• Influence and partner with sales development, sales, marketing, and other stakeholders to drive consistent sales development operations across regions. • Evaluate, select, implement, and integrate the sales development tool stack, including Salesforce, Outreach, Cognism, ZoomInfo, Chorus, Sales Navigator, Conversica, Drift, and related tools. • Establish clear workflows, documentation, and operating rhythms that make outbound execution more consistent and scalable. • Set up regular check-ins with sales development leaders and Customer Success Managers (CSMs) to support adoption, identify gaps, and improve day-to-day execution. • Design and improve outbound pipeline generation processes, with an emphasis on first-order Sales Accepted Opportunities (SAOs) and clean handoffs. • Identify process improvement opportunities and iterate on business development representative (BDR) workflows to reduce friction and improve performance. • Standardize and maintain sales development playbooks, meeting agendas, shared views, and issue templates and boards to improve visibility and accountability.