Dan Jiao Email & Phone Number

Seattle, WA, US

San Jose, California, US

• Lead and manage the Revenue Operations team, consisting of GTM Strategy & Processes (includes traditional Marketing Operations, Sales Operations, and Customer Success Operations), RevTech (includes Tools, Systems.
• Own the team's strategic planning and roadmap for GTM process & program rollouts, tools & systems integrations, and data & analytics infrastructure improvement.
• Refine the GTM operating system (“RevOS”), including forecasting, capacity model for market-facing roles (e.g. AEs, BDRs, CSMs), and business review cadences (e.g. QBRs).
• Operationalize and scale how the GTM teams (e.g. marketing, sales, customer success) generate demand, qualify pipeline, convert opportunities to bookings, onboard new clients, and build customer advocacy.
• Drive outcomes through strategic initiatives and OKRs to improve customer journey metrics, including lead conversion, pipeline generation, opportunity stage conversion, bookings, pre-sales to post-sales handoff.
• Empower directors and managers to coach and up-skill high-performing teams that own GTM processes, tools, systems, reporting, and analytics.

San Jose, California, US

• Built and led a newly-formed Revenue Operations ("RevOps") team, consisting of marketing operations, sales operations, customer success operations, go-to-market systems (eventually rebranded as "RevTech"), and.
• Created the RevOps team charter, OKR operating culture, project planning & execution framework, recurring meetings cadence, and communications protocols.
• Partnered with Product and Leadership teams to define Signifyd's Ideal Customer Profile (ICP) and standard product offering across all eCommerce verticals and new regions.
• Assigned out ICP named accounts to create 20+ verticalized sales territories across 6 segments to create focus amongst AE and BDR pods.
• Overhauled the lead routing process, moving from routing the Account object to Lead object to decrease lead follow-up time and instrument transparent lead conversion metrics.
• Revamped the opportunity management process for sales and customer success teams with clear stage definitions, key activities, and exit criteria to standardize deal inspection and forecasting.

San Jose, California, US

• Managed the sales operations team at Signifyd during a time of rebuild. When I came in, I set up the OKR culture, Jira ticketing system for managing inbound requests and project management, and Confluence space for.
• Owned sales strategy, lead routing, rules of engagement, sales territories, opportunity management process, forecasting, commissions, sales tech stack, and reporting & analytics.
• Hired, onboarded, trained, certified, and coached a team of managers and analysts.
• Launched the deal desk function and approvals process from 0 to 1.
• Improved bookings accuracy by creating an audit process for closed won deals.
• Generated target account lists for outbound sales campaigns to create $2M+ in qualified pipeline.

Seattle, Washington, US

• Repatriated for promotion to own Ekata's global sales strategy initiatives, which involved improving the company's commercial best practices and revenue performance.
• Fulfilled Chief of Staff duties for the Senior Vice President of Global Sales & Partnerships.
• Rolled out new sales commission plan to incentivize positive behavior for scalable growth.
• Partnered with Sales Operations team to improve systems of record and sales processes.
• Completed territory segmentation and account prioritization exercises to increase targeted pipeline generation in key eCommerce and financial services verticals.
• This role's responsibilities started at the beginning of Q4 2021, which overlapped with the duties I still held at the time as the Director, Asia Pacific Sales.

Seattle, Washington, US

• Spearheaded Ekata's global expansion into the Asia Pacific (APAC) region.
• Hired, onboarded, trained, and certified account executives to exceed booking and revenue goals.
• Set sales strategies in key verticals: eCommerce, Marketplace, Travel, Payments, and Financial Services.
• Built out and refined both sales and commercial processes, including writing playbooks for discovery, objection handling, proof of concepts, and pricing proposals.
• Led deal inspection and pipeline review meetings to maintain high forecasting accuracy for the business.
• Collaborated with cross-functional leadership in Marketing, Business Development, Partnerships, Field Data Science (i.e. Sales Engineering), Customer Success, and Product to win strategic accounts.

Seattle, Washington, US

• Negotiated and executed strategic deals to acquire flagship European customers, accelerating Ekata's expansion into new international markets.
• Supported onboarding of emerging channel partners to further enable sales efforts.
• Activated global channel partners in EMEA region to land first customers in new markets.
• Led sales strategy for the Payments vertical and increased committed revenue from Ekata's top 20 strategic accounts (included leading credit card networks and payment service providers).
• Attended and spoke at industry conferences to increase Ekata brand awareness and lead generation.
• Provided market feedback to Executive Leadership and Product Management teams to tailor Ekata's solution offering for the EMEA region and Payments vertical.

Seattle, Washington, US

• Increased the commercial adoption of Ekata's identity data products.
• Consistently exceeded sales quota (120% achievement in 2017) on the Mid-Market Sales team, leading to an early promotion to the Enterprise Sales team.

Bellevue, Washington, US

• Grew chemical sales territory by providing technical consultation to key accounts.

Moses Lake, WA, US

• Developed electroplating systems for next-generation semiconductor processing.

Alameda, CA, US

• Synthesized and scaled up novel metal-organic frameworks for alkane-alkene separation and carbon dioxide capture applications.

Berkeley, CA, US

• Investigated the delithiation of lithium iron phosphate crystals for various battery characterization studies.

Wilmington, DE, US

• Optimized chromatography processes for enzyme product purification.