Toronto, Ontario, Canada
- Driving AI and automation adoption across GTM operations, launching initiatives to automate 20+ internal processes and integrated AI tools into forecasting, manager summaries, and pipeline workflows to reduce manual bandwidth and accelerate execution. - Leading a cross-functional RevOps org (Sales Ops, Marketing Ops, CS Ops, Systems & Analytics) in support of the company's ARR growth - Authored a comprehensive GTM operations strategy spanning Sales, Marketing, CS, BDR, and Systems & Data, defining infrastructure, org structure, tech stack, and execution roadmaps by function. - Owned annual GTM planning cycles, including multi-scenario bottoms-up ARR modeling, quota setting, comp plan design, territory planning, and headcount modeling in partnership with Finance and Revenue leadership. - Built the RevOps org roadmap and hiring strategy to scale the team and defined the org structure to support the company's growth plan
- Acting as a strategic business partner to all GTM teams (Sales, Marketing, CS) for planning, data reporting/analysis, process creation, tools procurement and maintenance, forecasting - Working directly with executives on GTM teams to measure and evaluate performance metrics and KPIs, as well as identify areas for improvement - Overseeing creation and execution of cross-functional campaign playbooks, from TOFU Marketing to post-sales - Owning core GTM operations, from exec-level fiscal year planning (including comp plans) to quarterly forecasting and retrospective analysis - Assisting in the hiring of other GTM roles (VP Sales, Enablement, Business Development)
- Hired & manage a team of 3 operations managers across GTM departments (Marketing Ops, Sales Ops, Revenue Analytics) - Biweekly cadences with all GTM department heads to establish and triage priorities - Established ticketing system for business team requests of RevOps - Creating and executing a quarterly RevOps roadmap based on business team and RevOps team priorities - Attend weekly leadership/executive meetings - Run a monthly cadence for execs to evaluate company progress to revenue goals and KPIs
Sales data is overwhelming. Loyee is your Slack companion with the nose that knows. It digs up digestible insights from Salesforce data.
- Assisting the Director of Revenue Operations and EVP, RevOps with adhoc tasks as needed - CRM management
- Reporting directly to the EVP of Revenue Operations, overseeing and tracking bookings and revenue for the entire business - CRM ownership & administration, including creation of department-specific automation, reporting, and views for Sales, Marketing, and Customer Success - Created the template for and further generated and analyzed weekly reports on business activities for distribution to executive team, to propose business strategies and opportunities - Sales enablement; creating and operationalizing cross-departmental processes to increase efficiency of the sales organization by streamlining interactions between Sales, Finance, Legal, and Implementation
- Pulled & analyzed data for the Routific Sales & Marketing teams - Set up foundational pipeline reports for ongoing use by the GTM team - Created reporting & dashboards for AEs and Sales Leadership - Created a cohort analysis to quantify and understand customer acquisition
- Assisted in the migration of customer records into Hubspot CRM - Implemented custom fields to help consolidate and organize customer records - Creation of templates and snippets to assist with customer communication - Creation of custom pipeline for opportunities, converted from Asana