Avon Lake, Ohio, United States
Allowing you to see the forest while I focus on the trees. I streamline the complex and over architected with precision and efficiency using my extensive strategic operations knowledge to produce accurate insights to drive growth. I architect and accelerate growth engines for high performing and scaling organizations that are easily and reliably accessible across all levels of the org. With over 18 years of experience driving revenue, I specialize in aligning sales, marketing, customer success and finance to deliver precise and scalable results. My expertise in revenue architecture and efficiency allows me to design GTM systems and KPIs that accelerate revenue achievement through data-driven decisions that address the entire lifecycle and drive LTV. I strategically leverage AI-driven insights to accelerate the entire buyer's journey. Implemented tracking of key B2B Marketing and Sales metrics; Marketing Qualified Lead Volume and Conversion Rates, Multi-Touch Campaign Attribution, Marketing Sourced Pipeline Coverage, Campaign Effectiveness and Performance, Pipeline Velocity, Sales Forecasting, Territory Planning and Management, Compensation Modeling. Administrator of Hubspot, Gong, Gainsight, Salesforce, Apollo.io, ZoomInfo, Tableau, QuotaPath, CaptivateIQ, Clay, UserGems Specialties: GTM strategies, KPI modeling, Forecasting and Planning, Compensation Planning and Management, Territory Planning, Marketing Operations, Sales Operations, Customer Success Operations, Partner Operations, Data Analysis, Trend Analysis, Project Management, Process Improvement, Pricing
Responsible for GTM and finance operations within Pyramid Analytics. Completely rearchitected the sales/marketing process to implement MEDDPICC and bring accuracy and visibility into the forecast. Increased visibility and focus around persona, target ICP and product whitespace has helped produce 86% YoY growth from Q1 2023 through Q1 2024. Buying cycle has decreased 42% in the same time frame. Formalized the CS process to help generate a 64% decrease in churn rate from Q1 2023 through Q1 2024. Implemented new invoice tracking process to help reduce visibility gaps in the invoice process. Responsibilities: • Develop, document, and execute Pyramid’s go-to-market strategy, quarterly plans, and program blueprints to hit our revenue goals • Providing actionable intelligence on GTM operations, rep performance, win/loss, conversion rates, and KPIs on a recurring basis • Forecasting to include pipeline/growth and retention with rollup across sales teams. Synthesize data and be able to work with finance and executive leaders on impact and strategy • Constantly review business processes to drive strategic alignment and deliver timely business insight, in coordination with all GTM teams • Lead our GTM operations function and enable the GTM operations team. Identify opportunities to drive revenue, such as go-to-market strategies, tactics to streamline the customer lifecycle, and potential sales process improvements. • Work cross-functionally with sales, marketing, customer success, finance, product, partner and other stakeholders to share insights and centralize information • Oversee and administer systems (Hubspot, Gong, ZoomInfo, Drift, etc), data administration and recommend tools to improve data quality, analysis, reporting, dashboards, etc. • Own the compensation plans for entire org, quota-setting process, maintenance of quotas and measuring achievement • Manage the revenue operations team budget and tools
Spearhead overall facets of entire customer journey tech stack, including Hubspot Marketing, Sales, and CRM, Tableau, Chargify, Netsuite, CData, Alteryx, Gong.io, Totango, and Celigo. Provide visibility to pipeline velocity and efficiency while replacing several old manual processes by optimizing entire sales pipeline management and forecasting system within Hubspot. Pivotal in developing, managing, and streamlining entire customer journey process for a new ecommerce product, including pricing structure, system design, lead flow, pipeline management, and reporting structure. • Eliminated manual tracking by developing pipeline and conducting forecasting within Hubspot. • Replaced manual reporting processes by developing reporting suite for sales, marketing, and finance to provide actionable insights from multiple systems leveraging Tableau. • Increased bookings 150% YoY in Q1 2021 by creating incentive plan for the sales department focusing on driving value. • Developed custom quoting to contract administration process via Google Sheets, Hubspot Custom Objects and Tableau, eliminating manual processes across sales, finance, and customer experience. • Decreased error rate by over 5% through the identification of several broken processes within contract product mapping from Netsuite to Totango via Celigo.