Matt Cantando's Location
Raleigh, North Carolina, United States, United States
Matt Cantando's Contact Details
Matt Cantando work email
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Matt Cantando phone numbers
About Matt Cantando
A Sales Strategy, Operations, and Finance Leader with over 20 years of experience in managing high growth SaaS businesses. Matt has a proven track record in start-ups, turn-arounds, and highly respected global market-leading technology businesses as well as integrating acquired start-ups into larger companies. He is a positive and energetic team player who focuses on his external and internal customers, and who thrives when driving change and improving performance. He has extensive experience and knowledge across all aspects of a global sales, finance, and operations organization from solving customer needs, to developing and executing new sales models and sales strategies, to developing a global organization of excellence. He has a global view through managing businesses across North America, Europe, Latam, China, Japan, Asia, and Australia.
Matt Cantando's Current Company Details
Matt Cantando Work Experience Details
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Vp Of Global Revenue OperationsSectigoRaleigh, Nc, Us
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Revenue And Gtm ConsultantNorthstar Advisors 2023 - PresentAdvising startups and small business on Revenue strategy and operations:- Advised and implemented a growing IT consulting company on executive compensation- Led CRM selection and implementation and sales process development for a bootstrapped SaaS startup with ~600k ARR- Developed and executed GTM plan for pre-revenue healthcare startup
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Vp Of Revenue OperationsCordance 2022 - 2023Raleigh, Nc, UsTeam of one that led Revenue Operations for a PE backed firm that accelerates the growth of vertically focused B2B SaaS companies through acquisition and long-term operational, tactical and financial guidance. Developed and Executed playbooks to quickly invest in the revenue growth of newly acquired companies; playbooks included ICP/Propensity, Messaging and Content, Marketing Ops, Sales Development, Sales Team Expansion, Sales Process Optimization, and Operational and Performance Management.Partnered with portfolio company leadership on GTM plans to drive accelerated ARR growth and margin expansion; portfolio exceeded 2022 revenue and EBITDA goalsOnboarded new sales teams into Cordance GTM org and built and fostered a GTM community across the portfolioCore member of M&A due diligence team focused on revenue; successfully acquired and integrated 7 acquisitions -
Senior Director Of Sales OperationsOpower Apr 2014 - Dec 2021Arlington, Va, UsLead a WW org responsible for all aspects of Sales Operations including sales forecasting, revenue planning, sales analysis/reporting, ROBs/QBRs, sales process design, account planning, sales compensation, deal pricing, CRM administration/management and lead/sales development.Part of 15 member team that led the due-diligence of the Oracle acquisition of Opower and team was responsible for all aspects of sales operations integration into Oracle.Partner with senior leaders across the company to improve alignment of customer facing activities. This includes partnering with VPs of Sales and Marketing to ensure the go-to-market teams have the analysis, tools and processes needed to achieve their sales targets. Provide sales and customer insight and analytics to the CFO to drive strategic business decisions. Manage Monthly Management ROB process that provides visibility to business health across all WW Areas and Solutions to the Executive Management team.Team launched new business processes to streamline and improve operational excellence, which increased internal customer satisfaction and contributed to exceeding FY quota. This included implementing an Account Planning model which ensures companywide alignment across a client, has increased customer satisfaction and increased revenue growth. Also, initiated and managed the Sales QBR and Territory Planning process, providing detailed insight into the performance of each sales rep’s territory. Created a new Forecasting statistical model and process that incorporates sales rep level commitments and synthesizes this with historical trends. Improved the deal pricing tool, which allows the sales team to price deals faster, more accurately and in alignment with our pricing strategy.Built and managed a WW Sales Development team that aligns field marketing and sales more closely. This team works directly with our Sales Executives to penetrate new customers and cross-sell existing ones. -
