Nov 2023 – Feb 2024 · 3 mos

• My goal was to help Adit break from a multi-year growth stalemate challenge in SalesOps. All my efforts were directed towards this problem statement. Launched new revenue initiatives to successfully achieve this:
• 1. Launched Lite version of the product
• 2. Launched a freemium motion
• 3. Local currency payments to mitigate USD conversion losses
• 4. Designed a revamped lead management strategy

Oct 2023 – Feb 2024 · 4 mos · Bangalore Urban, Karnataka, India · Remote

• SaaS GTM Strategy. Board Advisory.

Sep 2022 – Oct 2023 · 1 yr 1 mo

• Ensuring no SalesOps/RevOps walks into a sales & marketing meeting with funnel metrics stitched on a gsheet and have the credibility of the data questioned than making decisions out of it.
• Ensuring no CMO & Directors of Demand Generation have to wonder what happened to the hard-earned MQLs, what leads are converting downstream.
• Ensuring no CRO has loses sight of key business metrics and has to request for the data to be sent over.
• Ensuring no sales leader signs up for a million dollar quota and wonders if they signed up for failure with no visibility into what conversions, industries, etc have worked.
• In a nutshell: Don't want your org going into a standstill for every MBR/QBR/Board PPT for days together. We wanna bring "fun" to your "funnel metrics" and show you a predictive revenue engine that actually works!
• Make decisions🎯 Not excel sheets!📚
• My responsibilities include/included/not limited to:
• ✅ RevOps Consultant for RevSure customers
• ✅ RevOps Strategy for RevSure
• ✅ RevSure Content Strategy (including writing the blogs and working on designs)
• ✅ Technical Customer Success & Product Consultation
• ✅ Business Usecase QA
• ✅ Sales, Prospecting & Marketing
• ✅ Working closely with Engineering and Product
• ✅ Functional & cross-functional business processes & documentation
• ✅ Hiring
• The role puts me into the shoes of my traditional customers in RevOps "GTM teams" internally and externally, and I learn firsthand the challenges they face—a critical learning for any RevOps professional.
• In working with external customers, I have a chance to learn different business strategies and advice them from my RevOps expertise.
• Then there are all the other tasks an early-stage startup demands of you, from working with engineering and product and doing sales and marketing - everything a great boon to skills outside of core RevOps but critical in building a company.

Mar 2022 – Aug 2022 · 5 mos

• Joined RevSure as the RevOps advisor when they were in stealth. My role was help shape the product for CROs, CMOs, CEOs, and RevOps - the audience for RevSure and position RevSure in the revenue community using my credentials.
• I later joined them full-time.

Jan 2022 – Aug 2022 · 7 mos

• Revenue-first focus. High-level:
• Execution of business metrics on the CRM (churn, upgrade, downgrade, renewal, new, credit notes, debit notes)
• Drive a revenue-leakage project tracking usage metrics onto CRM
• Revenue forecasting
• Laying down the structure for a self-serve product
• Ownership from GTM on cross-functional projects like launch of new products, board presentations
• Implement a forecasting solution
• Implement a sales productivity empowerment program
• Implement a CLM & an eSign solution
• Redesign of lead and customer journeys
• Analysis of win rates / why win or lose
• Business segmentation
• Implement a CRM-to-CPQ-to-CLM-to-eSign-to-Product-to-ERP project
• Hiring focus: onboard teammates who elevate the avg. IQ (domain focus) and the EQ (empathy) of the Ops team

Jul 2021 – Dec 2021 · 5 mos

• Back to the garage. This time to build a SalesOps function on steroids. High-level:
• Starting with -1 on rearchitecting sales systems to suit business needs
• Sales strategy on market outreach for a product yet in a greenfield markets
• Capacity planning for GTM teams
• Training & Enablement on the sales process, tech stack, outreach strategy
• Setting up Salesforce structure to meet business needs
• Implementing & Integrating SalesLoft, Gong, Rattle, Visdum
• Implement Sales Acceptance(SAL) process
• Implementing sales funnel (lead to closure journey)
• Defining the sales and prospect journey
• Implement a commissioning solution

Oct 2021 – Jan 2022 · 3 mos

• Help unblock key strategic business initiatives and guide a SalesOps Manager.

Aug 2021 – Dec 2023 · 2 yrs 4 mos · Remote

• I facilitate sessions for B2B SalesOps across multiple batches. The sessions walk the cohorts through how B2B Sales functions at a high level, moving onto the need for a specialized function, SalesOps, and how it streamlines business processes, measures metrics, and is pipe and revenue-focused.
• The feedback on the sessions has consistently been top-rated. The best outcome has been when students reach out on LinkedIn to deep-dive further into the function or to thank me when they get placed in a SalesOps role.
• The batches have varied student groups ranging from the usual B2B SaaS Sales and Marketers or early Ops folks to very senior bankers with multi-decade experience and freshers with a year's experience in software development - all wanting to learn about the SaaS SalesOps function.

