David Griffiths Email & Phone Number

Santa Barbara, CA, US

Austin, Texas, US

• Established the Revenue Operations function to enable rapid revenue scaling:
• Introduced processes and metrics to govern lead lifecycle, forecasting and pipeline management
• Configured, integrated and maintained the revenue stack: Salesforce, Outreach, Gong, ZoomInfo, Sales Navigator, InsightSquared, ZenDesk, Gong and Crossbeam
• Established and operated the Deal Desk function
• Published KPI and operational dashboards
• Developed variable compensation plans

Assisted emerging and established organizations to scale operations, accelerate revenue, optimize processes, streamline tech stacks and supercharge data insights.

San Francisco, California, US

• Recruited to consolidate Sales, Customer Success, Marketing and Finance operations, while maturing the Deal Desk and Commissions teams. Established the internal processes, KPIs, strategy and system roadmaps to scale.
• Developed the operational KPIs and reporting to fully align operations with the supported business functions, driving higher sales representative productivity and increasing Net ARR.
• Reengineered the sales process through policy simplification, process-technology alignment and Salesforce CPQ implementation, resulting in ~40% increased sales productivity and ~10% deal velocity acceleration.
• Established a new sales forecast process, reducing cycle time by 90% and improving forecast accuracy Q over Q.

Carpinteria, CA, US

• Hired to establish and lead the Revenue Operations function during Procore’s hyper-growth, and journey to/through IPO. Introduced and scaled key sales, customer success, and marketing processes to drive revenue from.
• Evolved the team from 15 to 115 during re-organizations, consolidation, M&A and organic growth.
• Managed, optimized and measured performance of key revenue business processes, including forecasting, annual planning, territory management, workforce planning, capacity planning and lead management.
• Directed the revenue technical budget, led the organizational planning and hiring efforts, monitored industry trends, built and nurtured strategic partnerships.
• Optimized the customer support model by introducing support tiers, segment-specific SLAs, and self-service features that increased CSAT scores and reduced cost structure by 40-50%.
• Replaced the legacy CPQ platform with Salesforce CPQ, implemented segmentation to enable differentiated selling motions, and automation to jump-start a PLG sales motion.

Austin, Texas, US

• Formalized the Business Systems and Sales Operations teams post-IPO through a major divestiture and successful private equity buyout. Responsible for directly supporting the CRO and stakeholders throughout sales.
• Reengineered the lead management processes for Marketing and Sales, driving deeper collaboration, alignment, and empathy across the teams, increasing Lead Velocity for marketing by ~40% and Sales by ~15% within the.
• Implemented an integrated platform to automate Revenue Recognition, decreasing the month-end close process by 20% and reducing the cost structure.
• Implemented a self-service customer community portal, consolidating organizational content, providing omni-channel guided support and enabling real-time content publication, resulting in a 10% reduction in customer.
• Successfully obtained SOX audit signoff with no material weaknesses within six months of implementing a comprehensive compliance process across the entire enterprise tech stack, addressing segregation of duties, and.

Led professional services for a boutique management consulting firm, specializing in M&A, IPO and divestitures - Optimized front and back-end business processes, leveraging proven industry best practices and backed by integrated technological solutions, such as Oracle Financials, Hyperion and Salesforce.com, for private and Fortune 1000 customers. - Gained.

Master Of Business Administration - Mba

Bsc, Computer Science

Mba, Business Administration And Management