Rebecca Morrison Email and Phone Number

Capital One acquired Lola.com in October 2021.

Responsible for the Finance, Accounting, and Business Operations functions within the organization. Key wins and accomplishments included:• Streamlining transactional process for order management, invoicing, and revenue recognition;• Establishing a quarterly forecast cadence for department expenses and long term financial models;• Implementing key financial systems including SaaSOptics (billings) and Paylocity (payroll);• Designing and implementing a centralized warehouse, data pipeline, and modeling/reporting solution;• Developing company-wide KPI targets and reporting to drive accountability across the organization;• Partnering with Product, Engineering, and Design to develop the Lola Spend product (launched in Sept'21).

Responsible for the back-office operations of the global organization, which included Finance, Operations, People Operations, and Office Management (Boston office). Key responsibilities included overseeing the day to day operations of the Finance and Accounting functions; managing the teams responsible for Business Operations, Talent Acquisition, HR Business Partnering, and Learning and Development; and Board Secretary. Key wins included:• Streamlining transactional process for order management, invoicing, and revenue recognition;• Designing and implementing a centralized warehouse, data pipeline, and modeling/reporting solution;• Developing company-wide KPI targets and reporting to drive accountability across the organization;• Establishing company values and an employer branding strategy;• Launching a new HRIS and driving HR compliance with state and country employment laws;• Enhancing employee benefits by introducing a 401k program, employee perk spend, and competitive parental leave policies.

Trusted adviser to the Global Sales Leadership team, focused on defining the GTM strategy while helping to drive the success of a growing sales organization. Key responsibilities included:• Program Management of Annual Planning for the Global Sales organization. This entailed working with Sales leadership to define the GTM strategy and ensure this was driven throughout the organization thru: - Headcount and quota setting - Compensation design - Territory planning - Sales process refinement - Lead rule management - Sales enablement• Creating a framework to drive accountability within the Sales Management team, through presenting key metrics focused on operational excellence, enablement, and solving for enterprise value;• Analyzing quarterly Employee Net Promoter Score (eNPS) data for the sales organization, and holding the Sales Leadership team accountable for driving action based on survey results;• Continued presenting the monthly 'State of the Business' review as detailed below;• Cross functional alignment with Finance and HR.

Business partner to the Global Sales Leadership team, focused on helping to drive the success of a growing sales organization. Key responsibilities included:• Managing the team of analysts providing strategic and operational support to the North American segment leaders;• Program Management of Annual Planning for the Global Sales organization. This included headcount and quota setting, compensation design, and territory planning;• Continued presenting the monthly 'State of the Business' review as detailed below.

Business partner to the Global Sales Leadership team. Key responsibilities included:• Providing strategic and operational support to the North American Corporate and Industry segments. This included monthly reporting and forecasting, territory planning, lead rule management and conflict resolution, and sales process refinement;• Presenting the monthly 'State of the Business' review to the HubSpot Executive Leadership team. This meeting provided an extensive review of key financial and operational metrics such as: - Attainment - Growth - Productivity per rep - Rep and manager attainment - ASP - Discount rates - Lead flow - Funnel conversion rates.

FP&A business partner to the Sales and Marketing organizations. Key responsibilities included: • Budgeting, reporting, and analysis• Sales compensation administration

Trusted adviser to APJ Global Services organization. Responsibilities included:• Presenting recommendations to the business using extensive financial and operational data and analysis on metrics including revenue, bookings, expense, profitability, utilization, and productivity;• Providing operational support during the sales cycle through SOW, revenue recognition, pricing, and margin review;• Managing the team responsible for transactional processing of bookings, invoicing, and revenue recognition in accordance with US Generally Accepted Accounting Principles;• Driving operational improvement initiatives including the launch of the APJ PS Delivery Methodology and multiple system roll outs (resource management tool, sales productivity dashboards, and SOW writing tool).

FP&A and Business Operations for APJ Professional Services. Role included reporting, budgeting, and transactional responsibilities (bookings, invoicing, and revenue recognition).

FP&A for Worldwide Professional Services