas, headcount plans, compensation design, and budget alignment across Marketing, Sales, Customer Success, and Partnerships. • Develop and maintain a unified revenue performance framework (pipeline, conversion, cycle time, retention, expansion) to guide investment decisions and trade‑offs. • Own the Revenue enablement program for all functions within the organization. • Own end‑to‑end GTM process design from lead to renewal and expansion (lead management, qualification, opportunity management, deal desk, order management, handoffs to onboarding and CS, renewal playbooks). • Standardize and continuously improve processes for different DevOps segments (e.g., PLG/self‑serve, mid‑market, enterprise, strategic accounts, MSPs/VARs) while preserving regional and segment flexibility where needed. • Implement and govern clear operating cadences: QBRs, forecast calls, pipeline reviews, marketing performance reviews, and customer health reviews. • Establish a single source of truth for revenue data across CRM, marketing automation, product telemetry, billing, and customer success platforms, with clear data definitions and governance. • Build robust dashboards and analytics for pipeline health, forecast accuracy, cohort retention, product adoption, pricing/discounting, and sales productivity; turn insights into recommendations and action. • Own the companywide revenue forecasting process (new, expansion, churn) and drive continuous improvements in accuracy, timeliness, and scenario modelling. • Own the GTM tech stack strategy and roadmap (e.g., Salesforce, HubSpot/Marketo, sales engagement, CPQ, CLM, CS platforms, data warehouse/BI, enrichment, routing, intent signals, PLG tooling). • Ensure systems are designed and integrated to support DevOps‑specific motions such as trials, freemium, usage‑based pricing, marketplace transactions, and hybrid land‑and‑expand motions. • Drive adoption, enablement, and change management for GTM tools, ensuring that teams use standardized workflows and that data quality remains high. • Serve as the connective tissue between Marketing, Sales, Customer Success, Product, and Finance to ensure alignment on ICP, segmentation, messaging, pricing/packaging, and lifecycle plays. • Partner with Product and Product Marketing to translate product telemetry and usage data into account‑level signals and plays (upsell, expansion, save, migration) for GTM teams. • Oversee Revenue Enablement (directly or via dotted line), ensuring onboarding, ongoing training, and playbooks are grounded in data and aligned to GTM priorities. • Build and lead a high‑performing RevOps organization spanning sales operations, marketing operations, CS operations, systems/administration, analytics, and deal desk. • Define clear charters, operating models, and SLAs for how RevOps engages with GTM leaders and internal stakeholders. • Develop talent, foster a culture of experimentation and continuous improvement, and position RevOps as a strategic partner rather than a reactive service function.