• Ensure inbound leads are routed, enriched, and followed up on correctly based on ICP, intent, and product signals. • Build, maintain, and optimize workflows to maximize conversion from inbound → qualified conversations → opportunities. • Own lead scoring, assignment rules, SLAs, and early-stage pipeline hygiene. • Work closely with Product, Growth, and Sales to operationalize PQL scoring, usage-based triggers, alerting, and automated outreach paths. • Build the operational backbone that turns self-serve users into high-quality enterprise opportunities. • Implement processes that surface engineering teams with the strongest activation signals (AI usage, agentic workflows, collaboration usage, team clustering, etc.). • Take over and improve our existing GTM systems, including HubSpot, Clay, Apollo, PLG analytics, and reporting layers. • Evaluate and implement new tools that improve routing, forecasting, enrichment, engagement, and automation. • Manage integrations across the GTM stack (CRM, product analytics, data warehouse, enrichment vendors, contract tools, etc.). • Build and maintain dashboards that give leadership full visibility into top-, middle-, and bottom-funnel performance. • Own GTM reporting: inbound conversion, PLG activation funnels, opportunity progression, territory performance, rep activity, funnel health, and forecasting accuracy. • Partner with Sales Leadership to project pipeline needs and model scenarios for growth. • Build high-quality documentation, workflows, and SOPs. • Identify bottlenecks and run structured improvement cycles across the entire funnel.