Feb 2025 – Present · 1 yr 2 mos

• Scoop is building the future of business analytics. We're the first solution ever to make it easy for anyone with spreadsheet skills to get data from any application, blend data from different sources, and tell visually compelling data stories through slide presentations based on live, drillable data to advance their businesses.
• As an advisor, I provide strategic guidance to Scoop’s management team, advise on market trends, highlight potential strong fit customers, and am a member of the GTM advisory team.

Jan 2025 – Present · 1 yr 3 mos

• Rev is an AI-engine that builds dynamic ICPs, surfaces exegraphic data (the more nuanced aspects of strong accounts beyond simple firmographic and technographic) and points you directly to the accounts that will become your next best customers.
• I joined Rev’s executive advisory board because as an executive RevOps leader, one of the top priorities I am constantly asked to tackle is operationalizing our ICP, from which so many GTM workflows follow. Many companies spend their time on the tactics, but what if the overarching strategy is wrong? What if your accounts you are chasing aren't the right ones? The impact on GTM efficiency is compounding.
• Teams need a better way. Use Rev to get smarter and more efficient on which accounts to tackle and to identify and layer in the more nuanced aspects of your target accounts. This can take the data you are already enriching or augmenting into your CRM to the next level. And you don't need to have a data scientist on your team to do this. Just use Rev. it's easier, faster and the models are proven.

Jan 2025 – Present · 1 yr 3 mos

• As an Expert, I provide strategic advice and guidance to the investment team and founders within the Primary portfolio and broader network. Experts enjoy access to early-stage businesses, emerging trends and technology, and an expanded network of exceptional leaders and resources through a top-tier seed-stage firm.
• Primary is New York City’s premier early-stage venture firm working alongside founders to build unicorns like Alloy, Alma, Chief, Dandy Electric, Latch, K Health, Stellar Health, Slice, and many more.

Sep 2024 – Present · 1 yr 7 mos

• Collaborate with Ridge Ventures team on deal flow, understanding GTM technology market trends and portfolio support.

Aug 2024 – Nov 2024 · 3 mos

• Joining a group of passionate women in tech across the United States to mobilize support for Kamala Harris. We raised over $120k for the Kamala Harris campaign and had a live webinar with 1000 registrants and top global speakers from across tech, government, cybersecurity and non profit sharing their WHY for Kamala Harris for President. Beyond this met 100+ passionate active women volunteers in tech

May 2024 – Present · 1 yr 11 mos

• QuotaPath is a radically transparent, end-to-end compensation solution for revenue and finance teams. Teams use QuotaPath's sales compensation management solution and comp plan design expertise to develop purpose-driven comp plans, commissions visibility, and streamlined workflows.

Mar 2024 – Present · 2 yrs 1 mo

• Designed for account executives, Scratchpad is the fastest way to update Salesforce. Built directly on top of Salesforce, the Scratchpad sales management platform is beautiful and intuitive.
• Learn why AEs love it for managing their pipeline management, forecasting and staying on top of the endless to do list.
• Get started for free.
• Setup takes less than one minute.
• Https://scratchpad.com

Dec 2023 – Present · 2 yrs 4 mos

• Operators Guild is the premier community for elite builders, problem solvers and cross-functional leaders; with over 1000 COOs, CFOs, and deeply experienced operators across the globe.
• Since joining I have been a featured speaker at two annual Operators Guild Summits.

Nov 2023 – Present · 2 yrs 5 mos

• World-class operators investing in products we love. FOG Ventures was created to invest and support innovative founders that are helping create toolbox 2.0 for the modern day operator. We’re backed by the world's top Operators (CEOs, COOs, CFOs… ) at tech’s most prominent startups. We do not just invest in what we believe in — as active operators, we’re investing in products we actually love and use. Get one check from 1,000+ of the best company builders in the world.

Nov 2023 – Oct 2024 · 11 mos

• Women in Revenue believes in a world where every woman has access to a thriving, supportive community of powerful, diverse and daring members. As a non-profit organization, we exist to serve women in revenue generating roles across Marketing, Sales and Customer Success with goals of workplace equity, inclusion and career acceleration
• As a board member, I co-lead Marketing and Events to drive member engagement.

