Darren Fay

Henry Schein One

As the Sr. Director, Revenue Operations for Henry Schein ONE I lead a team of 28 who are responsible for maximizing revenue by improving efficiency, effectiveness, and agility across the revenue cycle and ensuring that all teams and processes work together. My team and I are tasked with identifying and addressing business risks that threaten strategic objectives around growth and profitability, driving the utilization of people and resources, and optimizing revenue systems and processes to achieve profitability objectives.

Sr. Director, Revenue Operations

RevBrains

Advisor

Peak RevOps

Founder

Instructure

Instructure is the maker of Canvas, the leading learning management system. An education technology company with a mission to elevate student success, amplify the power of teaching, and inspire everyone to learn together.

As the Director, Revenue Operations & Intelligence I am responsible for overseeing all revenue-oriented functions of the business with an emphasis on Sales & Marketing. My focus is on developing annual operating plans, GTM plans, and operation plans that allow Instructure to predictably achieve their pipeline and bookings targets.

Responsibilities include:
*Drive field sales and annual ecosystem planning, including determining account segmentation, financial targets, organizational design, account coverage, capacity model, territory assignment, quotas, Pipeline Targets, and compensation plan recommendations.
*Lead, coordinate, and refine weekly sales forecasting processes driving predictability.
Business Intelligence Plans 
*Acquisition Due Diligence (Revenue Team related Diligence)
Creation of Dashboard/Reporting, Maintenance of Dashboard/Reporting
*Responsible for building and delivering C-Level executive presentations, including AOPs, QBRs, TOFs, and regular deep-dive sessions.
*Establish highly repeatable and scalable sales processes, automation, and reporting methodologies for implementation across regions and business units by the systems team.
Maintain data and Data Governance Documentation for Source of Truth Data
*Oversee sales team productivity and track critical KPIs (pipeline generation, win/loss, upsell, cross-sell, attach, etc.).

Director, Revenue Operations & Intelligence

As the Sr. Manager, Sales and Marketing Operations I am responsible for overseeing all revenue-oriented functions of the NORAM K12, APAC, and later, LATAM and EMEA, with an emphasis on Sales & Marketing. I developed comprehensive sales operations plans and go-to-market plans for my assigned regions ensuring success against our pipeline and bookings targets.

Responsibilities include:
GTM Strategy (Annual Planning, Quotas, Territory Optimization, ICP Alignment)
Forecasting
Creation and Maintenance of Core Dashboard and Reports
Run Top of Funnel Pipeline Meeting
Assist Leadership in QBRs
Assist Leadership in QMRs
Recommendations to the systems team on new architecture to support operations functions
Data Governance Documentation for Source of Truth Data

Sr. Manager, Sales & Marketing Operations

Claravine

Business today requires data-backed decisions and bad campaign and content data is everywhere. Ultimately, enterprises are faced with making decisions on data that is incomplete, inaccurate, or inconclusive, so they have little chance of reliably predicting success. Claravine helps digital marketers get clean, trusted, usable data so they can get clearer insights, make better decisions and continually improve their campaign outcomes.

As the Manager of Revenue Operations, my team and I are tasked with the architecture and execution of our new Sales, Marketing, and Customer Success Operations. At Claravine I architected and led the transition from Hubspot CRM/ Marketing hub to Salesforce CRM/ Pardot.

Responsibilities Include:
Maintain Operations, Enablement, Insights, and Tools for the Revenue (Sales, Marketing, & CSM) Teams.
Architect our CRM to best fit our business function
Develop Account scoring for account-based marketing
Develop Automation and process' for marketing and sales technology
Admin for Salesforce, Natero, Sales Navigator, Lucid, Salesloft, Zoom.us, Zoominfo, Pardot, DiscoverOrg, and Builtwith

As the Manager of Strategic Business Development, my team and I drive the growth of Claravine's SaaS offerings by qualifying future customers via marketing campaigns, Field Marketing, Events, and networking.

