Greater Paris Metropolitan Region
Strategic Revenue Operations leader with 15+ years of experience partnering with Sales and Executive Leadership in high-growth SaaS environments (including Zscaler, Red Hat, Veritas and EMC). Expert in driving revenue performance through forecast accuracy, pipeline optimization, and scalable go-to-market strategies. Proven ability to influence senior stakeholders, standardize global processes, and deliver data-driven insights that support business growth and operational excellence. Core Competencies: - Revenue Strategy & Planning - Forecasting & Pipeline Management - Sales Performance & KPI Frameworks - Territory Design & Quota Setting - Executive Business Partnering - Cross-Functional Leadership (Sales, Marketing, Finance, CX) - Sales Process Optimization & Scalability - Data Analysis & Business Insights
Partner with CRO and the Regional VPs to drive revenue performance and improve forecast accuracy Own and optimize the end-to-end forecasting process, increasing visibility and accountability across regions Analyze pipeline health and performance to identify risks and opportunities impacting revenue outcomes Lead Quarterly Business Reviews (QBRs) at global and regional level, standardizing executive reporting and improving decision-making Design and implement scalable sales processes and operating cadences, improving team efficiency and alignment Define and track KPIs and performance metrics to support growth across new business and expansion Collaborate cross-functionally to drive go-to-market initiatives (finance team, marketing team, events team) Improve data quality and reporting accuracy across Salesforce and BI tools Act as a trusted advisor to senior leadership, influencing strategic decisions
Serve as the trusted advisor and revenue operations lead to sales leaders Develop, track and manage the forecast process, performance analysis, metrics/KPIs to drive accuracy Monitor and review the Salesforce funnel and pipeline metrics weekly to ensure quality and accuracy Partner with sales leaders to define, refine, and maintain sales territories and account assignments Own sales analytics data gathering, reporting, and improvements Implement best-practices and standardization of sales processes leveraging efficiency and scalability Ensure alignment of Sales team with overall corporate objectives, cadence and priorities Define programs and processes that promote new logo, up-sell, cross-sell in partnership with Sales, Marketing & CX Own the Quarterly Business Review process : creation of a QBR Deck that was adopted worldwide Ensure Tools and Systems align with internal sales processes and create training documentation to support
Align with Zscaler Sales Organization’s strategy, corporate vision and business initiatives at a regional level Partner with regional leadership to drive sales strategy execution and operational planning Lead forecasting cadence with VP and Regional Directors, improving forecast consistency and accountability Design and implement territory planning and quota models aligned with business objectives
Lead global initiatives to enhance Salesforce data structure and reporting capabilities Develop dashboards and metrics in Tableau to improve visibility into technical validation and presales performance Standardize KPIs for global QBRs, enabling better executive decision-making
MED Region covers France, Iberia, Italy, Israel, Greece, Cyprus and Malta. Lead regional forecasting processes and improved pipeline visibility and data consistency Implement the mindset of sales excellence in the sales teams in the region Act as a strategic partner to VP Sales, providing forecasting and performance insights Support annual sales planning (territories, segmentation, quotas) Build and standardized reporting across the region to drive alignment and execution Solve compensation issues – Collaboration with Incentives team Be the only point of contact for sales operations support at all levels: VP, Country Managers, Sales Managers, Sales Reps, Solutions Architects, Inside Sales for 7 countries.
2016 - 2017: France & Benelux 2017 - 2019: EMEA South (France, Iberia, Italy, Israel) Act as a business partner and support the EMEA HQ Performance management Run an effective and efficient pipeline and forecasting process Drive a consistent sales methodology and robust deal management processes Support the Regional Sales Leader in all business-related activities Partner with Country Managers and District Managers to implement the cadence and highlight opportunities to drive performance and growth in their business using data and insights that will improve productivity Drive sales excellence and execution Run an effective and efficient pipeline and forecasting process Track bookings against forecast and ensure all adjustments are done Support planning activities, go to market coverage model and quota setting process Collaborate with the compensation team to track sales quota attainment and ongoing quota management and provide data analysis as needed Complete ad hoc analysis as needed to drive business performance Drive improvements in dashboards and Reporting
Analyze and forecast sales – Attend the weekly forecast calls Check the revenue recognition, analyze discrepancies and claim revenue to Corp when necessary Support the country manager in the annual sales planning exercise Responsible for the territory management Calculate the team’s achievement (sales and presales) Provide the team with reports to help them drive their business Train the new hires in the EMEA business operations team Attend sales operations team meetings to present the region's forecast and share best practices