Vice President Of Sales Strategy And Sales OperationsMicro Focus Nov 2012 - Mar 2014Newbury, Berkshire, GbCOO for North America Go-To-Market Organization that has led business to double-digit growth above expectations. Work with the President of Sales, Head of Field and Product Marketing teams and the Executive Management team to achieve corporate revenue and profitability goals. Manage a virtual team of Sales Operations Managers, Analysts, and Specialists. Responsible for all Sales Strategy, Sales Reporting/Analysis, Field Support, Planning, Budgeting, Forecasting, Pipeline Management, Sales Process, and Sales Quoting.Implemented a new Sales Model that created a tighter alignment of our resources to the needs of our customers. Provides more specialized focus to our customers across all business lines. Positions the team to achieve our short term and long term revenue and profitability goals while giving the flexibility to expand the business.Own and Drive all aspects of Sales Operations and Sales Strategy which resulted in a 42% improvement in the pipeline closure rate and 51% increase in sales productivity. Streamlined the sales process from Lead to Order working with Sales, Finance, Revenue Recognition, and Order Entry which has allowed us to quickly respond to customer needs and drive revenue. Built and Implemented Individual Territory Sales Plans that provide the framework for each rep and sales manager to exceed their quota. Developed improved Pipeline Health Reviews, Customer Bid Reviews, Customer Quoting processes, Territory Planning Models and Forecasting process which has decreased our sales cycle, improved visibility and accountability across the organization and improved sales efficiency. -
Senior Director Of Sales Strategy And Sales OperationsLivingsocial Jan 2012 - Nov 2012Washington, Dc, UsDevelop Sales Strategy and re-engineer Sales Operations to drive the WW business to profitability. Drive the Long term vision for all sales strategy and sales operations functions for the company. Support all product lines, verticals, channels for all Local and National Sales teams. Build action plans to guide international subsidiaries toward profitabilityBuild, maintain, and enhance all Sales Processes, Sales Tools, and Sales Reporting to increase the efficiency and effectiveness of our sellers. Revamp Sales processes with every introduction of a new role, new product or new tool to ensure sellers are able to efficiently focus time on our merchants. Perform an extensive needs analysis on sales reporting requirements across all roles and levels of the organization to ensure all sellers, managers and business partners’ needs are met Align Incentive Compensation to company goals leading to decreased attrition of over 62% within 6 months. Move company from a deal-based measurement to revenue-based quotas to ensure sellers are focused on margin and overall profitability of their deals. Revamp Sales Contest program to support broader sales strategy and return higher ROI.Institute greatly improved Operational Excellence into the sales organization to enhance productivity and drive revenue. Implement company’s first field forecasting process to give sales leaders line of sight to their business and drive accountability down to sales managers. Develop Staffing plan to efficiently allocate resources and work with recruiting to hire over 120 sellers within a single quarter -
Sales Operations Manager For Developer/Partner GroupMicrosoft Oct 2009 - Jan 2012Redmond, Washington, UsEmpowered our global specialist sales team to drive $1.1b of Developer Tools revenue in FY11.Identify new prospective customers through white-space analysis of the market and additional revenue growth within existing accounts. Analyze gaps in individual seller revenue plans and partnered to develop a customized plan to hit quotaDrive long-term revenue growth of the business to $2b by FY15. Perform in-depth analysis of financial and operational drivers of the business in order to provide decision support to leadership team. Devise extensive investment and headcount modeling to identify largest opportunities for growth. Develop and manage the global revenue target setting and KPI processBuilt world-class operational processes, tools, and systems to support all levels of the business. Developed and deployed a state-of-the-art reporting system that provides a real-time pulse of the business to executives and provides opportunity prioritization and revenue analysis for sellers. Forecasted full year revenue performance within 49k of a 1.1b revenue target (.0045% forecast accuracy) -
Sales Excellence Manager For Strategic And Emerging ProductsMicrosoft Sep 2005 - Oct 2009Redmond, Washington, UsCOO for Microsoft's Security, Management, FAST Search, Virtualization, Surface, and Business Productivity Online Services sales organizations where each business-line Exceeded quota each year.Managed all sales activities for new acquisitions and new product introductions. Executed call-downs with front-line managers and GMs to ensure alignment and consistency. Coordinated with product groups to ensure Marketing and Sales efforts were aligned. Conducted pipeline reviews with sales managers resulting in increased forecast accuracy. Provided coaching to sales professionals on opportunity management to enable execution excellence.Integrated 6 acquisitions (FAST, Sybari, Frontbridge, Whale, Softricity, Live Meeting) into our existing sales teams and ensured these new sales teams had the tools, processes and investments to be successful. FAST was the largest acquisition made by Microsoft at date of acquisition.Drove WW Business Planning and management for all Incubation businesses. Worked with business groups to build annual business plans and long term business strategy. Created Correction of Error plans to help struggling business improve revenue performance.