Apr 2023 – Present · 3 yrs · www.igniteconsulting.co

• Ignite is a go-to-market strategy and revenue operations firm that engages with clients in a fractional capacity. It is founded on the belief that the keys to scalable growth should be accessible to more than just large companies.
• I helped build the go-to-market foundation at Tubular Labs (acquired), Airship (Series F), Heap (Series D), Maven Clinic (Series E), Medallia (IPO), and Gilead Sciences (Fortune 500); taking companies from $25M to $100M to $350M to > $5B in revenue.
• Ignite is rooted in strong go-to-market understanding, rich knowledge of the customer journey and a commitment to developing the next generation of leaders.
• Often brought in as a fractional RevOps executive or CRO, I partner with my clients to develop, embed, and up-level the teams, systems, and processes required to “ignite” growth and fuel an efficient go-to-market engine.
• Want to learn more? Email me at anne.pao@igniteconsulting.co or book time at www.igniteconsulting.co

Mar 2023 – Dec 2023 · 9 mos

• Startup closed operations in December 2023----
• Rhythm helps scaling sales leaders make profit-conscious decisions by untangling hard-to-access financial and performance data.

Jan 2023 – Present · 3 yrs 3 mos · San Francisco Bay Area

• Pavilion is the world's largest career enablement platform for go-to-market leaders, helping high-growth employees unlock and achieve their professional potential. We provide peer-to-peer connections, ongoing training and development, and career resources to help individuals and teams get where they want to go.
• As the co-leader of the Women of Pavilion group, I help guide a 1000+ community of members who identify as women around programs, virtual and in person events, development and connection.

Nov 2022 – Dec 2024 · 2 yrs 1 mo

• Champify provides an innovative way to help GTM teams sell more effectively. By identifying and activating past champions, your sales teams won’t spend so much time on inefficient and frustrating cold outreach.

Apr 2022 – Present · 4 yrs · https://groups.google.com/g/revopsvillage · Remote

• RevOps Village is an inclusive community for current and aspiring revenue and growth professionals (Sales, CS, RevOps, Marketing) to gather, learn and engage in all things RevOps and Go-To-Market. In a year we have grown to 500 revenue professionals who meet monthly for focused Go-To-Market round tables.
• As founder, I organize a monthly, virtual inclusive gathering for current and aspiring revenue leaders to connect. The community is meant to be a source for knowledge-sharing, community building, and continuous learning.
• To join the Google group sign up here: https://groups.google.com/u/1/g/revopsvillage

Oct 2021 – Mar 2023 · 1 yr 5 mos · San Francisco Bay Area

• Maven is a Series E Unicorn ($1B+ valuation) on a mission is to change the health of the world — one woman, one family at a time
• We believe by improving care for women and families, we can build a more equitable healthcare system and a better world for all.
• I lead a collaborative and cohesive team that straddles sales ops, client success ops, go-to-market technology, enablement, sales development and proposal ops. Our mission? To help the go-to-market teams focus, drive productivity and streamline integrated workflows to power the growth engine.
• Key Accomplishments:
• Built out first RevOps org scaling team from 1 headcount to 15 headcount supporting Growth org of 100+
• Established company's pipeline generation engine (team reorganization to support business development, cadence of pipe blitzes, aligned incentives, reporting and unified Sales and Marketing target) to exceed pipeline target
• Led 2023 annual planning process, developing segment headcount, bookings and pipeline targets for direct employer sales, channel sales, payer growth, sales development, client success and strategic alliances.
• Rolled out and scaled new revenue forecast methodology, resulting in 2x improved forecast accuracy year on year
• Right hand partner to Executive Growth leaders helping grow annual new bookings by 250% YoY
• Owned development of Growth board deck (bookings, pipeline generation, win rate, competitor analysis and sales team performance)
• Introduced Sales Performance scorecard and on-demand attainment reporting to drive increased transparency and data-drive manager coaching. Quota attainment improved YoY from 20% to 80% achievement
• Led annual Growth Kick off for 100+ Growth organization, achieving a 76 NPS on overall experience
• Introduced value-based customer methodology to align sales, marketing and client success
• Redesigned Sales process with clear exit criteria and alignment to co-selling channel approach

Jul 2021 – Oct 2021 · 3 mos · San Francisco Bay Area

• Taking an intentional sabbatical to invest time in relationships with family, friends and personal health. Days spent with my partner and two kids, practicing and teaching yoga, relaxing outdoors, learning from leaders I respect, and mentoring individuals from sales, marketing, customer success and operations.

