Oct 2022 – Sep 2024 · 1 yr 11 mos · Colombo, Western Province, Sri Lanka · Remote

• Driving strategic CRM-led transformation for SMEs across India and Sri Lanka with a focus on sustainable growth, operational clarity, and user-centric systems.
• 🔹 Key Outcomes & Impact:
• CRM Strategy & Implementation: Spearheaded end-to-end Salesforce and Zoho CRM deployments, tailored to SME growth stages and aligned with GTM strategies.
• Sales Enablement: Streamlined lead qualification and pipeline governance, resulting in a 20–30% improvement in sales cycle efficiency.
• Marketing Ops: Optimized campaign tracking and lead-to-revenue reporting using integrated CRM dashboards.
• Training & Adoption: Developed training SOPs that improved CRM adoption rates by over 40% across client teams.
• Automation & Analytics: Automated email cadences, pipeline stages, and reporting — enabling real-time decision-making and team accountability.
• 🔹 Selected Projects:
• India: Scaled CRM usage across sales teams of early-growth startups and traditional businesses shifting to digital.
• Sri Lanka: Acted as fractional CRM lead to restructure client lifecycle journeys, improving conversion and retention metrics.

May 2017 – Sep 2022 · 5 yrs 4 mos · Remote

• Brought in to lead revenue enablement, CRM governance, and go-to-market execution for GlobalData’s B2B portfolio across APAC and MENA. Partnered across Sales, Product, and Marketing to drive pipeline velocity, CRM adoption, and customer engagement using automation, analytics, and lifecycle frameworks.
• 🔹 Strategic Execution & Impact:
• Implemented Salesforce Sales & Marketing Cloud for 200+ users; migrated legacy data, set up taxonomy, dashboards, and role-based workflows.
• Owned CRM governance, training, adoption programs—boosting CRM usage by 25%+ and increasing cross-team visibility.
• Built ABM campaigns and lead nurtures (via Eloqua/Pardot), improving MQL-to-SQL conversions by 40%.
• Managed full-funnel marketing ops—planning and executing persona-based campaigns, managing regional PR, and overseeing media relations.
• Created and managed renewal programs and upsell/cross-sell frameworks for client lifecycle teams across India, Middle East, and Africa.
• Acted as fractional product marketing owner for the “Disruptor Intelligence Centre,” driving roadmap-based marketing, usage analytics, and buyer communications.
• Directed sales enablement initiatives, campaign assets, and sales collateral based on behavioral insights and funnel performance.
• 🔹 Cross-Functional Collaboration:
• Worked closely with product, sales, and customer success to ensure alignment and insight-led execution.
• Planned and managed social media calendars, PR programs, and speaker engagements for visibility across key industry events in APAC & MENA.

Nov 2015 – Apr 2017 · 1 yr 5 mos · Mumbai, Maharashtra, India

• Led a dual-track portfolio combining sales enablement consulting and a client gifting venture — both rooted in elevating the customer experience and building operational rigor for early-stage businesses.
• 🔹 Sales Enablement & CRM Strategy
• Designed sales frameworks integrating Salesforce and HubSpot for distributed teams.
• Created onboarding flows, training modules, and playbooks to reduce ramp-up time.
• Enhanced pipeline visibility with KPIs and stage-based performance dashboards.
• Managed CRM data mining, segmentation, and reporting to support GTM campaigns.
• Oversaw campaigns and integrations across real estate, travel, and logistics verticals.
• Produced BRDs, coordinated project delivery, and supported legacy system migration.
• 🔹 CX-Led Gifting Venture
• Curated bespoke client experience solutions, from concept to execution.
• Managed product sourcing, customization, branding, and logistics.
• Functioned as a brand extension for startups aiming to delight key clients and investors.
• 🔹 Bridge to Enterprise
• This chapter became a sandbox for testing how CX, RevOps, and creative enablement could drive growth — laying the groundwork for my later enterprise leadership roles.

May 2013 – Jun 2015 · 2 yrs 1 mo · Hyderabad, Telangana, India

• Served as the strategic operations partner to IBM’s Software Sales teams across Germany, Austria, and Switzerland (DACH), with a core focus on pipeline visibility, sales planning, and stakeholder enablement.
• 🔹 Sales Operations & Forecasting
• Drove execution of sales effectiveness programs supporting acquisition and account growth.
• Created region-wide MIS reports, dashboards, and analytics to support weekly cadence reviews.
• Managed pipeline intelligence, monitored CRM data integrity, and supported data migration to SalesConnect.
• Developed GTM dashboards that improved forecasting accuracy and data-driven planning.
• 🔹 Stakeholder Enablement & Cross-Functional Liaison
• Acted as a conduit between sales, presales, proposal writing, and solution delivery teams.
• Supported proposal development and deal desk operations for high-impact pursuits.
• Partnered with CRM and Customer Relationship teams to launch and evaluate CSAT surveys.
• Led internal comms across regional teams through data-rich management newsletters.
• 🔹 Early RevOps Lens
• This role was foundational in developing my RevOps perspective — blending CRM rigor, stakeholder collaboration, and sales strategy to power enterprise-level GTM alignment.

