Apr 2024 – Mar 2025 · 11 mos

• Strategic Revenue Leadership:
• Overseeing global SMB Revenue Operations for a ~$40M yearly business spanning three business units—Customer Experience (Freshdesk), Employee Experience (Freshservice), and Sales/Marketing (Freshsales CRM).
• Led three Annual Operating Plan (AOP) cycles post-Freshworks IPO, collaborating closely with the CRO, SVP of Sales, regional sales leaders, FP&A, and Marketing Operations teams to drive alignment across strategic planning initiatives.
• Influenced the design and execution of a new GTM sales strategy to scale the SMB segment, enhancing AE productivity and improving sales throughput. Spearheaded the implementation of a PLG-led GTM approach tailored for SMB growth.
• Operational Excellence:
• Instilled operational rigor by driving Weekly Sales Business Reviews with regional leaders, CRO-led reviews, and Quarterly Business Reviews with senior management. Identified and resolved pipeline bottlenecks through comprehensive funnel analysis and daily metrics tracking, boosting conversion rates at every stage of the sales cycle.
• Team Leadership & Data Enablement:
• Mentoring and managing a team of six analysts and program managers, fostering a high-performance, data-driven culture. Streamlined reporting and analytics across GTM functions, enabling data-backed decision-making and empowering sales leaders and executives to execute strategic business initiatives effectively.

Feb 2022 – Apr 2024 · 2 yrs 2 mos

Apr 2021 – Feb 2022 · 10 mos

• Build and Lead a High-Performing Sales Team: Inspire, mentor, and manage a team of sales professionals to consistently deliver exceptional results.
• Define Vision and Strategy: Develop a compelling vision, establish the overall sales strategy, and set clear, ambitious goals that align with organizational objectives.
• Explore Growth Opportunities: Identify and capitalize on emerging industry trends and verticals, driving expansion into untapped markets.
• Own Revenue Targets: Take full accountability for achieving new customer acquisition goals and ensuring consistent pipeline performance.
• Recruit, Onboard, and Develop Talent: Strengthen the sales team by recruiting top talent, delivering impactful onboarding programs, and fostering continuous learning through advanced training initiatives.
• Demonstrate Expertise in Complex Sales: Leverage formal training in solution selling to navigate sophisticated sales cycles and effectively engage C-suite executives.
• Support Frontline Execution: Actively participate in high-stakes prospect meetings, provide hands-on guidance to direct reports, and coordinate with cross-functional teams to maximize deal success.
• Foster Cross-Functional Collaboration: Work closely with Marketing, Sales Development, Pre-Sales, Sales Operations, Legal, and Finance teams to drive alignment and seamless execution.
• Ensure Operational Excellence: Monitor team performance, track sales activities, and implement rigorous operational processes. Lead effective review and forecasting meetings, maintain CRM discipline, and ensure pipeline accuracy to improve forecast reliability.

Apr 2019 – Apr 2021 · 2 yrs

• Lead and Develop Team: Manage, mentor, and train a team of Business Development Managers to achieve peak performance and professional growth.
• Cross-functional Collaboration: Partner with Sales Leadership, Product Marketing, and Product Management teams to create and refine impactful content and strategies.
• Sales Process Optimization: Design and implement innovative sales processes, training programs, and initiatives that drive measurable improvements in team and company success.
• Drive Sales Development Excellence: Oversee sales development operations with a focus on precision and transparency, ensuring accurate weekly forecasts and aligning efforts with company objectives.
• Set and Track Targets: Establish and monitor clear, actionable sales targets to drive consistent team performance.
• Process and System Improvements: Recommend and implement enhancements to streamline sales administration processes.
• Performance Analytics: Regularly report on key sales metrics and provide actionable insights to improve outcomes.
• Strategic Forecasting: Develop and present comprehensive monthly, quarterly, and annual sales forecasts to guide business planning.
• Customer-Centric Ideation: Leverage customer feedback to identify opportunities for new features or product innovations that meet market needs.
• Innovative Engagement Strategies: Research and implement best practices to boost customer engagement and satisfaction.
• Foster Open Communication: Create a collaborative and transparent team culture, promoting trust, idea-sharing, and proactive problem-solving.

Aug 2017 – Mar 2019 · 1 yr 7 mos

• ITIL Practitioner | ITIL V3 Certified Product Consultant for ITSM Solutions
• Driving inbound sales and ITSM solution consulting for the US Central and Canada regions. Expert in navigating the entire sales lifecycle: Attract → Convert → Close → Delight, while maintaining a customer-centric approach.
• Core Competencies:
• New Business Development: Generating incremental revenue by identifying and capitalizing on growth opportunities.
• Pipeline Management: Ensuring a robust and healthy sales funnel through diligent tracking and prioritization.
• Product Demonstrations: Delivering compelling and tailored product showcases to address customer pain points effectively.
• Strategic Prospecting: Targeting high-value prospects with personalized outreach strategies to drive engagement.
• Lead Nurturing: Building long-term relationships through consistent follow-ups and value-driven communication.
• Cross-Selling and Upselling: Enhancing customer lifetime value by introducing complementary solutions.
• Lead Generation and Qualification: Identifying and vetting prospective customers to ensure alignment with business goals.
• Account Management: Fostering trust and retention through proactive engagement, support, and solution optimization.
• By leveraging ITIL expertise and a structured sales approach, I help organizations achieve seamless ITSM transitions and maximize operational efficiency.

Sep 2016 – Aug 2017 · 11 mos · Greater Chennai Area · Hybrid

• Successfully managed the end-to-end inside sales cycle, closing over 100+ enterprise accounts, demonstrating exceptional sales acumen and relationship management.
• Collaborated closely with C-level executives to drive product adoption, aligning solutions with strategic business objectives.
• Held accountability for the company’s Annual Recurring Revenue (ARR) and Monthly Recurring Revenue (MRR) growth, consistently achieving and exceeding targets.
• Partnered with cross-functional teams across internal and external stakeholders to deliver seamless customer experiences and operational excellence.
• Transformed converted accounts into referenceable customers, leveraging success stories to fuel additional growth and credibility.
• Designed and implemented CRM best practices, optimizing system operations for enhanced efficiency and pipeline visibility.

Jun 2014 – May 2016 · 1 yr 11 mos · Greater Chennai Area · On-site

• Enterprise Software Sales | Europe, UKI, and MEA:
• Managed and nurtured key accounts, including existing customers and high-value deals, ensuring sustained growth and satisfaction.
• Oversaw relationships with resellers, Managed Service Providers (MSPs), and independent consultants to expand market reach and channel effectiveness.
• Strategized and executed targeted campaigns at regular intervals to enhance lead generation and engagement.
• Drove revenue through cross-selling complementary products and upselling advanced features, tailored to customer needs.
• Built and maintained a robust sales pipeline, ensuring timely deal closures and consistent performance.
• Spearheaded product promotion initiatives, enhancing market visibility and adoption.
• Delivered tailored product recommendations and live demonstrations, addressing specific customer requirements to drive adoption.
• Engaged and empowered reseller partners across Europe, fostering collaboration and improving channel productivity.
• Conducted comprehensive product training sessions for resellers and channel partners, equipping them to effectively position and sell solutions.
• Boosted performance metrics by driving results from both transactional and non-transactional reseller partners across the European region.

Jan 2014 – May 2014 · 4 mos · Hyderabad, Telangana, India

May 2011 – Aug 2012 · 1 yr 3 mos · Chennai, Tamil Nadu, India

• Freelance consulting and sales for startups