Visiting Media

Sr. Director of Revenue Operations

Cynet Security

After 10+ years working in the industry I have seen the challenges of Sales, Marketing and CS Operations working in silos. I feel strongly that Revenue Operations' holistic approach has the ability to break these silos and drive towards alignment, transparency, and accountability.
In order to do that the goal of the first year was to build a Revenue Operations team from the ground up. Once the core team is in place, first things first - Audit everything in core applications Salesforce, Outreach, Husbpot to understand the gaps in tech stack, data and existing processes.
Following parts of the Winning by Design methodology that encompasses the full Revenue cycle.
- Optimized existing sales and marketing processes to ensure handoff between Marketing --> SDR--> AE's  (Stage Zero Opportunities Concept introduction)
- Introduced Common GTM dashboards that the leadership team was using for leading indicators. 
- We established cadence for pipeline reviews, forecast calls, deal reviews, QBR's. To support the visibility onboarded Boostup forecasting solution.
- Perform Tech stack optimization to support sales/marketing/CS process 
- Rolled out DCPUPS sales methodology created by our CRO
- Defined key KPI's between Sales and Marketing that we report on weekly/monthly/quarterly basis.
- Rolled out Target Account (ICP) methodology to align teams to work on the right accounts
- Optimized MQL and ICP definitions, rolled out Scoring to help SDR team to prioritize 
- Partner Deal registration process roll out with the new Partner Portal 
- Work closely with Finance and MIS team introduce Opportunity Discount and PO Approval process 
- Designed sales processes for national Distributor onboarding (NA)
- Supported New Product and Price lists - roll out 
- Target - Attainment reporting monthly and quarterly basis, alignment with finance team
- Bridged the gap between finance and GTM by aligning teams to understand the existing Customer renewal population

Checkmarx

Managing Global Operations team: Marketing Operations and Analytics, Global campaigns and Digital team that builds fundamentals for Demand Center. Managing Demand teams budget planning and execution to ensure effectiveness and efficiency of campaigns.

When joining team the first step was to set up fundamentals of marketing Operations from Processes, Data and Technology side based on industry best practices. (Sirius Decisions) Revamp of Hubspot to support growing marketing teams needs. Establishing Campaign Structure and redefine Lead process.  Set up infrastructure to be able to track details from lead source to Multi Touch Attribution that gives insights on impact to the revenue. 

Launching Account Based Selling as sales and marketing strategy. 

Support CMO's vision and serve as the data driven consultant. Help to establish marketing strategy and ensure alignment with business OKR's.
Responsible for marketing-related measurement, planning, infrastructure and data management.
Provides insights and consultation to the CMO and executive team during QBR's leveraging marketing performance data.  

In partnership with Sales Executives set goals and KPI's for marketing demand gen and field team for the year.

Ensures impact-level marketing measurement and executive reporting on marketing’s contribution to the business From Multitouch and Traditional Funnel perspective. 

Part of Account Based Selling - established data strategy and infrastructure development.

Deliver change management and communication around technology implementation, data policy and process re-establishment.

Established process of leads handoff to SDR, ISR team, by establishing processes including roll out to SalesLoft.  

Work closely with Business Operations, Sales Operations as well as Sales Management

Director of Marketing Operations and Analytics

CloudLock

Developing and leading marketing and sales operations at CloudLock was the first step in to accomplishing what I so clearly could see in my mind: possibility to reflect the end-to-end customer lifecycle involving every department—Marketing, Sales, Customer Success, Sales Engineers, Account Management, Business Development, Product Management, and Finance and Support. Each team wants to measure their success and show contribution to the overall business with help of defined metrics. I always felt that the operations team empowers business leaders to make decisions that will alter their course of strategy in the market.
My proven strategy is: Track --> Measure -->  Define Success  --> Act on the Success  --> Scale.

This strategy proved greatly effective post-Cisco acquisition of CloudLock. In six months, I directed my team to a successful integration and migration to Cisco systems and processes. I could not imagine a better challenge for my team or myself.

Sales and Marketing Operations Manager

Localytics

Digital Marketing Operations Specialist

Apperian, Inc.

Marketing Manager

Damixa ApS

Project coordinator

Over the last 10+ years have been part of the ever evolving marketing and sales operations world. Primary goal of the teams has been to set up their infrastructure to be able to scale their activity. Sometimes it meant introducing a tool kit to their portfolio to be able to execute their day to day operations. Sometimes it meant advancing the existing tools in the tech stack. One aspect that is always changing is the continued partnership between the sales and marketing team leadership to adjust definitions of quality and overall follow up process. From Sirius Decisions waterfall funnel implementation to predictive profiling, ABS strategy, multi-touch attribution to data enrichment, I help marketing, sales and business leaders move faster, establish quantifiable metrics, and make sound business decisions.

Specialties: Managing Salesforce.com, Marketo/Hubspot and more than 50 connected apps to these systems, analysis and reporting, customer intelligence, predictive modeling, data management, performance measurement and reporting, technology automation, workflow development and implementation, pipeline management

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