Winchester, Massachusetts, United States
• Following a $75 million private equity investment, I created a Revenue Operations function from scratch covering marketing operations, sales operations, business operations, and customer success operations, supporting a 90 person revenue organization • Marketing Operations o Lead scoring; lead routing; Marketo integration; campaign, lead, and marketing program ROI metrics; lead dashboards; digital marketing tracking and effectiveness • Sales Operations • GTM Strategy o Sales Strategy: partner with CRO to design GTM strategies, territories, and sales coverage models o Assign sales quotas o Partner with Finance on revenue forecasting and the planning / budgeting process o Analyzed Gridpoint’s TAM, converted the sales team from named accounts to industry verticals • Sales Forecasting, Sales Analytics, Deal Desk, and Sales Compensation o Designed and implemented a Salesforce-based forecasting process, eliminating spreadsheets o Created sales rep analytics and dashboards to performance manage the sales and BDR teams o Develop and administer sales compensation plans for AEs, RVPs, BDRs, and Ses o Establish a lead a Deal Desk function, run weekly deal desk meeting with Sales and Finance • Sales Enablement o Launched and trained sales team on new sales stages and sales process o Implemented and trained sales team on MEDDIC • Salesforce.com o Inherited a faltering 300 seat instance of Salesforce o Established a cross-departmental Salesforce Steering Committee to drive strategy for the Salesforce ecosystem, breaking down data silos across the company o Established data governance principles; purged twelve years of bad data; revised Profiles and Layouts • Sales Tools o Deployed Outreach, Salesforce Einstein, and 6 Sense Revenue AI o Rolled out ZoomInfo and LinkedIn Sales Navigator to the sales team • Perform M&A analysis, create quarterly reporting packages for investors • Hire, manage, and mentor team of analysts and Salesforce administrators
Direct Global Sales Operations Team Developed the company's sales operations strategy, systems, and team to support a private equity financed growth from 10 to 50 sales heads in the US and EMEA Manage team of 3 sales operations analysts and 3 Salesforce administrators / developers Team supports global sales (offices in the US, UK, Germany) Manage sales forecasting, sales reporting, sales analytics; run weekly RVP sales meeting Sales Enablement: train on NetBrain sales process (MEDDIC) Develop and manage Channel Partner process, including Partner Portal Own Salesforce.com for the full enterprise (300 user licenses) Implemented Salesforce Lightning; Salesforce Forecast module; Salesforce CPQ Implemented Aviso (AI forecasting), InsightSquared reporting), LeanData (Lead routing), Drift (chat agent) Manage sales enablement databases (ZoomInfo, LinkedIn Sales Navigator, D&B Hoovers) Manage sales territories Created sales territories to support new channels: SLED, Federal Gov't, and EMEA Developed GTM plan (headcount, quotas, territories), including a complete reorganization of North America and EMEA into geographic territories Sales Management • Managed Maintenance Renewal team, 2015 – 2019; Managed BDR team, 2015 - 2019
Direct forecasting, planning, and sales reporting. Direct sales training process including new sales hire training, Challenger sales process training, product training, and systems training. Develop sales territories for new sales channels Manage sales compensation and quota assignment Oversee the daily support of 75 sales and sales support personnel. Manage all aspects of the company's 150 seat instance of Salesforce.com, including Order Processing Systems, integration with Marketo, executive dashboards. Manage complex software development projects to replace legacy provisioning and order management systems. Manage Sales Operations team of four: Sales Analysis Manager, Sales Training Manager, SFDC administrator, SFDC developer.