Kyle Coleman

ClickUp

Global VP of Marketing

Copy.ai

Chief Marketing Officer

Lavender

Strategic Advisor

Clari

Leading marketing, growth, and revenue excellence.

SVP, Marketing

Leading the Growth team at Clari, consisting of:

- Product Marketing
- Customer Marketing
- Growth Marketing
- Growth Operations
- Revenue Development
- Revenue Enablement
- Value Engineering

Group VP, Growth & Enablement

Clari's Growth Department was created in November of 2019, comprising the following teams: 

- Demand Generation
- Field Marketing
- Revenue Development
- Revenue Enablement
- Growth Marketing Operations
- Value Engineering

This unique combination of teams allows for two main visions of the department, one quantitative and one qualitative: 

1. Own the full pipeline number that supports Clari’s new logo and expansion revenue targets. Deliver the specialized programs & optimized processes that create, accelerate, & close revenue. 

2. Create world-class buyer and customer experience that is completely consistent across the entire sales cycle -- attract, land, expand, retain.

ABOUT CLARI: 

Clari’s Revenue Operations Platform improves efficiency, predictability, and growth across the entire revenue process. Clari gives revenue teams total visibility into their business, to drive process rigor, spot risk and opportunity in the pipeline, increase forecast accuracy, and drive overall efficiency. Thousands of sales, marketing, and customer success teams at leading companies, including Okta, Adobe, Workday, Zoom, and Finastra, use Clari’s execution insights to make their revenue process more connected, efficient, and predictable. Visit us at clari.com and follow us @clari on LinkedIn.

VP, Revenue Growth & Enablement

2019 - Revenue Development (aka, Sales Development)
- Inherited a team of 5 SDRs. All promoted to new roles within 6 months. 
- Overhauled hiring & onboarding process, exiting 2019 with team of 12.
- Restructured incentive plans to align with Marketing & Sales goals.
- Defined, documented, implemented new outbound prospecting & qualification process.
- Consistently generated sufficient pipeline for 4x coverage across sales segments, supporting quarterly & yearly ARR targets. 

2019 - Revenue Enablement
- Evaluated, implemented, & optimized Enablement tech stack to support a distributed salesforce (Outreach, Gong, Highspot, Lessonly).
- Modernized approach to Enablement, focusing on short videos & self-guided work in favor of long, expensive live sessions.
- Set foundation for Clari's "Revenue Academy," a marquee program to enable SDRs, AEs, SEs with best practices at every point of the lead & opportunity funnel.

Director, Sales Development & Enablement

Looker

Defining, implementing, & optimizing efficient and effective sales dev & biz ops processes at Looker.

2019 – Optimize systems & processes for full alignment between Marketing, SDR, and Sales. 
• Lead in-depth training & enablement sessions to drive quality at the top of the funnel. 
• Created & implemented qualitative feedback loop to best inform go-to-market strategies & effectively assess ROÍ on various Marketing & SDR initiatives. 

2018 – Build a global team; Develop higher level strategies & analysis. 
• Implemented new Marketing to Sales hand-off process (see 2017). Created full funnel analysis to up-level predictability, forecast-ability, and accountability of all Sales & Marketing stakeholders.
• Exited 2018 with team of 50.

Sr. Director, Sales Development & Optimization

2017 – Maturation & incentive alignment; Business Ops focus. 
• Proposed new Marketing to Sales hand-off process to fully align Marketing, SDR, and Sales incentives. Socialized proposed changes with all C-Suite stakeholders through 6 weeks of discussions, analysis, and presentations. 
• Developed close working relationships with Finance, Sales Ops, MarkOps, and Biz Ops to bolster end-to-end understanding of sales cycle, planning, and cross-functional processes. 
• Exited 2017 with team of 36.

2016 – Specialization at home, expansion abroad; Manage managers. 
• Made business case for and introduced specialized roles for Inbound SDRs, Outbound SDRs, and Enterprise SDRs. Segmentation led to lift in all KPIs: Meetings created, lead to meeting conversion rates (Inbound & Outbound), down-funnel conversion rates, etc. 
• Hired first 3 SDRs in Dublin, IE, and implemented effective processes from the US. 
• Hired first 3 SDR Managers, on-boarded and trained them to effectively manage individual contributors. 
• Exited 2016 with team of 24. 

