1.3 Departmental Roles & Core Mandates

Responsible for end-to-end revenue generation, overall P&L ownership, and driving growth marketing across self-serve/freemium to enterprise models. Focuses on platform health, monetization scaling, retention, and unifying Sales, Marketing, Customer Success, and RevOps.

Leads product positioning strategy, market category creation, price/pack architecture, and cross-functional launch governance across all digital and enterprise channels.

Conducts customer and competitor research, creates buyer personas, develops pitch decks, produces sales battlecards, and executes tier-1 product releases.

Authors deep-tech whitepapers, technical documentation, developer-focused messaging, and architectural competitive teardowns.

Architects full-funnel growth engines, oversees self-serve acquisition strategies, and directs capital allocation across growth channels.

Runs high-velocity A/B tests across landing pages, designs product-led activation campaigns, and optimizes self-serve onboarding flows.

Monitors product telemetry, builds automated in-app conversion nudges, and optimizes virality loops and referral features.

Sets multi-channel demand acquisition budgets, manages channel mix (paid, organic, events), and aligns pipeline generation targets with sales capacity.

Executes paid search, social media advertising, and digital analytics setups to drive demand acquisition and conversion tracking.

Builds integrated webinar workflows, content syndication programs, and email nurture tracks targeting specific ICP accounts.

Architects lead routing rules, maintains marketing automation software (Marketo/HubSpot), and configures multi-touch campaign attribution models.

Builds complex nurture workflows, manages dynamic form routing, and maintains web tracking scripts across marketing properties.

Defines lead scoring algorithms, designs lifecycle stage transitions (Lead → MQL → SQL), and enforces SLA handoffs between Marketing and Sales.

Establishes sales methodologies (MEDDPICC), sets territory quotas, designs compensation plans, and manages sales management hierarchy.

Manages a team of Account Executives, inspects pipeline health, assists in closing mid-to-enterprise deals, and enforces CRM hygiene.

Runs discovery calls, delivers product demonstrations, conducts commercial negotiations, and closes new enterprise and SMB contracts.

Executes outbound cold emails and calls, qualifies incoming inbound leads, and books discovery meetings for Account Executives.

Owns commercial expansion, multi-year contract renewals, seat/tier upgrades, and CSQL conversion across existing customer accounts while protecting net new AE hunting focus.

Architects the 30-60-90 day rep onboarding blueprint, manages pitch and discovery certification gates, maintains sales playbooks, and leads continuous call coaching.

Partners with AEs during technical discovery, configures customized proof-of-concept environments, and addresses complex technical and architectural objections.

Designs custom enterprise system integrations, addresses complex SOC2 and security compliance questionnaires, and authors high-level technical blueprints.

Delivers specialized deep-dive technical sessions on API integrations, data migration feasibility, and custom workflow extensibility.

Directs overall customer retention strategy, designs health scoring models, builds expansion playbooks, and manages CS team capacity.

Manages dedicated client portfolios, conducts Executive Business Reviews (EBRs), monitors product adoption metrics, and secures contract renewals.

Guides new enterprise customers through initial technical setup, account provisioning, data migration, and team training modules.

Builds post-sale automated onboarding email campaigns, designs in-app product education announcements, and drives customer community engagement.

Recruits customer champions for case studies, secures G2 and TrustRadius reviews, and manages reference call pipelines for active sales deals.

Analyzes churn signals to launch automated win-back and retention nurture campaigns while triggering upsell notifications to power users.

Unifies systems, processes, and data across Sales, Marketing, and CS to optimize revenue throughput and eliminate organizational silos.

Manages cross-departmental sales pipeline rules, configures CPQ (Configure, Price, Quote) tools, and streamlines commission calculation workflows.

Maintains Salesforce and HubSpot database hygiene, builds custom fields and objects, manages user access permissions, and enforces data entry standards.

Builds executive dashboards, analyzes pipeline stage drop-offs, designs cohort retention models, and delivers weekly revenue forecasts.

Architects serverless workflows (via n8n, Zapier, Python) to route intent signals, automate outbound prospecting workflows, and eliminate manual GTM tasks.

Writes custom code for technical CRM integrations, builds automated RevOps pipeline stacks, and maintains custom growth tools.

Develops growth features within the core product—including viral referral loops, in-product onboarding, and dynamic paywalls—and implements analytics tracking event schemas.