XM Cyber

XM Cyber is a leading hybrid cloud security company that’s changing the way organizations approach cyber risk. XM Cyber transforms exposure management by demonstrating how attackers leverage and combine misconfigurations, vulnerabilities, identity exposures, and more, across AWS, Azure, GCP and on-prem environments to compromise critical assets. With XM Cyber, you can see all the ways attackers might go, and all the best ways to stop them, pinpointing where to remediate exposures with a fraction of the effort. Founded by top executives from the Israeli cyber intelligence community, XM Cyber has offices in North America, Europe, and Israel.

-Directing Transformation
-Sales process improvements
-Marketing systems and process improvements
-Reporting and Dashboards improved
-Full WW Revenue Model Deployed with hiring plans for SE, SDR, AE, and more
-Streamlining budgeting processes
-Speaker and advocate for high performing teams and collaborative, centralized operations

Head of Revenue Operations, US

Harmony Growth Consultants

https://www.gtmharmony.com

I am the Change Agent, doing this for over 30 years.  I specialize in the psychology, methodologies, frameworks, and financial outcomes of change management for a variety of companies.

Senior Consultant

RevRoom

RevRoom is a trusted space where curious revenue leaders are collaborating on the future of b2b go to market.

-Author
-Master Class Teacher
-Podcast Guest
-AMA Host
-Rev Room Contributor
-Rev Ops trainer for people new to Rev Ops Job

https://www.revgenius.com/author/david-maxey/

Member

XFactor.io

"Turn your Annual Operating plan into an Always Operating plan with XFactor.io the world’s only intelligent Go-to-Market Platform with constant sales performance monitoring, real-time “Next-Move” recommendations, and live analytics — all with confidence scores, so you can make the right decisions today and everyday."

-Led team through rapid acquisition
-Designed onboarding processes
-Designed and implemented customer excellence program management
-Wrote product specifications for a MVP
-Served as the SME of Annual Operating Plans
-Coached executives on the best financial outcomes during the acquisitions

VP, GTM Operations

Director of Sales Operations and Planning

Deputy

"All in one Employee Scheduling, Time and Attendance Tracking, and Tasking (SaaS) "

Projects managed and sponsored:
-GTM definitions & stages aligned  
-Dashboards and reports for entire funnel for sales, marketing and customer success created and deployed 
-Salesforce.com remediation for scaling 
-Defined KPIs & dashboards for customer success 
-Designed Deal Desk v1 
-Ran budget analysis to save over $150k to pay for needed tools 
-Designed a full multi-touch, first, last and most touched attribution for all incoming leads 
-Designed an automated journey map that allows product and marketing to keep prospects moving through the funnel quickly 
-Migrated from Hubspot to Marketo 
-Continuous improvement projects for tech debt 
-Saved $7M in performance marketing spend leveraging Segment and Marketo 
-Created GTM tech roadmap for sales, marketing and customer success 

✔Worked closely with sales, marketing, customer success, finance, and business operations to drive the execution of our GTM strategy 
✔Designed and socialized a new way for prospects to move through the funnel that would minimize human error with AI lowering CAC cost by 20% 
✔Ran an initiative to analyze the marketing budget and was able to lower cost by $600k per month while increasing conversion rates 

Tools used: Salesforce, Marketo, Salesloft, Gong, Intercom, Atrium, Tableau, Lucid Charts, Jira, Asana, DropBox, Outreach (Proof of Concept), Ironclad, Lattice, BambooHR, Segment, Tableau, Chilipiper, Calendly, Groove (Proof of Concept), Google Suite, Microsoft Office Suite, Expensify, Zuora

Global Director, Revenue Operations

Snapdocs

"Workflow tools that digitize and automate task for lenders, title companies and notaries (Saas)"

Projects managed and sponsored:
-GTM definitions & stages defined & aligned 
-Salesforce.com migration from small business edition to enterprise edition 
-Scaled GTM Stack that supported a 600% increase of leads QoQ without any system or reporting issues 
-Defined KPIs and created dashboards for sales, marketing and customer success 
-Migrated from Hubspot to Marketo 
-Designed a full multi-touch, first, last and most touched attribution for all incoming leads  
-Implemented Gong and saw an 25% increase in conversion rates in 3 months 
-Created base BI system for all GTM executive reporting 
-Continuous improvement projects for tech debt 
-Created GTM tech roadmap for sales, marketing and customer success 