Responsibilities include:
Develop Strategic Messaging
Develop Prospecting Strategies for the Biz Dev Dept.
Lead Strategic Business Development Team
Driving Registration for Field events and ensuring their success

Manager, Revenue Operations & Strategic Business Development

Domo, Inc.

Domo optimizes your business by connecting you to the data, people, and expertise you need to improve business results.

Domo helps every employee – from the CEO to the front line worker – optimize business performance by connecting them to the right data and people they need to improve business results. 

As an Enterprise ADH at Domo, I drive the growth of Domo's SaaS offering by qualifying future customer inquiries via our marketing campaigns, events, account-based marketing, & outbound efforts. This is done by delivering Domo's value proposition tied to the prospect's needs. 

Job functions include:
-Prospect into new enterprise accounts in my territory
-Work with existing customer base within my territory to maintain satisfaction with Domo and Prospect further into existing accounts.
- Help drive the growth of Domo’s products, services, and solutions. 
- Responsible for qualifying prospective customers and leads prior to meeting with Sales Executives. 
- Includes following up on marketing generated responses, new market penetration, calling on decision makers, trade show attendance, webinar and event follow-up, and more.
- Sell Domo Business Intelligence software products and services to new and existing clients.
- Identify and properly qualify business opportunities and qualified leads.
- Present business solutions to prospective customers
-Manage current enterprise customer accounts and expand the Domo product within the company

Enterprise- Account Development Manager

As an Account Development Manager at Domo, I drive the growth of Domo's SaaS offering by qualifying future customer inquiries via our marketing campaigns and events. This is done by delivering Domo's value proposition tied to the prospect's needs. 

Job functions include:
- Help drive the growth of Domo’s products, services, and solutions. 
- Responsible for qualifying prospective customers and leads prior to meeting with Sales Executives. 
- Includes following up on marketing generated responses, new market penetration, calling on decision makers, trade show attendance, webinar and event follow-up, and more.
- Sell Domo Business Intelligence software products and services to new and existing clients the are attained through our Marketing efforts.
- Identify and properly qualify business opportunities and qualified leads.
- Present business solutions to prospective customers

Account Development Manager

Sprint

I manage a team of 16 sales professionals who offer world class customer service, carry out Operational duties, and provide award winning sales results. My skills include but are not limited to coaching employees to reach peak performance, maintain operations and track data to ensure door profitability, locally market our location to drive business to our store, provide unparalleled customer service, retain customers through escalation management, scheduling, training employees in sales strategies, and maintaining all these aspects with out sacrificing audit compliance.

Instructor in our Building the Bench Program- in this program we train our current leaders to polish their skills to prepare them for the management position. A few items we teach are; crucial conversation, presentation skills, time management, DiSC profile management, GROW Coaching, team building, operation management and accountability.

Sales & Operations Manager

Twentynine Palms Fire Department

Auto-Extrication, Low Angle Rope Rescue, EMS, Structural Fire Suppression, Wild-land Fire Suppression, Rescue Systems, and Public Relations.

Firefighter EMT

CUSD

Behavioral Modification, IBI, ABA, Educational Aide. Elected Classified School Site Council Representative.

Independent Facilitator

Darren is currently the Sr. Director, Revenue Operations for Henry Schein ONE where he is responsible for maximizing revenue by improving efficiency, effectiveness, and agility across the revenue cycle and ensuring that all teams and processes work together. Darren and his team identify and address business risks that threaten strategic objectives around growth and profitability, drive the utilization of people and resources, and optimize revenue systems and processes to achieve profitability objectives.

Darren has over eight years of experience in operations and over eleven years of experience in leadership. Previous to Henry Schein ONE, Darren served as Director, Revenue Operations & Intelligence at Instructure (the makers of Canvas), where he was responsible for the development, execution, and optimization of revenue systems, processes, annual operating plans, data governance frameworks, go-to-market plans, and business intelligence. He has a proven track record of building and scaling revenue operations departments that have supported record-setting revenue growth at company sizes, from early-stage startups to publicly traded companies.

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