Philadelphia, Pennsylvania, United States
Experienced Revenue Operations Manager with a demonstrated history of working in the computer software industry. Skilled in Salesforce, Jira, Microsoft Office, Outreach, Gong, Clari, and other sales tools.
- Built and operationalized AI-driven GTM workflows using Clay and Claude to enhance target account segmentation, generate intent signals, and scale personalized outbound messaging—improving pipeline quality and efficiency - Partner with Sales, Customer Success, and Marketing to support strategic revenue initiatives, including territory planning and performance optimization; deliver actionable insights through scalable Salesforce reporting and dashboards to drive data-informed decision-making - Own Salesforce reporting and data strategy for various teams, developing dashboards for individual and team performance while ensuring data integrity through standardized processes and cross-functional collaboration with IT - Led implementation of tools such as Clari Groove and Clari Copilot, along with ongoing enablement of core GTM tools, including Salesforce, Gong, Outreach, ZoomInfo, and LinkedIn Sales Navigator, supporting 100+ users through onboarding, training, and optimization
- Strategic revenue team support: Collaborate with various teams across the revenue organization, including Customer Success, Sales, and Marketing, to provide operational support and contribute to the overall strategy behind territory decisions. Act as a key resource, leveraging Salesforce to build reports and dashboards that deliver actionable insights, enabling teams to make data-driven decisions and drive success. - Salesforce expertise and data management: Utilize in-depth knowledge of Salesforce to develop and maintain reports and dashboards, ensuring accurate and timely delivery of critical information to all revenue teams. Take ownership of data quality and integrity, implementing best practices and establishing processes along with IT to guarantee data accuracy and reliability for effective decision-making. - Zendesk ticket management: Manage a ticket queue within Zendesk, addressing various change requests and incidents within our various tools from across the revenue organization. Prioritize and resolve tickets promptly, collaborating with internal stakeholders and leveraging Zendesk's capabilities to ensure efficient and effective issue resolution, enabling teams to operate smoothly.
- Streamlined Salesforce processes and tool enhancements: Led projects to resolve issues with Salesforce, collaborating with cross-functional teams such as IT, Finance, and Strategy. Developed and submitted solutions, working closely with IT to ensure successful development, testing, and deployment of enhancements, resulting in improved efficiency and effectiveness for the Customer Success team. - Effective communication and stakeholder management: Owned internal and external communications for the Customer Success team, collaborating with various teams to create clear and action-oriented messages. Crafted easily digestible communications, determined target recipients, and facilitated the distribution process, utilizing email and Salesforce. Ensured seamless communication flow and alignment among stakeholders, leading to improved collaboration and client engagement.
- Global sales team collaboration: Partnered with 17 sales management teams worldwide to develop and present comprehensive strategies for effectively delivering the value of Varonis' products to customers, resulting in increased customer retention and satisfaction. - Issue resolution and action planning: Proactively identified and addressed issues in the renewal process, including deployment challenges, product usage concerns, and other obstacles. Engaged with relevant internal teams to devise and execute action plans, ensuring prompt issue resolution and maximizing customer success. - Process improvement and data analysis: Leveraged Salesforce to optimize processes and workflows, streamlining the Customer Success program. Gathered and analyzed data to accurately forecast upcoming renewals and payments, facilitating better resource allocation and enabling proactive customer engagement.
- Facilitated seamless order processing: Collaborated closely with Sales Teams to streamline the order management process in Salesforce, ensuring accurate quotes, timely order processing, and efficient coordination between various departments. - Enhanced billing procedures and financial operations: Spearheaded initiatives to optimize billing processes across multiple teams, resulting in improved accuracy, reduced billing errors, and enhanced overall efficiency. Assisted the Accounts Receivable team with internal expense reports and played a key role in collecting invoice payments. - Contributed to sales effectiveness and customer satisfaction: Proactively supported Sales Teams by assisting in quote creation, ensuring pricing accuracy, and validating order details, leading to enhanced customer satisfaction and increased sales conversions. Acted as a reliable resource for sales representatives, offering prompt and effective support in navigating Salesforce and resolving any order-related issues.
• Analyzed the sales progress, including reporting, market analyses and finding solutions to business critical issues • Provided support to sales users daily to optimize their performance and ensure they meet monthly and quarterly KPIs • Worked collaboratively with multiple internal teams (CRM, Marketing, Legal, etc) to improve and build processes • Developed programs to drive revenue growth and assist in customer retention
• Concentrated on growing business in the Enterprise Commercial market by maintaining a pipeline of large revenue deals • Assisted sales teams in all aspects of the complex sales process to close business and meet quarterly goals • Created articles and marketing communications for SHI’s website, newsletters, and customer blogs • Delivered product and sales presentations to educate SHI employees and customers on Adobe’s brand strategy • Managed 300+ Adobe agreements and assisted in analysis of purchase history and spend reports
• Provided pre-sales and post-sales support to customers purchasing hardware, software, and services • Used analytical skills and critical thinking to anticipate customer requests and provide world class support • Utilized SHI’s internal teams and large vendor channel to ensure competitive pricing for customers of all industries • Cultivated customer relationships to guarantee satisfaction with their sales experience