Benjamin Martz Email & Phone Number

San Francisco, California, Us

Revenue operations and business integration leadership for Zipwhip's acquisition by Twilio for $850M in July 2021.

Seattle, Washington, Us

Led first consolidated strategy and operations function for Zipwhip’s GTM organization of over 80 FTEs, including self-service product led, SMB/Midmarket, and Enterprise sales motions. Member of leadership team that drove to successful $850M exit via acquisition by Twilio. Led team of 10 people in broad cross-functional charter, including:Sales operations: forecast and pipeline management, sales process, quota/budget/HC planning Customer success operations: renewal and expansion management, customer adoption and healthSupport operations: support ticketing, case system management and workflowsCommercialization: compensation planning, deal desk and contracting, pricing/packaging/discounting, quote-to-cashCross-functional: GTM systems, analytics and reporting, project/program management, GTM enablement. Executive reporting, escalation, cross functional point of contact across leadership team.Led critical initiatives including:--Launched Zipwhip’s first quote-to-cash system. Led pre-launch testing, user needs validation, documentation and training. Implemented post-launch program management including help desk, user advisory group, feature release management--Launched updated pricing and packaging model. Established first standard SKUs, pricing, and discounting tiers for all products in conjunction with new SMB self-service product-led sales channel. delivered comprehensive GTM enablement--Overhauled compensation plans for entire field organization: revised master terms and plan structures, simplified plan mechanics, adjusted incentives to better align individual outcomes and corporate objectives--Created and implemented first multi-quarter sales pipeline tracking model for improved longer-range forecasting --Created and implemented first deal desk intake framework for approving pricing and non-standard customer contract requests--Supported pre-acquisition diligence and information requests for Twilio’s acquisition of Zipwhip

Seattle, Washington, Us

Owned broad strategic and operational portfolio for field organization of over 50 FTEs, executing on both enterprise direct sales and partner/channel sales motions for a hybrid SaaS and usage-based product portfolio. Led revenue operations team focused on areas including: Revenue pipeline and forecasting, compensation planning, pricing and packaging, deal desk and contract strategy and operations, strategic partnerships, GTM systems and processes, GTM enablementLed critical initiatives including:--Revamped forecasting process to improve pipeline accuracy and reduce volatility: Revised and consolidated sales stages, implemented stage entry/exit criteria and more rigorous internal deal validation. Led weekly executive pipeline and forecast review--Overhauled compensation plans for entire field organization (~50 FTEs): simplified plan elements, created standard policies including first companywide compensation plan document, drove stronger alignment of incentives and sales strategy objectives--Established first companywide standard pricing and packaging framework: defined product offerings, list prices and discounting for IaaS offerings across subscriptions, consumption-based usage, services, and support--Established first deal desk, standardizing policies and processes such as deal structuring, discounting, and contract terms --Led negotiation and analysis for go-to-market partnership with Microsoft Azure, including pricing, costs, and revenue share terms --Frequent direct collaborator with CEO and C-suite, point of escalation and project intake with cross-functional leaders

Austin, Texas, Us

First revenue operations leader for new ad-tech division, supporting field organization of over 250 people and multi-hundred million ARR for a hybrid SaaS and usage-based product portfolio. Led team of 15 people with broad cross-functional mandate including:Sales operations, compensation planning, GTM systems and processes, deal desk and contracting strategy and negotiation, pricing and packaging, GTM enablement, M&A strategic planning and integrationLed critical initiatives including:--Led commercial readiness program, creating standard contracting and pricing for complex portfolio of over 500 products to enable transacting within Oracle’s commercialization framework. Included traditional SaaS, usage based models, services and support--Led sales compensation planning cycle for global GTM org of over 250 FTEs; defined roles and responsibilities, assigned plan structures and set quota targets to align individual and team incentives to organizational goals, driving simplicity and scale.--Drove acquisition planning and post-acquisition operational integration for ~$2B in strategic acquisitions including BlueKai, Datalogix, and AddThis

Austin, Texas, Us

Led comprehensive M&A diligence, post-merger integration planning and execution for global corporate development function across large matrixed organization. Led integration planning in collaboration with internal and acquired company leaders across broad range of functional areas. Served as central point of contact for diligence requests, meeting, and agenda coordination between internal and acquired company teams. Documented findings, crafted presentations, and presented integration plans to C-suite executives. Authored and presented reporting on integration program and acquisition performance. Led integration planning for over 10 acquisitions including Eloqua & BlueKai (SaaS Ad-tech and Mar-tech) and BigMachines (SaaS ERP).

San Francisco, Ca, Us

Expansive financial and operating role for 25-location Bay Area casual restaurant concept. Joined new management team executing comprehensive revitalization of the business. Drove major cost savings initiatives and growth strategies, built exec and board financial reporting packages, revamped annual companywide budgeting cycle, and implemented new business systems. Sold to new investor group in 2012.

Miami, Florida, Us

Private equity investment professional in flagship middle-market LBO fund. Investment evaluation, deal structuring and execution, and post acquisition portfolio company management and strategic planning.

Us

Advised on over $1B in aggregate deal value transactions in the technology sector, including clean-tech, mobile, and hardware. Extensive financial modeling and presentation experience for strategic and financial acquisitions.