✔Works closely with sales, marketing, customer success, and finance to drive the execution of our GTM strategy  
✔Developed yearly planning for head count, quotas, compensation plans, and overall strategic business planning 
✔Provided the executive team useful insights to help drive decision making for capacity planning, quotas, pipeline, territory planning and others 

Tools used/integrated: SFDC, Marketo, Salesloft, Gong, Trello, Insightsquared, Chartio, Redshift, Lattice, Bamboo HR, Google Suite, Microsoft Office Suite, Expensify

Senior Director, Sales Operations & Customer Value

Tradeshift

"E-Invoicing and Accounts Payable Automation as a SaaS solution"

Projects managed and sponsored:
-Salesforce CPQ implementation with over 30 SKUs for a global rollout while staying ASC 606 compliant using pricing analysis 
-Designed key performance metrics & dashboard for sales, marketing and customer success 
-Designed full multi-touch, first, last and most touched attribution for all incoming leads  
-Continuous improvement projects for tech debt 
-Assisted with audits for future ASC-606 compliance 
-Created GTM tech roadmap for sales, marketing and customer success 
-Domo migration for executive reporting from all GTM systems 
-Ringlead implementation for automating duplicate merging and enrichment 
-Developed and implemented deal desk process, workflow and reporting 

✔Built a Global Sales & Customer Value Operations team that supported 300 commissioned employees 
✔Managed team responsible for compensation, deal desk, marketing operations, sales productivity, sales operations, GTM architecture, SFDC and tool stack product management, and 3rd party vendor billing/relations 

Tools Used/ Integrated: Salesforce, Marketo, Ironclad, Domo, Xactly, Salesforce CPQ, Ringlead Enrichment, Gainsight, Google Suite, Microsoft Office Suite, Expensify & other tools

An Entrepreneur's Solution

"Change Management Organization. Clients ranging from $5MM to $75MM in Manufacturing, Collision, and MarTech"

Projects managed and sponsored:
-Implemented bonus plans in a commission environment encouraging teamwork resulting in doubled 
profits YoY. 
-Developed and Implemented an inventory process that resulted in 100% accuracy when ordering and 
better customer satisfaction
-Played a critical role in the team overachieving $60MM 2017 budget after recovering from a 
devastating fire & completing a divestiture of the largest division. This was a 30% increase in sales YoY. g a divestiture of the largest division. This was a 30% increase in sales YoY.

✔Vetted new management prospects 
✔Recruited top talent 
✔Developed lead generation model to create warm leads. 
✔Developed sales best practices moving warm leads to closed deals.

MFG.com

"MFG.com is SaaS Technology built as a global online B2B marketplace matching potential customers with manufacturers of custom products"

Projects managed and sponsored:
-Automated CAD input allowing for a 400% engineering staff reduction  
-Program managed ShopIQ: a global competitive analysis tool increasing sales $450-500K per rep a year 
-Designed an automated marketing system that created warm leads increasing sales productivity over 150% & increasing deal size by 15% 

✔Ran weekly staff meetings providing updates on sales, marketing and customer success 
✔Advised the CEO regularly on strategy and priority of the most critical areas of the business 
✔Hired and built a successful team to manage operations, sales, and marketing 
✔Played a key role in achieving a historical 22% EBITA margin in 2015 (a 15-year record breaker).  ✔Restructured renewals & customer service ensuring cross functional team communication that resulted in a 50% increase in renewal rate.  
✔International experience working closely with Europe & Asia-Pacific managers to develop forecast, budgets & promote best practices in foreign markets.

Chief Operating Officer

✔Designed & implemented a consultative sales process, lead generation & marketing automation 
systems   
✔Streamlined closing techniques, that in two years doubled average sales per representative from $205k to $405k & $405k to $650k & increased close ratio from 21% to 44% per sales rep & 
✔Developed system to decrease sales cycle from 13 to 7 days.

Vice President of Global Sales

Sales Director

Sales Manager

Senior Account Executive

I am a senior consultant at GTM Strategy Consulting, where I help executives in SaaS businesses from 20-150MM in revenue to optimize their go-to-market strategy and operations. With over 10 years of experience in global sales, customer success, marketing, and finance, I have a holistic and data-driven approach to solving complex business challenges and driving growth.

My core competencies include translating the needs of each business unit into compelling business cases, advising executives to provide guidance and develop strategic solutions, executing with passion and excellence, and designing and improving systems and processes. I also enjoy mentoring and leading teams across different functions and regions, and sharing my insights and best practices on corporate politics, situational leadership, and pragmatic marketing. My mission is to empower SaaS leaders to achieve their vision and goals with the help of GTM expertise.

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