Jan 2021 – Jul 2021 · 6 mos · San Francisco Bay Area · Remote

• Led multi-function team of Revenue Operations: Sales Operations, Customer Success Operations, Enablement, GTM Technology, GTM Analytics. Reported directly to CRO and then CEO of Heap.
• Quit to take some time off to be with family and have a break after 20+ years straight of working.

Oct 2020 – Jan 2021 · 3 mos · San Francisco, California, United States

• Marketing and digital experience teams at thousands of the world’s most admired companies rely on Airship’s Customer Engagement Platform to create deeper connections with customers by delivering incredibly relevant, orchestrated messages on any channel.
• As the Vice President of Revenue Operations, I partner directly with leadership and teams from Sales, Marketing and Customer Success. I have a multi-function team across go-to-market operations, analytics, enablement, business development and go-to-market systems.

Jan 2019 – Jan 2021 · 2 yrs

• After a year leading Global Field Operations and Enablement at Tubular Labs and reporting directly to the Chief Revenue Officer, my role was expanded to be the Global Vice President of Business Operations. My remit is to lead, scale and optimize the GTM operations function across the company. My high-impact, cross-functional team looks after Sales Operations, Customer Success Operations, Marketing Operations, Product Operations, centralized GTM analytics, GTM systems, GTM Enablement and Sales Development. I report directly into the Chief Financial Officer, with dotted line support to the Chief Revenue Officer, Chief Commercial Officer and Chief Executive Officer.
• I also founded the company's first Women@ ERG, established the charter and engaged wider Tubular employees to participate in regular activities focused on increasing connectedness, community building and representation of women in Tubular. I also sat on the committee for the Justice ERG dedicated to diversity, equity and inclusion.

Jan 2017 – Jan 2019 · 2 yrs

• Manage multi-disciplinary team across three core pillars: enterprise data analytics, systems integration and ServiceNow platform management.
• Quarterbacked internal product development cycle for top strategic priority customer health solution that integrated and reported on core customer health KPIs from 5+ business systems.
• Employed empathy to identify cross-functional pain points and use cases for customer health solution, led requirements gathering, KPI definition, build, testing, deployment, training, and internal product incubation.
• Built close relationships with senior leaders from Go-To-Market, Product, Engineering, Solutions and Sales to embed customer health solution into existing business processes and to drive enhanced cross-team alignment and collaboration. Within 3 months, scaled usage from 2 to 6 teams and grew user base by 400%.
• Collaborated with Solutions team to drive product lifecycle (vision, use case definition, design, build, test, deployment, project management) of first internal feedback system for measuring employee experience and IT service delivery.
• Developed enterprise data strategy for cloud data warehouse tech stack needed to support operational reporting of business data through to Tableau. Presented business case to CIO for technology investment and resourcing plan, both of which were approved. Managed company’s first enterprise data warehouse (Snowflake and Fivetran as ELT) implementation from start to deployment.
• Led priority CFO cross-functional initiative aimed at reconciling and ingesting annual contract value (ACV) data from customers into Salesforce to enable system-generated Board of Directors reporting and audit readiness.
• Executive lead from Women@ ERG, committee member of Diversity, Equity and Inclusion ERG
• Selected as one of 5 employees to represent Medallia in the global employee value proposition campaign for what it means to bring your whole self to work

Jan 2016 – Jan 2017 · 1 yr

• Owned weekly sales forecast and pipeline generation calls with Sales leadership. Planned call flow, provided data-driven insights and advised on deal conversion rates. Managed deal hygiene and roll-up for CRO bookings call.
• Managed product configuration, Salesforce integration, enablement, and licensing for sales forecasting tool (Clari). Shared product pain points and desired enhancements with Clari team, many of which were built. Grew usage by 500%.
• Scaled Sales Operations best practices (operational reporting, forecasting cadence, sales tools) to North America, EMEA and ANZ teams to drive deeper understanding of quota performance, SD productivity and pipeline generation.

