- Support strategic initiatives by defining/designing GTM process, policies, and implementing new tools for fully-remote SaaS software provider.- Annual planning with executive leadership to establish GTM teams' performance targets: MQLs, meetings, new/expansion bookings, NDR/GDR, etc.- Collaborate with cross-department teams to build, optimize, and analyze all phases of the customer journey: lead qualification and AE-XDR handoff, opportunity management, forecasting, closed won, renewals, and invoicing/billing.- Direct the launch of key projects including transition of CRM from Hubspot to Salesforce, implementation of Outreach, integration between Salesforce and ZoomInfo, Gong, and LinkedIn Sales Navigator.- Provided executive leadership with monthly metrics insights reporting on bookings, gross/net retention, team performance, individual rep performance, and other KPIs. Also provided similar metrics reporting for board and investor decks.- Assist in the creation of annual compensation plans for GTM roles and delivery of annual compensation letter agreements.- Calculated Monthly/Quarterly/Annual commissions for GTM employees.

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Consulting engagement with early-stage technology companies to launch their go-to-market strategy as it relates to Sales. This includes defining the first iteration of the sales process, assisting with the selection of a sales methodology, reviewing/refining messaging based on ideal customer profile and target personas, and implementing a sales enablement/training curriculum.

- Supported strategic initiatives of executive team by designing process, creating policies, and implementing new tools for fully-remote, high-growth SaaS software provider.- Collaborated with sales leadership and department managers to build business processes covering the entire revenue cycle: improving lead qualification with Marketing; reviewing process and methodology with Sales leadership; refining billing/invoicing and revenue recognition processes with Finance; and introducing post-sales processes around churn mitigation and project management with Customer Success.- Directed the deployment of key initiatives including quote/opportunity approval, restructuring territories, changing account segmentation, as well as the implementation of new tools for lead routing, engagement automation, data appends, commissions management, forecast/predictive analytics, and sales enablement.- Led weekly forecast and pipeline meetings with Regional Directors. Provided insight to the directors on team performance and trends that could impact future team performance (lead flow, pipeline coverage, stage conversions, win rates, sales cycles). Feedback from the teams and changes to regional forecasts were aggregated to the weekly WW forecasting call.- Provided executive leadership with monthly metrics deck highlighting bookings, gross/net retention, team performance, individual rep performance, and other KPIs. Also provided similar metrics reporting for board and investor decks.- Supported in the creation and training of compensation plans, working with sales leadership and finance to design plan components, payment rates, and other areas related to comp.

Manage business technology stack for early stage mobile e-commerce SaaS provider. Responsible for improving integration between Salesforce, third party applications, and internal data warehouse; creating processes to advance cross-department collaboration and visibility; and increasing efficiency and performance of sales, customer success, and onboarding teams.

Oversee the planning, scoping, and deployment of special projects; ongoing administration of business applications.Analysis of high-level SaaS KPIs, including gross/net churn, renewal rates, new logos, upsells/cross-sells, account health, at-risk accounts, and cohort analyses. Dimensions include region, industry, channels, new vs. existing business.Collaborate finance management to establish and modify VSOE pricing for bundled packages and indivudal products. Monthly/quarterly revenue recognition reports provided to executive team and external auditors to establish fair-market value and ensure alignment with GAAP.

Design/administer Salesforce.com instance for emerging online media platform.Assisted with the deployment/integration of various third-party applications, including Marketo, Zuora, Xactly, Intacct, DocuSign, and Clarizen.Created custom applications used for Sales to Project Management handover, quarterly business reviews, and feature requests.New hire training for Salesforce users.

Designed and implemented Salesforce CRM application, which entailed thorough comprehension of company workflows and data requirements.