Melissa Hunter-Luciany

Buildout

Director of Revenue Operations

Databook

Designing and developing comprehensive operational infrastructure to support rapid sales growth. Implementing seamless end-to-end tech stack to connect all phases of the sales lifecycle. Trusted business partner to the CEO, CFO, and the CRO, turning company goals and directives into measurable implementation programs.
—	Developed & implemented end-to-end sales tech stack infrastructure through rapid implementation of 5 sales, forecast, lead generation, and analytics platforms.
—	Accelerated sales onboarding ramp by 3 months by constructing and leading comprehensive new sales onboarding program.
—	Enabled quoting automation and operationalizing new pricing structure through customizing and implementing quoting tools, developing deal desk infrastructure, and leading sales training.

Senior Director of Revenue Operations

RiSE Accelerator

Partnering with growing companies to drive rapid sales growth through developing go-to-market strategy, translating it into comprehensive cross-functional operational plan, and leading end-to-end sales training.
—	Improve sales conversion by 25% through analyzing and targeting ideal customer profile.
—	Accelerate lead-to-order duration by 31% by streamlining lead-to-order process.
—	Enable sales automation & productivity through designing & implementing an end-to-end sales tech stack (via CRM, sales productivity tools, and lead generation engines).
—	Drive better visibility into sales productivity by creating and implementing a suite of custom sales dashboards & reports to help executives gain a granular view of sales performance against KPIs.

Head of Sales Systems & Processes

The Wolff Company

Translated $2B financial goals into go-to-market action plans by analyzing historical trends and developing a predictive pipeline analysis. Developed systematic method to leverage CRM to reduce contract cycle by 80%. Designed custom CRM sales dashboards to drive greater insight and efficiency for sales team.
—	Redeveloped data configuration and reporting system to improve pipeline data by 42% in accordance with stakeholder targets and to track progression against company goals for account executives.
—	Designed custom Power BI pipeline dashboards to manage business, identify lagging deals, and track team progress for regional executives.
—	Reduced touch points, improved tracking of contracts in progress, and minimized turnaround time by 65% for contract creation by spearheading automation efforts and simplifying legal process.
—	Planned and implemented sales funnel reporting to meet future targets and develop 3-year pipeline plan.

Senior Sales Operations

333 SOCIAL MEDIA

Designed and implemented operations infrastructure for social media marketing services start-up company. Automated employee enablement function by converting service process into automated task management software. Supported CEO by converting 5-year business plan into phased initiatives while achieving financial goals. Created go-to-market model by performing financial planning and analysis.
—	Increased productivity by 700% through planning, designing, and applying critical business-supporting systems and processes.
—	Established financial calculator to transform financial goals into cost of services that enabled company to calculate margin and amount to charge for services while identifying roadmap of best services.

Head Of Operations

Adobe

Formulated complex forecast reports and dashboards to highlight sales team performance while providing operational support to head of sales for America’s Digital Media. Collaborated with IT on new prioritization model for Salesforce system improvements by translating requirements into measurable KPIs.
—	Designed sales goals and created headcount plans by crafting spreadsheet calculator for converting sales comp model from 1-year perpetual format to 3-year subscription format.
—	Improved forecast accuracy by 37% by optimizing forecasting process.

Sales Operations Manager (Digital Media)

Symantec

Spearheaded multiple phases of $10M eCommerce program to drive channel market growth by $100M. Drove program management for in-product notification process.
—	Ensured renewal data connected 100% to existing install base data by designing data solutions.
—	Saved 8 months on the process by leading and training cross-functional virtual teams in execution of new software functionality components for improving operational platform design, increasing renewal sales, and maximizing sales productivity

Channel eCommerce Program Manager

Designed and managed sales operation division from scratch support world-class sales team. Enhanced efficiency and decreased complexity in sales model by directing system enhancements and merger integrations. Attained year-over-year revenue growth of $175M by developing business dashboards/reports and sales training program.
—	Boosted sales representative productivity and order accuracy by 40% by implementing Oracle 11i platform.
—	Generated $150M in sales by directing renewal of sales system/process integration of Veritas-Symantec merger along with integrating 3 new acquisitions into existing model.

Sales Operations Manager

18 years success in driving over $100M sales growth for start-ups & Fortune 500 companies by developing streamlined revenue models that drive sales efficiency and efficacy. Maximizing sales productivity by 40% through developing custom sales playbooks and iterative sales enablement programs. Improved conversion rates by over 30% by crafting custom analytics to define and target high-value market segments. Configured and implemented sales & marketing tech stack platforms for multiple companies such as Salesforce, Hubspot, Outreach, Gong, CPQ, Clari, Atrium, and more.

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