Jan 2015 – Jan 2016 · 1 yr · Cape Town Area, South Africa

• Quirk / Mirum is a marketing agency born digital. An agency where a culture of learning, innovation and curiosity allows some of the best and brightest minds in the business to push the boundaries of creativity and technology.
• We view our digitally enabled world as one constantly in beta. The fundamentals of marketing endure, but the way consumers are interacting with brands is evolving constantly. Quirk is built to thrive in this rapidly changing environment. If you are also inspired by change, we are your agency.
• As Head of Data, I was responsible for building out the Data capability for Quirk and managing a 7-person team that spans Analytics, Customer Relationship Management, Digital Campaign Management and Mobile service offerings. In this role, I stayed up-to-date on the latest global and local trends, contributed to new business development, and advised scalable data strategy and implementation approaches across our diverse client base.
• I also acted as lead consultant to a variety of clients, advising around data strategy, report and dashboard development and omni-channel customer experience to C-level executives and their teams.
• The Data team worked closely with Strategy, UX, Paid Media, Engineering and Client Service teams to provide integrated client solutions grounded in a data-led, single customer experience. We were dedicated to delivering actionable and relevant insights and analysis that empowered data-driven decision-making, improved accountability and management best practices.

Apr 2014 – Jun 2014 · 2 mos

• Business development, business intelligence, governance and change management related to delivery of innovative technology solutions customized to client needs. Principal consultant on range of senior stakeholder projects with leading South African financial institution. Account manager for largest company business development account. Responsible for proposal development, contract renewal, coordination of resourcing and regular client engagement.
• Projects:
• 1) Data Supremacy and Data Governance Mapping
• Engaged 50+ stakeholders to provide data supremacy input across variety of data systems.
• Mapped findings across all systems and formulated methodology for assessing supremacy across customer master data record elements.
• Presented findings to Executive team to drive follow-on steps for programmatic implementation.
• 2) Business Strategy for Debt Unit
• Led Business Strategy development and implementation planning for client's newly founded debt management team.
• Performed current state assessment of management practices to effectively reduce debt, led industry research for best practice and performed gap analysis and efficiency analysis.
• Presented findings to Senior leader of Debt Unit for implementation
• 3) Program Manager for Heath Technology Software Development solution
• Program managed initial start of software development health technology solution for Western Cape Ministry of Health to optimize healthcare diagnosis and flow through health systems.
• Managed Junior business analyst to develop Functional Requirements specification and coordinated with partner stakeholders and government stakeholders for approval.

Jan 2014 – Jan 2015 · 1 yr

• Within 3 months of joining Saratoga as a Senior Business Intelligence consultant, I was promoted in July 2014 to Head of Advanced Analytics & Big Data. I led a five-person consultant team comprised of BI Senior Developers, BI Data Scientists and BI Data Analysts around strategy and operational execution of analytics, data sourcing, data governance, data visualization and data strategy implementation. As a team of technology consultants, we supported large corporate clients from retail, financial, oil and internet industries. As a senior BI leader, I also acted as the primary business development and account manager for our largest revenue client in the financial services industry. Within 8 months of joining the company, I was nominated for Management Leader of the Year.

Jan 2013 – Jan 2015 · 2 yrs · Cape Town Area, South Africa

• Weaverlution is an online marketplace that enables non profits, corporates and citizens to connect, coordinate and collaborate their efforts in the community engagement space. A digital platform, Weaverlution enables organisations and individuals to easily share, search and create projects and needs linked to sustainability and social change. People and organisations can find projects to engage with that align with their personal passions, skills and schedules.
• As CEO and Co-Founder of Weaverlution, my responsibilities straddled the entire landscape of launching a startup, from conceptualisation, business development, sales, financial analysis, partner discussions, marketing and community buy-in. I also played an integral role in providing functional requirements for the software development of our product and Microsoft Azure powered BI reporting services on the back-end of our solution.
• We launched Weaverlution in South Africa with an aim to expand into other emerging markets. During the first three months of launch, Weaverlution was selected as local South African partner to CauseTech, a global initiative launched by UNICEF that aims to highlight technological solutions to helping with access needs. We also supported over 25 organizations and 60+ projects in their community engagement efforts in 3 months.

