Tom Connor Email & Phone Number

California, United States

Sunnyvale, CA, US

• Promoted to partner with a Sales Senior Director to define and drive a go-to-market strategy that grew new and existing customers in a $XXXMM global advertiser segment in LinkedIn's $4.8BN advertising business.
• Led a cross-functional team in an analysis of sales productivity and product mix data that identified multiple growth opportunities in the segment. Synthesized MySQL analyses with Excel financial models to develop a.
• Established a cross-functional operating plan that accelerated execution by aligning go-to-market activities across Sales, Marketing, Support, and in-Product channels. Enabled the go-to-market with Tableau dashboards.
• Managed a team of 2 that developed a financial model with MySQL and Excel that improved forecast accuracy by XX%. Partnered with Finance to launch segment-specific quota development processes in Anaplan within.
• Supported the team in developing specifications for a Salesforce upgrade that accelerated lead routing for thousands of leads from 4 online lead gen channels. The upgrade delivered an XX% increase in sales response.
• In parallel, developed, launched, and managed a sales incentive (spiff) program that incentivized Sales Reps to develop new habits in moving customers through upper-funnel conversions. Aligned with Finance on a $XMM.

Sunnyvale, CA, US

• Joined LinkedIn’s advertising business to partner with a Senior Director to drive a key strategic objective to build synergies between Sales and Support that increased existing customer share of wallet.
• Developed performance forecasts and drove regular business reviews that highlighted trends against plan and opportunities to drive incremental revenue at key stages of the existing customer lifecycle.
• Conducted a strategic review of Sales and Support go-to-markets that identified collaboration opportunities. Drove cross-functional alignment to prioritize efforts based on forecast impacts to revenue and customer.
• Improved a key internal metric by XX% by developing a successful recommendation that aligned senior Sales and Support leaders to unify KPIs and expand the adoption of an internal upselling tool across both global teams.

San Francisco, CA, US

• Joined an early-stage multi-product SaaS platform backed by Andreessen Horowitz and Goldman Sachs to improve the profitability of a Sales Development team of 18 contributors and 4 managers working across 2 business.
• Identified key customer data housed in HubSpot, Close.io, and Zendesk, then partnered with Business Intelligence (BI) to centralize customer intelligence into a unified Tableau dashboard. Established regular business.
• Increased new customer lead volumes by XX% by merging customer and financial data in Excel into a successful recommendation to the CEO and VP of Finance to open bilingual phone and text message sales channels. Updated.
• Launched new contact channels by developing an operating model and rhythm of business. Partnered with Marketing to develop updated call scripts in two languages, then deployed them across the global Vendor team.
• Saved XX% on monthly recurring operating expenses (OpEx) by analyzing financial data and developing a partnership between Sales, Support, and Marketing to drive global operational efficiency in a company-wide Vendor.

San Francisco, CA, US

• Promoted to senior leadership at a late-stage multi-product SaaS platform to lead and optimize a global team of 14 ICs and 2 managers supporting $XXMM annual recurring revenue across three business units.
• Developed an analysis that quantified how customer satisfaction impacted risk to revenue. Delivered a successful recommendation to the COO and VP of Customer Success to improve satisfaction through phased process.
• Achieved 92% satisfaction with existing customers by launching regular business reviews that enabled first-line managers to identify performance drivers in Salesforce and Zendesk data and expand successful best.
• Grew Average Rep Tenure from X months to X years by leading a strategic effort to revise Support’s hiring profile and comp structure, and partnering with cross-functional leaders to define career paths for junior and.

San Francisco, CA, US

• Led a professional services team of 5 ICs to increase penetration and value perception in NAMER new and existing customer segments spending $XXMM annual recurring revenue in the Paid Search business unit.
• Merged account reviews and product mix data using MySQL and Excel to create a Salesforce segmentation framework that prioritized service to high fit customers who had not adopted product features that drove YoY growth.
• Improved adoption of critical product features by XX% by partnering with senior Sales and Customer Success leaders to leverage existing contact channels to assist customers in adopting critical product features.
• Saved $XXXK YoY of OpEx by partnering with Product stakeholders to develop and implement a Quality Assurance process that ensured complex product features were implemented correctly and according to best practices.

San Francisco, CA, US

• Promoted to senior leadership at a late-stage advertising startup to partner with senior Sales, Marketing, and Product leaders to define and drive a growth strategy and position the company for its 2016 exit at a 4X.
• Developed a win rate analysis into a successful recommendation to the CEO and CRO to expand the company’s addressable market by integrating the company’s core product with partners such as Pinterest, Neustar, and Yahoo.
• Enabled XX% YoY key account revenue growth by defining and driving a cross-functional operating plan that coordinated integration launches across Sales and Marketing channels.
• Defined KPIs, built dashboards, and launched monthly and quarterly operating cadences to monitor KPI performance. Collaborated with senior Sales and Finance leaders to develop deal review, quota development and.
• Continued to lead the global Account Management team. Nurtured key talent and mentored a high performer from new hire to Director managing a $XMM yearly budget.

San Francisco, CA, US

• Promoted to lead, operate, and scale the Account Management team during a period of rapid product expansion in support of ambitious revenue goals for new and existing customer segments.
• Enabled XX% YoY revenue growth as 7 new products were introduced by growing the Account Management team from 3 to 6 ICs. Developed efficient processes to accelerate new hire onboarding by XX%.
• Saved XX% on monthly recurring OpEx by developing a root cause analysis into a strategic plan that updated forecasting and purchasing processes to efficiently match ad inventory purchasing with advertiser demand.
• Designed and launched a territory assignment process that ensured book sizes were aligned with Account Managers’ experience level, industry expertise, and account capacity. Developed the company’s first University.

San Francisco, CA, US

• Delivered return on ad spend 2X higher than network average for a $3MM book of mobile ad campaigns.

• Managed the full customer lifecycle as a one-person marketing consultancy specializing in SMB digital marketing.

• Attained 137% of quota and opened over 200 accounts for a surveillance equipment distributor.

Master Of Business Administration - Mba

Visiting Student, Management Science & Engineering

Ba Cum Laude