Ali Shahrazad Email & Phone Number

Kirkland, Wa, Us

San Francisco, California, Us

I lead the WW Field Enablement team in service to our GTM and customer facing teams at Gitlab. The Field Enablement team has the following responsibilities: 1. Own and operate the Command of the Message (value messaging) and MEDDPICC qualification framework.2. Support GTM Enablement for new product introductions and revenue plays.3. Manage all field communications and content (including field monthly newsletters, weekly tickers, slack comms, WW field all hands calls, manager calls, Highspot, and SKO content).4. Operate an Executive Sponsorship Program.5. Own and operate all field onboarding for Sales, Customer Success, Channel & Alliances (Partner Ecosystem), Renewals Management, Professional Services, and Solutions Architecture. This includes management of the official Product Enablement curriculum.6. Lead annual territory and account planning exercises.7. Deliver ongoing regional enablement workshops for reinforcement and skill building.8. Manage all in-person leadership workshops for all GitLab regional globally. Measurable achievements: reduced ramp time for new sellers from 13 to 10 months in 2 years, improved seller confidence by 60% in solution selling and operational excellence, and successfully accredited 95% of the field organization in our core platform messaging and AI vision & strategy (annually). Behavioral application of MEDDPICC qualification framework improved from 30% to 72% of sales calls in stage 3+ over $100k ARR (via conversation intelligence and SFDC command plan reporting). Introduced and enabled the field on 4 new tools in the revenue tech stack in FY25, integrated into the seller workflow with AI. Recognized by Highspot as "Innovation Leaders in Experience" by enabling 95% play adoption, 99% recurring usage, 82% platform governance, 10.1 content discoverability (10.1 minutes spent consuming content for every 1 minute searching), and led a major restructuring of the spot architecture and seller experience.

Provide feedback on the strategic direction for Enablement on Tap, help build community, and contribute to the overall value of virtual session content and events.

Seattle, Washington, Us

Seattle, Washington, Us

Responsible for the strategic direction and tactical execution of sales and technical enablement of F5’s field organizations. Designing, developing, and delivering consumable, high impact enablement programs by leveraging virtual cross-functional teams that produce effective enablement materials. Support new product launches & GTM in partnership with Sales and Product Marketing teams, developed the first enterprise-wide sales content management framework and tooling, LMS implementation and management, sales methodology, sales inspection & BI tools education, internal and partner pre-sales certification, sales competencies, and industry business acumen curriculum.

Responsible for Sales & Marketing at Saltbox. At a startup, this encompasses web development, content development and marketing, SEO/SEM, business development, building strategic partnerships, and sales forecasting & modelling. Independently secured over 2 dozen Fortune 500 and mid-market accounts with ACV of $30k and 3% churn. Owned customer journey from discovery to expansion and $0 to $1M in annual revenue. Saltbox helps companies aggregate and analyze training data in order to improve employee performance. We are the makers of Wax LRS, a Learning Record Store based on the Experience API.

Bellevue, Wa, Us

Talent Acquisition & Retention, Leadership Development, Business Development, Local Community Outreach, Sales Operations, Employee Learning & Development, Succession Planning, Customer Success, Merchandising, Retail Real Estate, P&L Accountability. Led up to 14 Sales Managers as direct reports & over 100 Retail, SMB, and Enterprise Salespeople indirectly.Grew the Seattle area Retail footprint from 8 to 41 stores, responsible for growing revenue from $2 million to $68 million in 5 years. Recruited and developed sellers, with an average of <20% attrition. Delivered strong net gain with 25% YOY growth for 3 consecutive years.

Bellevue, Wa, Us

Led sales team of 11 representatives, responsible for strategic business planning, customer acquisition & retention, team development, and account management. Achieved 30% year over year growth in net customer growth, while increasing average revenue per user by over $4.