Derrick Shaw Email & Phone Number

Austin, Texas, United States

Driving success through commissions and incentives. Moving the company forward through data, process, and tools ownership.

Austin, Texas, United States

Austin, Texas Area

Oversee 23 team members across the Data Operations, Pricing Desk, and Renewals Order Operations teams to ensure effectiveness of deal structures on new sales and renewals. Manage revenue operations, support month-end close activities, deal processing, and reporting. Identify, scope, and drive critical projects to enhance the global quote-to-cash and revenue accounting processes. Champion continuous improvement initiatives for the Data Operations team. Establish effective business development metrics, revenue projections, pricing strategies, and methodologies with an eye on consistency.• Spearheaded change across the revenue department by improving individually-owned processes and championing cross-functional opportunities, including building and training new teams. o Undertook management of two new teams (Pricing Desk and Renewal Order Operations) responsible for new sales and renewals quote generation in support of the sales team. o Built and cultivated a new Order Operations team responsible for order processing.o With the addition of the new teams, the department increased output volume and efficiency and flourished under the production of continuous improvements. • Effectively managed massive end-of-year quoting and order processing volume; initiated cross-training and re-allocated resources to adapt to industry spikes/customer buying habits. • Delivered seamless, standardized, and automated quote-to-invoice processes in an SaaS setting. Ensured proper approvals and interacted with stakeholders while managing full documentation and reporting for all transactions. • Led a significant revenue recovery initiative at Accruent by conducting “war rooms”—cross-functional project teams—to track invoicing issues. Results of the project $3.5M in missing revenue.

Austin, Texas Area

Built and managed a data operations team responsible for migrating data from acquired companies to ensure a seamless transition into the organization’s standard practices while maintaining current customer data and ensuring data functions with SFDC CPQ. Managed the Customer and Prospect Database (CAPDB) to improve account maintenance and enhance accuracy of marketing and sales teams in targeting customers. Approved the purchase of new tools to support CAPDB, including DiscoverOrg and Demand Tools. Designed training processes and procedures related to the utilization of the new tools. • Presented the idea of a new data operations team to senior management and won approval to develop it into a high-performing asset for the company. The team was responsible for data migration for acquisitions as well as customer data management and prospecting across all contracts and accounts. o The team completed six acquisitions, three of which earned recognition as the largest the company had undertaken. o Doubled customer counts and data volumes through the team’s ability to manage massive account/contact imports, updates, and de-duplication.• Converted all contract data from a custom data object to a standardized SFDC CPQ object in order to integrate CPQ in future add-ons and renewals.o Directed 30+ people over 1,200 manhours across different departments to facilitate data cleanup. o Successfully launched CPQ and ensured its streamlined integration into all new sales and renewals processes.• Led a significant revenue recovery initiative at Accruent by conducting “war rooms”—cross-functional project teams—to track invoicing issues. Results of the project $2.5M in missing revenue.

Austin, Texas Area

Maintained data cleanliness and oversaw a team of seven individuals responsible for negotiating renewals for 2.5k+ accounts and maintaining a consistent growth in revenue. Evaluated stakeholder needs through the effective utilization of business processes and systems across the company. • Restructured a failing team and ensured maximum productivity and effectiveness within one year. Led the team to complete three major acquisitions that catapulted the renewals department from 1k to 2.5k renewals per year.o Reduced late renewals from 60% to 15%.o Updated and corrected all incorrect data (40% of the customer data) within one year. o Achieved established objectives, including retention, uplift percentage, and longer-term contract goals.

Maintained data cleanliness and oversaw a team of seven individuals responsible for negotiating renewals for 2.5k+ accounts and maintaining a consistent growth in revenue. Evaluated stakeholder needs through the effective utilization of business processes and systems across the company. • Restructured a failing team and ensured maximum productivity and effectiveness within one year. Led the team to complete three major acquisitions that catapulted the renewals department from 1k to 2.5k renewals per year.o Reduced late renewals from 60% to 15%.o Updated and corrected all incorrect data (40% of the customer data) within one year. o Achieved established objectives, including retention, uplift percentage, and longer-term contract goals.

Supported sales associates in high-priority sales initiatives and implemented KPIs to include forecasting and pipeline management on smaller accounts. Drove growth with established customers as well as new prospects. Grew transactional customers while improving satisfaction by enhancing speed and quality of sales. Worked collaboratively both internally and externally to drive revenue growth through high-quality consultative support to a growing client base. Refocused CBRE’s relationship with Accruent to focus on relationship management rather than solely on sales functions, effectively eliminating the possibility of CBRE dropping the company as a long-term partner. • Rebuilt the partnership with CBRE, a high-profile client and one of the largest corporate real estate companies in the world. o Renegotiated the contract to extend for five more years. o Built in a growth model to move them from $2.5M to $4.5M annually by the end of five years.• Balanced multiple work streams at once, exercising exceptional judgment and strong business acumen to prioritize tasks and projects.

Led the team responsible for marketing audits for local car dealerships. Determined the accuracy and merit of reimbursement claims based on established policies, procedures, and clients’ corporate guidelines. Managed a team of four auditors for the Volkswagen account, reviewing dealership and global ads and reporting compliance issues to Volkswagen HQ. • Earned promotion from an entry level role to the management position within 1.5 years of tenure. • Certified C-level-understanding of business processes and goal attainment by presenting to marketing staff on data findings.