David Mccummiskey Email & Phone Number

New York, Us

Solna, Stockholm, Se

I joined Snow at a time when the company had recently undergone a change of senior leadership and was recruited by the new CRO to build a first-class sales operations function.Achievements:• Rebuilt the pre-existing Sales Ops team, recruiting high quality leaders and ICs • Assessed exiting tech stack and embarked on an ambitious program replacing an outdated toolset, including the implementation of Salesforce CPQ, Clari’s RevOps platform, Spiff for incentive management, Zift PRM, PowerBI reporting, and ZoomInfo and LinkedIn Sales Navigator for all sellers• Built powerful modelling including Sales Capacity model and Total Addressable Market models• Took full ownership of annual go-to-market planning, budgeting, sales compensation and territory setting; defined new Sales Compensation plans aligned closely to business goals, contributing to significant improvements in sales productivity• Drove improvements in forecasting accuracy using a clear forecast methodology and implementation of Clari to bring visibility and accountability to the process• Contributed to significant increase in seller productivity through a period of macroeconomic volatility, resulting in impressive level of ARR growth• Set up a Sales Insights team to deliver powerful reporting and dashboards giving insight into business performance, trends, and key metrics• Set up a new customer Renewals team, recruit a senior leader, and this resulted in us halving customer attrition rates in under two tears through better systems, data and processes

Maidenhead, Berkshire, Gb

I joined the company as several acquired software businesses were being combined into a single division under a newly appointed exec team, and was tasked with building out the sales operations function, sales infrastructure, and all supporting systems, tools and processes.• Leadership of the global Sales Operations team, supporting the worldwide Sales organisation• Management of the global Customer Renewals business, driving 50% reduction in attrition rates• Ownership of key Go-to-Market transformation projects, delivering on-time and on-budgetAchievements:• Set up Sales Ops function and grew team to over 20 people• Working with Sales Leadership, drove sales productivity up by over 100% • Overhauled Sales Compensation plans resulting in bigger, multi-product sales • Implemented Account & Opportunity Management tools & processes• Redesigned & optimised Salesforce.com to map to sales process• Rolled out new forecasting process, improving forecast accuracy by over 50%• Took leadership of the global Customer Renewals team, transforming process, systems and results • Cut attrition rates in half, saving millions in ARR and Margin over three years• Developed SaaS and subscription-based pricing models• Led transformation project for Language Services business:> 14 workstreams with over 40 virtual team members> Rolled out on time without business disruption> Drove measurable increases in prices and average deal size

London, England, Gb

I joined 1E to work with a newly appointed Chief Revenue Officer to accelerate sales growth, enter new markets and professionalise the sales function. I established and led the Sales Operations, Sales Enablement and Marketing Operations functions.• Implemented tools for account, opportunity, pipeline and forecasting management• Drove measurable improvements in deal velocity and forecast accuracy• Redesigned all compensation plans for all Sales, Presales, PS, and Renewals roles• Instituted Quarterly Business Review program• Headed project team to identify new CRM tool, implement in alignment with new sales process and methodology, and roll out across Sales, Marketing and Support functions• Redesigned the booking process, leading to better information flow to Support, Finance and Renewals functions, increasing customer satisfaction and improving renewals revenues

Walldorf, Bw, De

When Business Objects was acquired by SAP I joined the EMEA Sales Operations team and headed a small group focused on Sales Effectiveness. I led key regional initiatives to improve demand management, forecasting and pipeline management, introducing new sales tools used by the field across EMEA. These projects resulted in improved forecast accuracy, vastly reduced resources needed to produce the forecast, and eliminated over 50% of pipeline coverage gaps.

Newtown Square, Pennsylvania , Us

With the acquisition of Crystal Decisions I joined Business Objects, now the biggest BI company in the world with revenues of $1bn. I held the positions of deputy to EMEA VP of Sales Operations, and Head of FP&A for Northern Europe, before being asked to join the RLT and set up a Northern European Sales Operations team based out of the UK. Working closely with the MD and Sales leadership we were an integral part of the region's consistent sales growth until acquired by SAP.

Vancouver, Ca

In the years before it was acquired by Business Objects, Crystal was the fastest growing Enterprise BI company in the world. I founded and grew the Sales Operations team for EMEA, working closely with the RLT and SVP EMEA to drive stellar growth even through the dot com bust. From 2001 I also led the Support & Maintenance Renewals team, achieving average annual revenue growth of 40%.