Mark Gould Email & Phone Number

Hampstead, NC, US

Durham, NC, US

• Designed company forecast process, leading to a 53% increase in sales forecast accuracy.
• Built out a mathematical model to assist in revenue recognition expectations four quarters out, including a hypothetical model that allowed for various metrics to be adjusted to measure the impact on future revenue.
• Design, model, and build out Company’s Variable Compensation plans, as well as calculate VC payouts with 100% accuracy over prior 24 months.
• Consult monthly with Executive Leadership to define and implement corporate strategies and OKRs.
• Led Clari, CPQ and SPIFF software implementations to 100% on time completion.

Durham, NC, US

• Redesigned Salesforce instance to convert company from quarterly bookings to MRR forecasting, leading to a 15% increase in forecast accuracy.
• Took over 2022 Variable Comp calculations in April, and increased payment accuracy from 78% to 100% by July. Have maintained 100% accuracy since.
• Defined company’s selling process, including stages, entrance & exit criteria, process improvements, and documentation, leading to a 21% decrease in sales velocity.

Norwalk, Connecticut, US

• Led the design and implementation of the company forecasting process, resulting in a forecast accuracy increase of 16%.
• Redesigned KPI dashboards tracking 8 different metrics, leading to a 21% achievement increase.
• Translated business needs into research designs that generated actionable insights through professional reporting formats (presentation and written) to Executive Leadership and the Board of Directors.

Boston, Massachusetts, US

• Managed cross-functional projects with key stakeholders across the leadership team.
• Evaluated projects, compiled data (interfacing with different departments, as necessary), analyzed trends and presented findings to the Executive Leadership team, as well as the Board of Directors.
• Presented technical findings to non-technical audiences; translated complex quantitative data into succinct actionable insights.
• Measured and reported on KPI performance against targets; performed analysis to identify the root cause drivers of any variances.

Quincy, MA, US

• Managed the $3M plus monthly commission process for the entire sales organization, including both Upfronts and Residuals.
• Led Callidus software implementation project to 100% on-time completion.
• Met with Senior Leadership on a weekly basis to discuss and resolve outstanding commission issues.

Quincy, MA, US

• Analyzed and back-tested proposed compensation changes by Senior Leadership to ensure desired outcomes.
• Proactively developed recommendations to further automate and improve the commission process by leveraging SQL and Excel, leading to $250k in yearly savings.
• Using data analytic techniques, identified $150k in over-payments and initiated chargebacks to reclaim monies.

Quincy, MA, US

• Functioned as the primary point of contact in FP&A for commission related inquiries and issues across the entire 300 plus member sales organization.
• Maintained documentation of all commission plans, changes, and payments. Maintained and displayed this info in the company intranet site.

AR

Wellesley, MA, US

Plano, TX, US

Boston, MA, US