Natalie Lam Email and Phone Number

- B2B Pre-Sales and Post-Sales business partner owned reporting, achievement of KPIs, and monitoring health of the business to drive rep productivity.- Partnered with Sales leadership to define and prioritize key cross-functional initiatives during quarterly planning.- Owned and executed strategic initiatives and pilots that grow and scale Sales.- Developed the first self-serve channel and Activations team increasing acquisition capacity by 100%.- Successfully tested Inside sellers going outbound and build the business case to create an outbound team, increasing incremental revenue per rep by 54% and team headcount by 33%.- Launched a vendor pilot improving lead coverage of the long-tail segment, increased share of order volume to 30%.- Lead a go-to-market pivot, creating Mid-Market and Enterprise teams to move Sales upmarket, driving 60% more GOV per rep YoY.- Define and architect the Marketing funnel to monitor top-of-funnel health and efficacy of leads.- Built lead scoring to prioritize and focus on higher value accounts, growing pre-sales revenue by 15%.- Integrated Caviar for Companies and Doordash for Work sales teams, systems, and incentive design post-acquisition.

- Lead initiatives to scale reporting, tracking, and systems needs across all go-to-market teams.- Build dashboards and scorecards that drive strategy and alignment, provide visibility into productivity and execution of KPIs at the executive, manager, and IC level.Examples:- Created first Demand Generation/BDR scorecard to provide insights into top of the funnel performance, increased overall MQL SLA rates by 22% and MQL to BQL conversion rates by 2%.- Build dashboards in SFDC and GSheets for the Account Executive team to provide visibility into individual pipeline and quota attainment, improving team productivity by 30%.- Own sales forecasting end-to-end; triage IC/manager inputs against attainment models, produce weekly executive decks providing the leadership team regular visibility into total quota attainment and team forecast calls.- Support the sales team’s first territory launch by building the data infrastructure to ensure proper tracking, rules of engagement, and reporting to show penetration and efficacy, doubling current and next quarter pipeline coverage QoQ.- Create infrastructure to track organic growth of customers by using SQL to pull billing data into SFDC, providing transparency into rep-level quota attainment and improving sales manager forecasting accuracy.

- Develop reports and dashboards for executive, marketing, customer success, and sales teams to determine strategy and achievement of key performance metrics. - Design and implement Salesforce processes and improvements, enhancing ease of use, efficiency, and productivity for Sales, Sales Development, and Customer Success teams.- Partner with the Sales Development team as their primary Sales Operations contact to manage their day-to-day operational and reporting needs.- Train and mentor summer interns on data management and reporting projects within Salesforce and Excel.- Lead efforts moving into an account-based marketing model by collaborating with Sales and Marketing management in researching and identifying new key accounts, expanding the target market by 55%.- Partner with Marketing and Sales teams to oversee the sourcing of target prospects, accounts, and execution of Top-of-the-Funnel outreach campaigns.- Oversee the vetting and procurement of sales tools.- Lead data cleanup to ensure high quality data within CRM and accuracy of forecasting.- Manage deal support through partnering with senior sales representatives to build and review contracts ensuring compliance with terms and policies.