• Own and optimize HubSpot CRM architecture, including pipelines, lifecycle stages, routing logic, required fields, and workflows. • Establish and enforce standards for data hygiene, validation, deduplication, and field consistency across revenue systems. • Partner with the Data Team to integrate HubSpot with ActiveCampaign, Zendesk, Stripe, Superset, and product usage data. • Maintain a single source of truth for revenue data from lead acquisition through expansion. • Serve as the centralized owner of discounting, deal guardrails, and approval workflows. • Define and enforce pricing rules and discount thresholds for Sales and Customer Success. • Ensure visibility into deal approvals, exceptions, and margins to protect revenue integrity. • Collaborate with Finance and Revenue Leadership to align pricing execution with financial targets. • Build and manage commission logic, automation, and payout processes, primarily within HubSpot. • Ensure commission calculations are accurate, timely, and transparent across Sales and Customer Success. • Partner with Finance on monthly reconciliation and auditability. • Support compensation plan updates and annual performance cycles. • Develop dashboards and models tracking pipeline health, sales velocity, win rates, CAC payback, and ARR/MRR. • Partner with Sales and Marketing leaders to maintain accurate, data-driven forecasting cadences. • Deliver monthly insights on performance trends, risks, and opportunities. • Build “what-if” models to assess the impact of pricing changes, churn, or funnel improvements. • Automate workflows across the funnel to reduce manual effort and lead leakage. • Define and refine MQL, SQL, and PQL criteria in partnership with Growth and Sales. • Drive operational clarity and accountability across Marketing, Sales, Customer Success, and Finance. • Build scalable processes that support larger deals and longer sales cycles.