Irvine, California, United States
Revenue Operations GTM Lead partnering with the US Commercial Sales team to drive scalable growth and forecast accuracy through territory strategy, pipeline health, and systems enablement. I support 80 sales territories representing $51M in new business/add-on revenue and $517M in ARR by leading territory carving and creation, optimizing pipeline visibility and health, and supporting field tools that enable accurate forecasting and execution. I am the lead admin for Xactly Incent, supporting 523 users through compensation plan setup, workflow configuration, Salesforce and Workday integrations, user and license management, and system testing and issue resolution. I also own the Salesforce Enterprise Territory Management model to automate sales and support team assignment to opportunities while maintaining data integrity and forecast accuracy in Clari. I partner cross-functionally with Sales, Finance, and Systems teams to align territory strategy, compensation, and forecasting across the go-to-market organization.
I managed the account, lead, territory, quota assignments, and all sales reporting for the SkinMedica field sales team (110 reps), generating $250M in sales annually. Additionally, I worked with the Business Technology team to develop and launch new sales analytics and reporting tools in Power BI and Salesforce. Other responsibilities included KPI tracking, performance tracking, quota setting, forecasting, targeting, and process optimization.
I supported the sales incentive programs for over 1,000 reps across Allergan's Specialty Therapeutics business units. These programs include bonus and commissions, annual awards, recognition and contests. My responsibilities included program design, implementation and management, model payout distribution and relevant analytics (fairness and equity testing), quota setting, program communication, training, and budget tracking.
I held a hybrid role supporting Allergan's Marketing Operations and Medical Aesthetics marketing teams. My responsibilities supporting the Marketing Operations team included reporting, analytics and vendor management. I supported the Medical Aesthetics marketing teams by streamlining and reviewing promotional, educational and training materials through the MLRC process prior to submission to the FDA.