Jul 2011 – May 2013 · 1 yr 10 mos · Hyderabad, Telangana, India

• Brought on to establish and scale the sales support engine for GlobalData’s APAC team. Played a pivotal role in pre-sales execution, CRM adoption, sales operations, and client success across emerging markets. This role laid the foundation for my growth into regional leadership within the company.
• 🔹 Sales Operations & Enablement
• Drove Salesforce.com adoption and managed end-to-end CRM administration across new sales territories.
• Built KPI frameworks, territory allocation models, and performance dashboards to support GTM execution.
• Created monthly sales performance decks and commission payout reports by country, product, and rep.
• 🔹 Pre-Sales Intelligence & Marketing Support
• Led list builds, segmentation, and account-level intelligence to support demand generation and outbound campaigns.
• Coordinated proposal development, analyst briefings, and cross-functional content creation.
• Ran competitive benchmarking and market analysis to inform strategic targeting.
• 🔹 Client Services & Account Retention
• Oversaw user onboarding, usage adoption, and query resolution across APAC client accounts.
• Championed early-stage ABM initiatives, unlocking upsell and cross-sell potential through personalized outreach.
• Collaborated with delivery and product teams to drive subscription renewal and satisfaction metrics.
• 🔹 Strategic Footprint
• Supported the setup of marketing and PR operations for the IMEA region, establishing key media relationships, assisting with trade event representation, and strengthening GlobalData’s presence in priority markets.

Feb 2007 – Jun 2011 · 4 yrs 4 mos · Hyderabad, Telangana, India

• This role was where it all began—my pivot into marketing, revenue enablement, and client-facing strategy. I joined Datamonitor during its growth surge and wore multiple hats across operations, project delivery, and eventually marketing and PR for the IMEA region.
• 🔹 Marketing, PR & Revenue Enablement (2009–2011)
• Launched the marketing and sales support function for India, Middle East, and Africa.
• Designed and ran persona-driven campaigns across pharma, healthcare, tech, and consumer sectors.
• Led analyst and media relations, regional PR initiatives, and brand presence at industry events.
• Migrated teams from SalesLogix to Salesforce; drove CRM adoption, dashboard creation, and data governance.
• Built sales processes, onboarding flows, proposal templates, and managed renewals and upsell initiatives.
• Collaborated with legal, finance, and delivery teams to shape commercial proposals and support deal closure.
• 🔹 Programme & Project Support (2008–2009)
• Managed internal project timelines, checkpoints, and delivery documentation using PRINCE2 methodology.
• Supported cross-functional initiatives including early CRM and data process mapping.
• 🔹 HR Ops (2007–2008)
• Early responsibilities included hiring and employee engagement—critical in building the foundation for the IMEA team and gaining cross-functional visibility.
• 🔹 Strategic Highlights
• One of the first team members to help convert IMEA into a self-sustaining revenue region.
• This role was a stepping stone into integrated marketing, CRM strategy, and cross-functional revenue ownership.

Oct 2006 – Feb 2007 · 4 mos · Hyderabad, Telangana, India

• This brief stint revolved around supporting the employees in the Midwest region of Deloitte US. The role was mainly back-office operations where I was responsible for grievances, employee satisfaction surveys, onboarding and administrative responsibilities.
• I was also responsible for running various employee engagement programs and coordinating the success of each one of them.

Feb 2002 – Sep 2006 · 4 yrs 7 mos · Mumbai, Maharashtra, India

• 🔹 Company: Appco Group India / ITNation-UTV / Deloitte
• 🔹 Duration: Feb 2002 – Feb 2007 (Span across all three roles)
• 🔹 Location: Mumbai & Hyderabad, India
• 🔹 Description:
• Started my career across sales, HR, and project operations. This foundational period shaped my understanding of people, processes, and pipelines—later becoming invaluable as I transitioned into marketing, sales enablement, and revenue operations leadership.
• Highlights:
• Direct B2C sales and team leadership at Appco for brands like BPL and CRY
• Full-spectrum HR generalist role at ITNation (UTV): recruitment, engagement, vendor ops
• HR operations analyst at Deloitte US (India office): onboarding, grievance support, employee surveys