Jan 2012 – Jan 2013 · 1 yr · Cape Town Area, South Africa

• Prior to the start of my MBA at the University of Cape Town, I acted as a freelance principal consultant and delivered multiple projects to a leading global HIV advocacy non-profit around knowledge management and technological solutions.
• Within this capacity I delivered robust analytics and system operations support to enable informed decision-making in the non-profit sector of healthcare. I advised the selection of a cloud-based knowledge management tool by defining core system requirements through interactions with senior stakeholders and then engaging various global platforms against these requirements for selection. I also led Web Presence Analysis across the various websites of the non-profit. This project assessed websites for consistent branding, messaging, social media integration, content, functionality and navigability. The analysis and recommendations were used to inform global website updates. The final two projects supported production of a global advocacy guide to be used by a host of country groups as well as preparing materials for the CEO for an upcoming global conference presentation.

Jan 2011 – Jan 2012 · 1 yr · Mbabane, Swaziland

• As strategic advisor to the Ministry of Health, crafted $11M health management information systems strategy focused on integration of unique health identifier with Swaziland Ministry of Health and other local NGOs.
• Developed Swaziland's first SMS-based patient appointment reminder system and strategy. Defined functional requirements, coordinated configuration and installation, led training and of health professionals in rural clinics and user testing.
• Designed and implemented operational dashboards to assess progress and budgetary performance for three year $18 Million donor-funded HIV program across 9 geographically dispersed implementing NGO partners.
• Led project planning harmonization effort to assess staff planning needs and to recommend future project management solution for implementation across the organization.
• Developed organization's first budget model to effectively capture time-phased programmatic budgets, headcount inputs, and operational allocations, and facilitate quarterly headquarter updates.
• Built assessment tool and rolled out to 60+ government stakeholders for mid-term review of Swaziland's progress against first 5-year health sector strategic plan and to then identify remaining budgetary needs.

Apr 2009 – Jul 2011 · 2 yrs 3 mos

• Directed sales and marketing analytics for 100+ sellers in HIV Franchise responsible for $2B US Sales.
• Business architect and implementation lead for launch of company's first system-automated customer segmentation and targeting process.
• Examined revenue impact of generic drug usage in Africa. Analysis persuaded C-level executives to pursue more targeted strategy for Africa operations.
• Developed analysis methodology for new strategic third agent market for HIV franchise and aligned weekly sales reports.
• Led team of operational IT consultants in design, management and optimization of Commercial dashboard.
• Coordinated system enhancements and integration of COGNOS Business Intelligence platform.
• Delivered sales alignment analysis evaluating equitable workload dispersion and market opportunity to drive recommendations around sales force structure.
• Influenced Sr. management decision-making through actionable analysis linked to market opportunity, positioning, targeting and sales force optimization.

Apr 2007 – Apr 2009 · 2 yrs

• Managed $143M Commercial HIV and Hepatitis budget to 1% variance target through collaboration with 37 Sales and Marketing business partners.
• Created reporting infrastructure, developed methodology and built data models to support streamlined input and consolidation of Sales expenses to drive budget adherence and efficient quarterly forecasting cycles.
• Teamed with Purchasing to develop Marketing cost-savings strategies leading to $1M savings in 6 months through optimized vendor selection and management.
• Led month close and accrual process for Commercial division

Jan 2006 – Jan 2007 · 1 yr

• Led corporate management reporting and budget consolidations process for $500M across domestic and international subsidiaries.
• Managed quarterly revenue analysis.
• Validated financial compliance controls as Sarbanes Oxley Pre-Assessor.
• Revamped budget financial models for efficient turnaround.
• Created comprehensive budget training packets and coordinated user testing of the online budgeting system.

Jan 2003 – Jan 2006 · 3 yrs · El Segundo, CA

• Business manager for strategic enterprise systems campaign linked to $1.2B market opportunity.
• ERP Communications Lead and Subject Matter Expert for SAP systems implementation.
• Led financial planning and analysis for $50M new business investment
• Researched, designed and implemented company contract process.
• Promoted twice in two and a half years.