Bangalore Urban district, India
Revenue Operations and GTM Strategy leader with 14+ years of experience driving scalable revenue growth across global SaaS, enterprise technology, fintech, and commercial organizations. I specialize in building high-impact Revenue Operations functions that improve forecasting accuracy, optimize GTM execution, and enable predictable business performance at scale. Throughout my career with organizations including Oracle, Adobe, VMware, Payoneer, Infoblox, Syngene and now Rimini Street, I have partnered closely with executive leadership including CRO organizations, Sales leadership GMs and GVPs, Finance, and Chief of Staff functions to translate data into strategic business decisions that accelerate growth, improve operational efficiency, and strengthen commercial execution. My expertise spans: * Global Revenue Operations strategy * Forecasting & pipeline governance * Territory & quota planning * AI-driven operational transformation * Sales performance optimization * Incentive compensation strategy * Executive dashboards & revenue intelligence * CRM & process transformation (Salesforce ecosystem) * Cross-functional GTM alignment across Sales, Marketing, Finance, Customer Success, and Product At Rimini Street, I lead Global Reporting, Contracts and Commissions operations through high performing India based teams driving operational excellence, governance, scalable processes, and high-impact analytics that support global revenue operations and commercial performance. I currently work closely with global senior sales and revenue leadership to drive strategic insights, revenue performance analysis, AI-led operational initiatives, commission strategy, and revenue optimization programs that support executive decision-making and long-term growth objectives. I’m particularly passionate about the future of AI-enabled Revenue Operations leveraging automation, analytics, and revenue intelligence to build smarter, more agile GTM organizations. Known for transforming Revenue Operations into a strategic growth engine, I combine executive-level strategic thinking with operational rigor to help global GTM organizations scale predictably and make smarter, data-driven decisions. Core Areas of Leadership: • Revenue Operations & GTM Strategy • AI-Driven Revenue Intelligence & Automation • Forecasting, Planning & Pipeline Management • Global Sales Operations Leadership • Commercial Excellence & Business Transformation • Executive Stakeholder Management • Data Analytics & Performance Optimization • Cross-Functional GTM Alignment
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• Built, led and mentored the global Sales Operations team (8 directs), supporting operational process flows, Target setting, forecasting, SFDC management, data governance, KPI Reporting & Analytics, Sales enablement, process documentation, quarterly sales compensation payouts, strategic initiatives, annual operating plans • Partnered with global sales leaders and finance to develop and execute Annual Operating Plans (AOP), sales target setting and quota allocation. Equipped sales leaders with dashboards to track business performance. • Designed and implemented Quarterly Business Reviews (QBR) dashboards, sales scorecards, Performance Heat maps, Strategic account reviews, SFDC/Power BI advanced analytics & dashboards • Strategic advisor to the leadership team by delivering data-driven insights – measuring effectiveness of sales performance, tracking progress, identifying trends, driving analysis for new growth opportunities, delivering presentations for leadership management reporting • Ensure Quarter close business rhythm by driving real-time visibility and accountability during quarter close to improve deal conversion rates by scheduling “War room” cadences with Sales, Finance and Technical leaders to track critical deals, blockers and pipeline slippages – identify early call to action to facilitate deal closure • Led weekly sales forecasting calls, pipeline reviews, strategic account analysis with global sales leaders identifying trends & bottlenecks, driving forecast accuracy, improved pipeline coverage and win rates. • Owned end-to-end SFDC process flow optimization and implemented scalable, streamlined workflows to support a growing GTM engine – automation of deal proposals cycle & opportunity management. Led full cycle Quoting to Bill process improvement, streamlined approval workflows and reduced turnaround times by 25%. Established SLA frameworks for global sales support, reduced sales query resolution time from 5 days to 2 days.
• Led global sales incentive planning, target setting, KPI management, Incentive strategy for Go-to-market teams (All roles on commission – Sales, CSM, SDR, CBM, Country Managers) • Designed and implemented global sales operations and incentive guidelines, GTM excellence practices enabling role-based compensation structures tied to performance metrics and revenue contribution. • Managed and ensured accurate & timely quarterly commission calculations for all employees (Sales, SDR, CBM, Country Managers – Direct & Enterprise All regions (~150 employees with 100% accuracy) • Analyzed and identified areas for process improvements, automation, and effective communication through knowledge enablement series with regional Go-to market teams and leaders for effective implementation of new strategies and cohorts. • Conducted Quarterly business reviews with RevOps leadership presenting performance insights, KPI Plan effectiveness, Target Vs Actuals, Sales teams performance & quarterly results to senior leadership to highlight alignment with revenue/margin goals and suggested recommendations to overcome challenges for future quarters.
• Lead Business operations point of contact for APJ Enterprise business, responsible for business partnering with sales leadership for driving pipeline cadence, sales forecasting, account analysis, sales productivity, & business performance analytics • Active involvement in half yearly & annual planning activities with sales leadership to drive accounts realignment, sales segmentation and territory movements based on GTM • Instrumental in managing the rhythm of business for APJ Enterprise business and providing deep-dive insights on various aspects of business performance. • Responsible for compiling APJ All Business QBR presentation decks providing the senior leadership with insights and commentary on quarterly performance and way-forward • Point of Contact for analyzing/finalization of annual Dream Bigger accounts based on historical bookings performance and coordinating with the regional teams to ensure alignment with business strategies • Responsible for compiling and presentation of APJ Enterprise business QBR deck, providing insights and business commentaries on performance by segment, regions, industry, deal range, Target Vs Achievements and Pipeline/Forecast for future quarters • Ownership of the process and overall quality of the final presentation deliverables for key business reviews e.g., weekly/monthly field sales calls, dream bigger focus accounts and sales planning meetings • Lead all Enterprise related ad hoc / special projects and collaborate with sales leadership, product BUs and Strategic Pursuits team for planning activities. • Panelist for interviewing candidates for senior analyst open requisitions in my team • Mentoring junior team members and providing guidance to them on Subscription business