2015 – Growth: scale, hire, train.
• Implemented hiring process, and was responsible for each stage: from resume screening to extending offers. This process has remained largely unchanged, and over 65 people have been hired using it
• Created all analysis to gauge top of the funnel process efficacy, run messaging A/B tests, measure quota attainment, and report to C-Suite & Board
• Documented everything, from GTM tactics to objection handling to analytical best practices
• Promoted from Manager to Director. Exited 2015 with team of 15.

Director of Sales Development

2014 – Create processes and develop systems.
• Built entire Outbound process from the ground up: targeting, tools, messaging. Outbound-generated Meetings became 55% of New Business Meetings through 2015
• Built Inbound playbook to maximally process, qualify, and hand off leads to Sales team
• Developed expertise in Salesforce.com, Marketo, Looker, and countless sales methodology tools
• Promoted from individual contributor to Team Lead to Manager. Exited 2014 with team of 8. 

2013 – Scrappy startup, wear all the hats.
• Second Sales & Marketing hire at Looker, same month as Seed funding (March 2013)
• Ran trade shows, processed inbound leads, dabbled in outbound prospecting, managed looker.com, created & tested messaging
• Helped develop initial go-to-market strategies, identified ideal customer profiles (companies & personas) and tested outreach strategies 
• Exited 2013 with team of 2.

Sales Development Team Manager

gyro

Day-to-day execution of assigned client projects, liaising between clients and all agency departments. Coordinate and manage agency resources and ensure that projects are completed on time and on budget while meeting client and agency objectives. Position details include:

Knowledgeable of clients' business, competitive challenges, and how key strategic issues impact client/agency objectives. 

Develop project, creative and media briefs based on client/agency input and present briefs to creative team and other agency departes involved in the project's development. 

Coordinate development of estimates, billing and vendor invoices within approved budget as well as anticipate and identify opportunities to optimize the client's program.

Provide effective and timely communications to agency staff, clients and outside suppliers, and track the production status and schedules for all assigned projects.

Evaluate copy, layout/artwork, media plans and production materials against approved briefs and make recommendations as appropriate prior to concepts being presented to clients.

Account Executive

Global VP Marketing @ ClickUp

Sales & Marketing leader with a passion for people development, identifying & solving problems, creating & optimizing processes, and unifying departments across the revenue org. 

I'm an avid runner, reader, podcast listener, and a proud corgi owner.

Leading marketing, growth, and revenue excellence. 

Resilia

Director of Revenue Operations

Director, Revenue Enablement

Director, Sales Enablement

Senior Manager, Sales Enablement

Senior Sales Development Representative

Pavilion

Pavilion is a private, invitation-only community of sales and marketing executives at growth-focused companies.

Member

Paintzen

Led Paintzen's multi-channel marketing campaigns through a comprehensive rebranding strategy.

Community Manager

Launched and managed the Inside Sales & SDR teams from inception in collaboration with the CEO to support account executives.

Inside Sales Manager

Sales Development Manager

Sales Development Team Lead

Closed B2C painting services sold to U.S. homeowners and renters across 11 major U.S. markets.

Sales Consultant

Oscar Health

Educated individuals on how Oscar Health Insurance plans could meet their needs and advised their plan selection during open and special enrollment.

Maroon Peaks Entertainment

Created brand awareness and revenue opportunities for independent movies by giving filmmakers a new digital distribution platform.

Founder & CEO

Emerging Pictures

Spearheaded film booking and box office revenue for a 400+ domestic and international for-profit and nonprofit cinema network.

Director of Venue Booking and Box Office

I currently lead Revenue Operations at Resilia, a SaaS platform that helps nonprofit organizations increase capacity and enables enterprises that deploy billions of dollars to scale impact.

I'm a strategic Revenue Operations Director with a proven track record of scaling SaaS companies, driving revenue growth, and optimizing cross-functional Go-To-Market (GTM) strategies. Expert in building high-performance teams, implementing transformative strategies, and leveraging data-driven approaches to accelerate business performance.

Key Achievements:
- Scaled sales pipelines by 3x through innovative RevOps strategies
- Grew new logo revenue from $1M to $8M ARR
- Built high-performing revenue teams from the ground up
- Expert in implementing cross-functional GTM transformations

Specialties: Revenue Operations, Revenue Enablement, Sales Operations, Forecasting & Analytics, GTM Transformation, CRM Management, Cross-functional Leadership

Member at RevGenius
RevGenius is a group of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow with each other. You can consider us your alt-work family!

Member at Pavilion
Pavilion is an international community of sales, marketing, success, and RevOps leaders from the world’s fastest-growing companies

Don Torrance
dmtorrance@gmail.com
317.709.6525

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Kyle Coleman

Don Torrance

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