Kyle Coleman

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.

Chief Marketing Officer

Leading marketing, growth, and revenue excellence. 

Two things can be true at the same time.

1. We have a killer XDR team
2. We have a killer AI SDR program

They operate in concert with one another, not competition.

🦸 Our human XDRs are account strategists, and spend a ton of time on the phone (our top converting channel). They have real sales skills, educating and selling people on the value of ClickUp and earning next steps.

We have ~30 human XDRs, who are the pipegen backbone and the talent bench for the company. 5 more just got promoted to AE this week!! They’ll continue the proud tradition of being among the top performing AEs in their segments.

🤖 Our AI SDR monitors 100+ signals across our PLG user base and automates outreach for world class speed-to-lead (internally, we call it “programmatic pipegen” by the way). It feeds the pipeline for our humans to call, qualify, and convert to next steps. 

This motion is orchestrated by 2 people. Without the AI, data science, and automations they’ve built, it would likely take 40 SDRs to operate at this scale.

——

We’re hiring for both motions!!

1️⃣ BDRs in San Diego
2️⃣ Pipeline Operators anywhere

Let me know if you (or anyone you know) fits the bill.

We tripled XDR productivity in 6 months.

And no, we didn’t 3x the team. In fact, headcount was flat. Here’s what we did.

1. Hit the phones, hard

From ~35 calls per rep per day to ~150 (and still scaling). This isn’t just an effort thing. It’s data, operations, processes, and tooling. And, it’s training, sales skills development, and continuous coaching.

2. Automate signal monitoring

Reps used to manually monitor what was happening across their accounts. It was a major time suck, and was inconsistent across reps. Now, this is all done programmatically and the right intel is pushed to reps in their workflows.

3. Eliminate the paper cuts

Deep dives into all XDR tools and process to understand where time is lost. Nothing is too small to fix. Ensure XDRs are co-authoring and always evolving the processes we run.

4. AI everywhere

Stitching context together, powering workflows, cleaning data, creating feedback loops, automating handoffs. The list goes on and on.

We’re nowhere near done. Here’s to tripling again in 2026.

I'm building my AI org chart to create as much productivity for myself as possible.

Here's one that took 2 minutes to set up, with zero coding or workflow building.

🗓️ Daily Calendar Briefing Agent, built in our Super Agent studio.

It's connected to GCal and to all my docs, projects, tasks, whiteboards, etc.

It reviews each meeting on my calendar for a day and then finds all the relevant context I need to be aware of to prep for each meeting. 

It puts together a succinct brief and DMs me every morning.

Welcome to the team, Daily Calendar Briefing Agent.

G2 just confirmed what our customers already know. 

Converged software is they key to winning in 2026 and beyond.

🤯 ClickUp showed up in 1,539 of G2’s Winter 2026 category reports. 300+ more than anyone else. 

Incredible testament to the breadth of our solution. But what really energizes me is why it’s happening.

It's exhausting to constantly and endlessly stitch work and context together across tools, systems, teams.

ClickUp solves that. Converging 20+ core work apps, bringing teams together, and powering infinite human and AI workflows. 

Convergence has stopped being theoretical. 

🏆 It’s become a mandate.

I break down what this shift means here:

Open article: ClickUp Leads G2 Winter Reports 2026 Across 1,500+ Reports by clickup.com

ClickUp Leads G2 Winter Reports 2026 Across 1,500+ Reports

6 years. 400 pages. 70,000+ words. One doc that captures my entire journey on LinkedIn.

What should I do with this??

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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