Kaveri Dhakar Email & Phone Number

Toronto, On, Ca

San Francisco, Ca, Us

- Lead a 90-person sales team to bridge gaps in the self-service model with human touch.- Accelerated inbound pipeline programs, experimented with and scaled new outbound motions—driving 15% of digital sales. - Implemented AI-powered chat—driving a $2M increase in bookings, enhancing the customer experience and gaining product insights to optimize the user journey.- Developed digital propensity score to identify high-intent trial users and created tailored sales strategies—achieving a 20% increase in conversion rate.- Supporting DocuSign’s transition to a product-led-growth company by shaping the strategy to migrate next 20% of direct customers into digital channels, thereby improving profitability and market reach.

Sunnyvale, Ca, Us

- Led global planning, strategy and analytics for sales organization of 4,000 reps and $7B in sales.- Partnered with the Global Head of Sales to merge three SaaS businesses. Designed a new sales approach, operating model, segmentation and incentives—targeting a 5% revenue growth over 3 years.- Served as the forecasting expert for the Executive team. Maintained attainment and sales performance metrics, comparisons to industry benchmarks and made recommendations to GTM teams on how to optimize and increase productivity.- Led annual planning creating bookings targets, sales operating plan, productivity analysis and headcount modeling. Transitioned from annual to semi-annual planning and quotas—mitigating $25M commission risk during COVID.- Spearheaded the CRM transition from Salesforce to Dynamics, ensuring seamless data transfer and integration.- Launched Anaplan to accelerate forecasting and planning, fostering collaboration across finance, marketing, and sales teams.- Managed a high-performing global team of 18, responsible for goal setting, promotions, and developing career paths. Achieved one of the highest talent retention rates.

Sunnyvale, Ca, Us

- Led North America Enterprise segment sales operations with 800 reps and $1B in sales. - Built sales coverage optimization model with cost-neutral investment by quantifying account opportunity and improving focus and deployment of existing sales resources—accurately projecting $70M in incremental revenue.- Spearheaded sales excellence initiatives, resulting in an 8% increase in rep productivity over 12 months.- Created new solution packages and pricing structures—boosting customer expansion and extending contract lengths.- Modeled pipeline targets and identified a $30M gap in the next quarter's opportunities. Partnered with Marketing to devise a plan to boost pipeline.

Sunnyvale, Ca, Us

- Managed analytics and insights for LinkedIn's fastest-growing business unit with 400 reps and $250M in sales.- Built sales analytics infrastructure from the ground up, this was subsequently replicated across other Ops teams.- Developed standardized metrics definitions, reporting processes and automated reporting—saving 900+ hours quarterly.- Collaborated with the Data Science team to develop a churn mitigation model—improving the churn rate by 2 basis points.

Boston, Ma, Us

- Managed business analytics for $5B drilling business to drive operational efficiency. Reported to the business CIO.- Designed Tableau KPI dashboards for ERP data—improving revenue and cost visibility.- Oversaw operational dashboard implementation across 70 plants in 5 countries—reducing order backlog by 10% and increasing inventory turnover by 4%.

Boston, Ma, Us

- Supported project initiatives with analytical tools and dashboards to enhance business efficiency. - Developed a purchasing model optimizing orders worth $270M+ across 3 business units—resulting in $1.1M cost savings.- Received the "GE CIO Award" for outstanding performance (quarterly selection from a team of 400).

East Lansing, Mi, Us

- Led a cross-functional initiative to establish a centralized data repository. Gathered reporting requirements from over 200 employees across 3 departments—resulting in streamlined reporting and a reduction from 1,300 manually run reports to 400. Reported to the Chief Data Officer.

Master Of Business Administration (M.B.A.)

Bachelor Of Engineering (B.E.)