• Own the weekly pipeline review process in Salesforce: validate stages, close dates, probabilities, and next steps. • Drive forecast discipline using a commit/upside/best‑case methodology (commit ≈ likely to sign in 15 days; upside ≈ 30 days) with deal‑level callouts and risks. • Flag at‑risk opportunities, stalled deals, and inconsistent stage progression; drive follow‑ups with sellers and line management. • Track terminations/cancellations, churn drivers, and contraction risk; ensure reasons and notes are accurately captured. • Maintain monthly, quarterly, and annual Goals vs. Actuals dashboards at seller, team, and region levels. • Build, publish, and socialize seller scorecards (quota attainment, pipeline coverage, win rates, ACV, discounting, cycle time, activity hygiene). • Conduct win/loss and conversion funnel analysis; generate insights to improve stage progression and forecast accuracy. • Administer monthly/quarterly commissions in partnership with Finance, including crediting rules, splits, SPIFFs, clawbacks, and recovery logic. • Support annual comp plan rollout: scenario modeling, drafting plan documentation, seller training, and change communications. • Provide back‑office support for partner referrals; coordinate with Sales Leadership/Head of Channel Partners to maintain agreement source‑of‑truth. Ensure Finance is informed of required accruals. • Enforce CRM hygiene: required fields, next‑step documentation, stage discipline, and data completeness. • Manage change requests, UAT, and enablement for CRM or process updates; maintain current SOPs and playbooks. • Partner with Marketing Ops on lead routing, SLAs, and account assignments to reduce lead latency and ensure fairness. • Own Salesforce reporting and dashboards; promote adoption and data literacy across the field. • Maintain a scalable reporting layer (e.g., Power BI, Tableau) for GTM leadership and Finance. • Identify automation opportunities (flows, validations, scheduled jobs) to improve data integrity and reduce manual work. • Ensure SOPs are maintained, including a centralized directory of definitions and processes supporting the sales function. • Maintain data governance standards; ensure privacy and security requirements are upheld. • Prepare audit trails for commissions, approvals, and forecast changes. • Document processes with clear ownership, RACI, and version control. • Serve as the operational bridge across Sales, Finance, Marketing Ops, and Customer Success. • Lead training and refreshers on CRM usage, forecasting discipline, and reporting tools. • Drive continuous improvement initiatives to reduce friction and increase revenue predictability.