Jan 2023 – Jan 2025 · 2 yrs · Remote

• Built, led and coached a stellar team that owns sales operations, customer success operations, deal desk, sales planning, and enablement.
• Hired and onboarded new members to grow the team 2X
• Responsible for developing and implementing the annual sales plan, including setting quotas, territories, and sales compensation.
• Build and track goals, KPIs, and metrics for all teams reporting to CRO.
• Built and led cadences for forecasting, pipeline reviews, and QBRs to achieve 90 %+ accuracy in 2 quarters.
• Initiated new processes to create leverage and increase productivity, including deal desk/RFP and contracting support (increased win rates by 20%)
• Built the first structured onboarding and program for all customer-facing teams.
• Led the Lead to Opportunity transformation to revamp enrichment, routing, scoring, deduplication, and visibility for the top of the funnel (cut lead response time by 80%).

Jan 2023 – Jan 2025 · 2 yrs · Remote

• Hired to build the sales operations function.

Jan 2020 – Jan 2022 · 2 yrs · San Francisco, California, United States · Remote

• M&A. Acquisition integration of Rundeck.
• GTM strategy, including sales strategy and planning, sales compensation (including SOX compliance).
• Led business cadences - forecasting, QBRs, and new product launch and enablement initiatives.
• Sellers - YYY individuals
• ARR - YYY million /year
• A key member of the acquisition integration team. Scaled and integrated the operations and processes of the series B company to a public enterprise.

Jan 2020 – Jan 2020 · 0 mo · San Francisco Bay Area

• Exit - Acquired by PagerDuty
• Set up the Sales Operations function at Rundeck (acquired by PagerDuty), leading sales operations, GTM systems, Customer Success operations, and strategy and planning.

Jan 2018 – Present · 8 yrs 5 mos · Hybrid

• 5) 2024-25: The Future of RevOps, RevOps Co-op: Featured Expert
• 4) Speakers Bureau Committee Member - Women in Revenue
• 2024-25: Optimizing the member journey - onboarding, activation, and communication for higher satisfaction and engagement
• 3) Speaker
• Moderator, Enablement Accelerated (6/21) - Modern Sales Pros
• Panelist, Revenue Excellence Summit, “RevOps Revolution: From Tactical to Strategic.” (Modern Sales Pros)
• 2) GTM Advisor - Startups
• Batch 23, 24, and batch 25 companies in travel, hospitality, cannabis, and fintech drive revenue through GTM, partnerships, better sales processes, and pricing. (500 Startups, 2018 to 2020)
• 1) Advisor and Investor - Multiple GTM technology companies. (Individual)

Jan 2018 – Jan 2020 · 2 yrs · San Francisco Bay Area

• Drive sales transformation through large cross-functional programs across sales, sales operations, finance, marketing, and IT.
• Sellers - XXX individuals
• Revenue - $1.6 Billion
• Led an offshore team of 8 for the transformation of GTM Analytics and reporting for the sales team (1000+ sellers) for pipeline, bookings, and renewal tracking from multiple data sources.
• Plan and manage all enablement for new processes and system transitions.
• Prepare business case, track execution milestones, and provide leadership updates for various sales projects
• Develop trusted relationships with all stakeholders, run weekly project meetings, and manage dependencies.

Mar 2015 – May 2015 · 2 mos · Singapore

• Analyzed successful business models and investment opportunities in Fin tech space in South-east Asia

Jan 2015 – Jan 2018 · 3 yrs · San Francisco Bay Area

• Apttus was acquired by Thoma Bravo (~1.8B) in 2018. After Apttus acquired Conga, the company was rebranded as Conga.
• Sales Strategy and Programs, Customer Success and Partner Program Management
• Sales compensation plan design and rollout for a team of 150 reps.
• Overachieved seven-figure partner ACV goals through the sales process, pricing and packaging, sales enablement plan and content, and deal support.
• Created dashboards, identified target accounts, and improved sales processes for industry deals.
• Designed and ran a large cross-functional project to improve customer retention (+5%) significantly
• Designed the segmentation and operating model for a team of 30 CS Managers to serve 600+ customers.
• Partner Ecosystem Strategy: Identified and selected ISVs (technology partners), product-market fit, joint solution, contract negotiation, and onboarding.
• Negotiated four new commercial revenue-share contracts and amended two agreements for ISVs.
• Content marketing and demand generation planning for partner products and industry solutions.

Jan 2011 – Jan 2013 · 2 yrs · Greater New York City Area

• Business planning for global product development and marketing and PR teams
• ====================
• Business Insights and advisory for SVPs, GVPs and EVP.
• Managed over $500m of revenues and $30 million of expenses – budgeting, forecasting, reporting and controlling.
• Annual quotas and territories by product and region
• Evaluated ROI of key marketing initiatives to significantly increase budget allocation to webinars
• Prepared and presented quarterly earnings analyses to CFO
• Created business performance dashboards, tracked key metrics, improved reporting process and reduced reporting time by 30% saving 24 working days annually

Jan 2005 – Jan 2008 · 3 yrs

• Senior Manager - Sales Strategy and Operations (Direct Sales, New Markets) (2007 - 08)
• Area Manager (Partners and Alliances) (2006 - 07)
• Management Associate (2005 - 06)
• a) Sales Strategy, Planning and Field Operations
• Go to market strategy, hiring, territories, quotas and sales compensation
• Growth through partnerships and alliances for bancassurance (institutional) channels
• b) Managed 3 direct reports and an overall team of 22