Sandy Robinson, M.Ed.

Quavo Fraud & Disputes

VP of Revenue Operations & Client Growth

Revenue Magazine

Writer, speaker, and content contributor to Revenue Magazine.

Contributing Author & Speaker

Revenue Operations Alliance

-Revenue Operations industry contributor
-Ambassador for the Revenue Operations Alliance
-Speaker at events and summits hosted by:

** Revenue Operations Alliance
** Chief Revenue Officer Collective
** Sales Enablement Collective
** Revenue Marketing Alliance

Ambassador, Speaker, & Podcast Host

Patra Corporation

Head of Revenue Operations & Enablement

-Reports to CRO and manages Marketing, Sales, and Implementation operations 
-Owns Revenue Technology strategy and tech stack administration
-Created a new sales playbook based on a consultative selling approach 
-Major HubSpot reconstruction, integration strategy & data cleanup 
-Implemented and led forecasting cadence and pipeline calibration 
-Conducted data cleanup and created new calculations for better forecasting 
-Created a competitive sales compensation plan to support consultative sales 
-Designed quotas to support the 2024 plan, including Revenue/ARR targets 
-Created & and executed a new sales-onboarding program, with 15 graduates in 2023 
-Obtained MEDDPICC certification and trained 2023 new hire cohort

SVP of Revenue Operations & Enablement

NYMBUS

-Reports to CRO, responsible for all Marketing, Sales, and Customer Success ops
-Selected and stood up tech stack for Sales, Marketing and Customer Success
-Created, implemented and managed comp plans
-Created and implemented agile sales process
-Best in class enablement program where sellers can find what they need, quickly
-Micro-learning training program to engage sellers effectively
-Highly functional and integrated Salesforce setup
-Set up engaging dashboards for realtime reporting and forecasting
-Manages BDR team and set up their inbound and outbound program
-Close relationship with marketing, product, operations, finance and others
-Training program for sales and CS focused on knowledge, skills, attitude (KSA)
-Rationalizes data and makes assumptions to advise CRO
-Responsible for contracting process including MSA, Order Forms, SOWs

Vice President of Revenue Operations & Enablement

Supplyframe

• Responsible for all sales operations for SaaS business, reported to CSO
• Led cross-functional projects, training, and process changes
• Implemented “Challenger” sales training, commercial messaging
• Created and managed forecasting process, monthly reporting and data analysis
• Created and implemented sales and client success playbooks, from scratch. Playbooks included: New Sales Process, Salesforce Opportunity Design, Training, Reporting analytics, Continuous improvement
• Diagnosed root issues with existing Salesforce instance and worked with Salesforce administrators to implement key changes: made the switch to lightning,created new SaaS calculations, implemented automation and approval processes to become SOX compliant
• Supported sales manager coaching, compensation plans, and forecasting
• Managed vendor relationships, supplier negotiations, and continuing contracts
• Managed SDR, Sales Director, Solutions Engineer, AE comp plans
• Teamed up with marketing to implement training with a new LMS 
• Created and trained team on SaaS contracts & documents -  Order Forms, MSAs, SOWs, etc.
• SaaS sales training, on-boarding, and sales enablement programs
• Implemented, managed the latest sales “tech stack”

Senior Director of Sales Operations

Web.com

-Responsible for the enterprise sales strategy, compensation plans and analytics
-Led training and on-boarding programs for digital marketing expertise
-Implemented enablement plans for client services, pro-services & sales 
-Created and managed forecasting process, monthly reporting and data analysis
-Responsible for the events planning process and lead generation
-Provided support for CRM and billing systems including changes/improvements
-Identified gaps and inefficiencies and created solutions to address root causes
-Developed real-world tools and resources that the teams put to practical use
-Implemented a customized sales playbook based on customer buying behaviors
-Created a specific "Go To Market” plan for new product launches in the division
-Managed team and supported departments to EBITDA objectives
-Delivered a ground-up Facebook sales training 
-Created & executed successful project to reduce revenue leakage from sale to launch

Vice President of Sales Operations

Kemper Corporation

-Preferred Lines, P&C insurance sales and marketing for independent agents
-National responsibility for strategy and management of sales operations, sales training, sales enablement, marketing and communications
-Directed communications and marketing strategy for agents and consumers 
-Led and developed sales training and enablement strategy for sales and agents
-Managed sales reporting, compensation reporting and executive reports 
-Oversaw CRM systems, process changes and related systems needs
-Managed performance bonuses, commissions, campaigns and incentives 
-Created and managed sales quotas and bonus for performance 
-Accountable for sales and marketing budget
-Collaborated with multiple departments and stakeholders
-Aligned roles, responsibilities and restructured the marketing organization
-Led the Sales and Marketing organization through a major organization change 
-Delivered Go to Market Training, Enablement and Marketing program for agents and the sales team for the new product and systems launch

Director of Sales Operations

-Sales/P&L for 905M written premium personal & commercial in 38 states
-Developed unique local market strategies to achieve sales objectives
-Created, delivered and executed the sales strategy for multiple regions
-Partnered with product & UW team to ensure strategic profit objectives were met
-Managed channel sales tactics, campaigns and structured initiatives for agents 
-Responsible for National Accounts prospecting and performance
-Created sales contests and other initiatives for sales reps and agents
-Managed budget and worked with multiple department leaders on initiatives
-Coaching and management of Sales Managers and their regions
-Participated in the annual planning and budgeting process
-Led  sales training program through Wilson Learning certification 
-Led sales team through major company merger that began in 2014 
-Achieved top-line revenue goals for the region in 2015 and 2016

