Palo Alto, California, United States
Set strategic priorities with CMO and VP leadership team to operationalize growth and unit economics improvements Rearchitecting the acquisition and lifecyle machine at LinkedIn. - Built business case for substantially expanding paid marketing activities at LinkedIn - Overhauled the marketing tech stack to execute on next gen campaign vision - Unlocked incremental growth through targeting improvements, automation, personalization, etc. - Introduced full funnel, multi-touch, and A/B testing design improvements Drove multiple initiatives around self-serve models and other new business/commercial model changes to drive growth in the business
The company: SalesforceIQ has three products: 1) an easy, out-of-the-box, intuitive CRM targeted at small businesses, 2) Salesforce Inbox app that connects email, crm, and customer data so that sales reps can sell smarter straight out of their inbox, and 3) Einstein, which is a machine learning platform with applications across the Salesforce product portfolio. My role: Lead Sales Strategy & Ops team on all aspects of Sales and Post-Sales strategy and execution - Define, set, and track key performance metrics across the sales funnel; help drive new bookings growth and retention through optimizing coverage, designing incentives and goals, implementing programs and processes, and adjusting key levers in the business - Work with Marketing to ensure sufficient quality pipe generation to hit sales targets - Advise Distribution functional leaders (sales dev, sales, solution engineering, customer success, user success, renewals, and sales enablement) in implementing new programs and processes to hit goals - Support sales and post-sales teams on all aspects of systems and operations
- Co-manage P&L for Kindle Content: managed 100+ publisher accounts - Negotiated contracts to increase selection, obtain funding for cooperative marketing, and improve margin on one-time sales as well as Kindle Unlimited (subscription-based model) program - Manage promotions and marketing activities to help publishers achieve top-line goals on Amazon platform - Ideated and evaluated new distribution strategies to drive Kindle audience and revenue growth
Full P&L responsibility for Fulfilled by Amazon (FBA) and Merchant Fulfilled Textbooks businesses - Accountability for driving top line growth and managing costs - Optimize website for better customer experience, higher conversion, and increased revenue - Design and implement alternative fee structure, policies, promotions, and other incentives for merchants (supply side) and customers (demand side) - Handle customer and merchant escalations; high touch management of top 50 merchant accounts, including negotiating key incentives to grow platform revenue - Analytics to monitor business performance, increase understanding of customer base, and size/prioritize growth initiatives