What You'll Do: Pipeline Management: Maintain finger on the pulse of the LOB's pipeline by stage to ensure reports are generally accurate Understand conversion rates, seasonality, and ACV targets to know if we have enough coverage Be able to pull, report & analyze data from Salesforce (SF) to spot trends in sales cycles, deal sizes, and win rates so they may be used as leading indicators of future revenue Able to track, explain, and eventually anticipate movements like why pipeline increased or decreased across periods Improve ACV closed-won forecast accuracy and advise sales & finance leaders on leading indicators of overall business health or flag areas of concern CRM Hygiene: Ensure SOPs are followed and that opportunity and deal information is entered properly in CRM (i.e. upsells vs. deal size, etc.) Maximize sales efficiency by removing friction from their sales motions, suggesting automation opportunities, and identifying skills gaps to shore up, etc.) Liaise with Sales Training, Salesforce Experience, and Sales Intelligence teams to ensure the skills gaps, the tools and process enhancements, and performance measurement needs are being addressed and working in unison to uplevel seller effectiveness Be a resource to sales teams and their leaders to help reduce their non-sales workload where possible Continuous Improvement Find ways to improve the capabilities of our sellers, CSMs, and other teams that support them (i.e. solution consultants, sales engineers, BDRs, etc.) Identify ways to improve existing processes to reduce bottlenecks, cut unnecessary activities, accelerate turnaround times, etc.