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Worldwide Sales And Marketing Finance ManagerMicrosoft Sep 2004 - Sep 2005Redmond, Washington, UsManaged $2.5b of the Worldwide Sales and Marketing P&LResponsible for managing and Signing-Off on the Incentive Compensation, Revenue Adjustments, Channel Rebates and Sales Rebates portions of the WW Sales and Marketing P&L.
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Worldwide Sales Training ManagerMicrosoft Mar 2003 - Sep 2004Redmond, Washington, UsDrove the multi-year strategy for an end-to-end Incentive Compensation curriculum.Created and delivered online and live training for all Incentive Compensation Tools and Processes to both Sales and Finance audiences. Created and Managed the FY05 WW Quota Setting Process that sets quota for all Sales, Marketing, and Services employees.
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Sales Incentive Compensation AnalystMicrosoft Sep 2001 - Feb 2003Redmond, Washington, UsLead analyst for the Sales Compensation program for the United States.Defined the Compensation Analyst role through development of processes, tools, guidelines, policies and training materials. Ensured data integrity in all systems through collaboration with HR, sales, and finance. Gathered requirements and developed a new WW Compensation Tool
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Senior Business ConsultantArthur Andersen Jun 1999 - Aug 2001Worked with CXOs and VPs of Sales of Fortune companies to solve critical business issues including enterprise software selections, improving operational efficiency, and increasing sales through enhanced customer service.
Matt Cantando Skills
Sales Operations
Sales Process
Start Ups
Management
Business Strategy
Business Planning
Strategic Planning
Leadership
Sales Compensation
Marketing Strategy
People Development
Forecasting
International Sales
P&l Management
International Business
Sales Management
New Business Development
Solution Selling
Sales
Cloud Computing
Product Management
Cross Functional Team Leadership
Sales Planning
Global Operations
Sales Strategy
Go To Market Strategy
High Growth
Business Management
Turnaround Experience
Business Development
Analysis
Sales Plan
Metrics Analysis
Software Industry
Matt Cantando Education Details
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Wake Forest UniversityBusiness And Economics -
The University Of QueenslandInternational Finance And Global Economics
Frequently Asked Questions about Matt Cantando
What company does Matt Cantando work for?
Matt Cantando works for Sectigo
What is Matt Cantando's role at the current company?
Matt Cantando's current role is VP of Global Revenue Operations.
What is Matt Cantando's email address?
Matt Cantando's email address is ma****@****ance.co
What is Matt Cantando's direct phone number?
Matt Cantando's direct phone number is +140472*****
What schools did Matt Cantando attend?
Matt Cantando attended Wake Forest University, The University Of Queensland.
What are some of Matt Cantando's interests?
Matt Cantando has interest in Children, Education, Health.
What skills is Matt Cantando known for?
Matt Cantando has skills like Sales Operations, Sales Process, Start Ups, Management, Business Strategy, Business Planning, Strategic Planning, Leadership, Sales Compensation, Marketing Strategy, People Development, Forecasting.
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