Matt Cantando Email & Phone Number

Raleigh, Nc, Us

Advising 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

Raleigh, Nc, Us

Team 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

Arlington, Va, Us

Lead 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.

Newbury, Berkshire, Gb

COO 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.

Washington, Dc, Us

Develop 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

Redmond, Washington, Us

Empowered 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)

Redmond, Washington, Us

COO 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.

Redmond, Washington, Us

Managed $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.

Redmond, Washington, Us

Drove 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.

Redmond, Washington, Us

Lead 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

Worked 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.

Bs, Business And Economics

Bs, International Finance And Global Economics