Directed sales department for Northwest and Rockies regions
• Responsible for P&L of $115M Direct Written Premium (Personal and Commercial Auto)
• Led team of Territory Sales Representatives and Sales Managers
• Responsible for creating and executing a new business acquisition strategy
• Charged with planning, expense budgets, compensation spending and forecasting
• Expertise with Microsoft CRM and SharePoint, used to manage accounts/activities
• Responsible for staffing allocation, new hires, and all sales related activity
• Developed and implemented sales management coaching and performance tracking tools
• Oversaw and managed all sales related matters in 9 states
Key Accomplishments:
• Exceeded sales targets in 2013
• Training facilitator for Challenger sales training 2013
• Corporate Visions program participant 2011-2012

Regional Sales Director

PennySaverUSA.com

-B2B, SMB sales, print, direct mail, online advertising, 35M Annual Revenue
-Led  and developed a 12-14 person field sales team of Account Executives 
-Established and managed start-up sales department in Oakland, CA 
-Responsibilities included recruiting, hiring and training of Account Executives 
-Strategic development of the region to reach market penetration & profit targets 
-Created strategies to grow existing business and new business acquisition tactics 
-Trained staff on effective advertising campaigns and how to position them
-As head sales trainer, created and facilitated sales training to staff and managers 
-Responsible for regional forecasting, budget and expense management
-Head training facilitator of new-hire sales training for Northern CA 
-Developed company sales training process and management tools 
-Manager of the Year and President’s Club 5 out of 6 years

Senior Sales Manager

Valley Yellow Pages

-New B2B Sales and existing accounts for yellow pages directories
-#1 Rep of the Year 2003

Senior Account Executive

Sandy brings over 20 years of experience in sales, leadership, training, enablement, and revenue operations to the industry. She has a proven track record of driving revenue growth and optimizing operations through data-driven insights and innovative solutions. She has led sales teams to exceed targets, developed effective go-to-market strategies, and implemented scalable processes to drive growth.

Sandy led Revenue Operations and Enablement at several SaaS companies, including Web.com, SupplyFrame and Nymbus. As VP of Revenue Operations at Nymbus, a FinTech, she led a team responsible for Revenue Operations and Enablement for the Enterprise SaaS marketing, sales, and customer success teams. In her current role as SVP of Revenue Operations and Enablement at Patra, Sandy is helping Patra build a revenue engine poised for scalable growth and buld the GTM plan for their new SaaS product launch.

She has a true understanding of what teams need and is committed to working collaboratively while challenging the status quo. Sandy’s passion is to enable teams through intense focus on the complete customer buying journey related to systems, tools, training, and processes. Sandy enjoys mentoring younger women, helping them to navigate their careers, and setting an example for other women in her field.

Robinson has a Graduate Certificate in Management and Leadership from the Massachusetts Institute of Technology (Sloan School of Management), a Bachelor of Science degree in Business Administration from the New York Institute of Technology, and a Lean Six Sigma Black Belt Certificate from Villanova University.  Most recently, Sandy completed her Master’s in Education (M.Ed.) in Global Training and Development. She also has a 2nd Degree Blackbelt in Kenpo Karate!

SVP of Revenue Operations

Head of Revenue Operations

Excited to be speaking next week at the Chief Revenue Officer Summit by Revenue Operations Alliance in #Chicago next week!

On November 18th at 2:30 PM CST, I’ll be sharing “Empowering #RevOps: The CRO’s Blueprint for Scalable Growth.”

Over the years, I’ve seen firsthand how #RevenueOperations can either be confined to reporting or elevated into a true growth engine. This session is about helping #CROs move beyond traditional sales leadership to unlock the full potential of RevOps: aligning #marketing, #sales, product, project management, and #customersuccess around one shared goal: scalable growth.

Here's what I'll cover:

👉Why CROs must position RevOps as a strategic enabler, not just a support function
👉The three levers every CRO can pull: alignment, access, and technology investment, to empower RevOps
👉Real-world examples of how an empowered RevOps function can boost forecast accuracy, retention, and overall revenue performance

I’m grateful to join an incredible group of leaders and peers shaping the future of revenue leadership and excited to hear from Warren Zenna, Chairperson The CRO Collective!

Speaker Lineup: 

Chris Lobdell
Mark Sneathen
Lawrence Lanzilli
Anil Harjani
Chetan Ghai
Adam Sidoti, Esq.
Laura Sardegna
Sriharsha Guduguntla
Randy Moll
Greg Leos
Matt Green
Deb Jenson

Registration Link: https://lnkd.in/e4FKG7DY
If you’ll be in Chicago, I’d love to connect in person!

Thank you Sabena Marso Will Burden Jack Debono!!! #Speaker #WomensEmpowerment #ChiefRevenueOfficer #SalesLeadership

🚀Soooooo STOKED!! I signed up for the Clay bootcamp and my cohort kicks off on November 24th!!!🚀

After an internal evaluation, we decided to bring #Clay into the #RevTech stack. Dialing in our automation, research, and enrichment is critical to building out cleaner, scalable #GTM workflows. 

I am so excited for this. Being a student is so important to me. And a hands-on bootcamp is the best way to do it!🔥💪

👀 Clay users and admins, would love your insights: 

👉What tips do you have? 
👉Any cautionary tales or warnings?
👉What do you wish you had known before you started using Clay?

I’m excited to start the journey and would love to learn from folks doing it! I'll be posting more on as I dive in!!

Drop your thoughts in the comments!
👇👇👇

Here we go.

🙏Thank you Jay Bhandari for guiding us through the sales process! Looking forward to our kickoff with Natalie DeRosa!

#MarketingOps #MarTech #GTMOps #RevOps #RevenueOperations #MOps #AI #RevOps

taplio

Sandy Robinson, M.Ed.'s Linkedin Analytics