Mar 2021 – Nov 2023 · 2 yrs 8 mos

• Help set up RevOps: implement sales and marketing tech, process, structure and execute projects, design and measure key metrics. Worked with GTM on strategic initiatives. My role involved working closing with Head of Revenue.

Mar 2020 – Dec 2020 · 9 mos

• Advisor to the founder at Playment (acquired by Telus International)

Mar 2019 – Jul 2021 · 2 yrs 4 mos · Bengaluru Area, India

• Founding member of the RevOps team at Whatfix.
• Built SalesOps & PartnerOps from scratch starting out as a one member team. A function that eventually evolved into RevOps as we scaled.
• CRM architecture up and running
• Conversions across the funnel in place (MQL>SQL>SAL>Won/Lost/Drop)
• Processes in place to ensure smooth xDR<>AE handshake
• Sales<>CSM transition handshake in place
• Driving all key meetings & decisions out of dashboards - meaning all stats populate like magic! I promise you would drool at how meaningful and beautiful our dashboards look - not to mention 'colorful' too!
• xDR activity stats in place: Emails sent/opens/replies, Calls Answered/VM, Time to contact, Time to Qualify leads
• Automations in place to ensure every key stakeholder has their data 'at the time of event' (PM knows a deal is lost to feature the moment the deal is saved)
• What channels are working and how? IB vs. OB, Direct Sales vs. Partnerships vs. AM
• Sales Productivity App Integrations in place
• Data Enrichment Integrations in place

Dec 2016 – Feb 2019 · 2 yrs 2 mos · Bengaluru Area, India

• Gatekeeper to all sales and marketing data flowing into Plivo, Salesforce go-to-guy, Sales Automation. Don't be taken away by titles, since in all practicality as the Ops function I handled
• SalesOps, Sales Enablement, sitting at the periphery of CSOps - it was RevOps evolving.
• Brief on my work at Plivo:
• "Help Plivo gain a competitive edge with use of data and analytics, which can enable faster and larger-scale evidence-based decision making, insight generation, and process optimization."
• Why do organizations need a SalesOps Specialist?
• Often when it's time to "bring order to chaos" (leaving an easter egg there ;) )
• Rapid growth without visibility, process and measurement is a ship sailing fast with no clear destination
• "Creating, implementing and optimizing the processes, data and applications that support the Sales team at Plivo"
• > Building the Salesforce instance at Plivo from scratch to a stable version as on date
• Cleaning up the existing messed-up structure to build all things from scratch
• Building brand new custom objects
• Building a slew of Validation Rules / Processes via Builder / Workflows / Email Templates
• Intelligent reports, dashboards & leaderboards
• Testing and integrating multiple third-party applications
• "Moulding the foundation that feeds into marketing, finance and customer success at Plivo"
• Building virtually non-existent processes in SalesOps at Plivo right from Prospect Sign-Up to Opp Qualification to Deal Closure
• Administering more than 8 different applications [Ondigo, Blendo, Salesforce, Gong, Aircall, Tableau among others]
• Go-to guy to new app developers w.r.t. Salesforce/SalesOps at Plivo
• Working in tandem with Product Team to detect patterns of fraudulent sign-ups and help block them
• Working with Product Support Team to help them with prioritising tickets
• Commission Calculation for SDRs and AEs
• Territory assignments exercize with VP Sales

Nov 2015 – Dec 2016 · 1 yr 1 mo · Bangalore

• Managed Sales Operations and Salesforce Administration at Subex.
• I was part of a two-member Sales Operations Team at Subex managing Salesforce administration. A major part of the work revolved around building Termsheets for the deals (complex excel sheets that captured every nitty-gritty details about every single deal - the cost and P&L and the resource structure amongst other things).
• Working on QBR presentations for the leadership was another important part of my role.

Aug 2012 – Oct 2015 · 3 yrs 2 mos · Bengaluru Area, India

• CRMOD Analytics, Debtors & Collections management, DSO Analysis, Opportunity Analysis, Pipeline trend Analysis, Incentive Mapping & Revenue Analysis.
• I was the 'Debtors guy' at Media & Entertainment (M&E) vertical of Tech Mahindra successfully working on closing some important outstandings approved for "write offs" by the management.
• Twice I had the opportunity of meeting the CEO & MD CP Gurnani - once part of a chosen 9 member team from the entire organization based on unique qualities (mine was blogging) and a surprise interview.
• The second time I was hand-picked by VP of M&E vertical to represent the vertical as a Young Leader - an outcome of an initiative I took by myself to cold-call customers that Sales had given up on and recovered $69K. It was a very small sum of the approved write-offs from the Satyam era but it gave me a chance to taste the rewards of ownership.