Susan Whittemore

QFlow.ai

QFlow leverages AI and advanced analytics to offer ready-to-use GTM stats, performance driver analysis, and scenario planning capabilities. Our vision is to equip every B2B company with the power of a robust 10-person GTM Finance team (including BI analysts and data engineers).

GTM and Revenue Operations Executive Advisor

Teampay

➼ Led Revenue Operations, optimizing GTM tech stack, streamlining tool integrations, and elevating cross-functional productivity.
➼ Established a comprehensive end-to-end process from Marketing to Customer Success, embedding feedback loops and key conversion and velocity metrics.
➼ Collaborated with CFO and CRO to define and harmonize crucial SaaS metrics (ARR, MRR, NRR, GRR, etc.), boosting operational efficiency and customer satisfaction.
➼ Secured advantageous vendor contracts, and managed data insights for board presentations, enhancing strategic decision-making.
➼ Implemented robust internal controls across marketing, sales, and post-sales phases ensuring data-driven transparency in GTM strategies and campaigns.

About Teampay:
Teampay is a leader in distributed spend management, providing businesses with unmatched spending oversight and empowering employees in procurement. We believe in channeling efforts towards growth over overhead.

Head of Revenue Operations

Starburst Data

➼ Revolutionized the GTM strategy and tech stack, centralizing cross-functional teams with agile methodologies to enhance both sales-marketing synergy and customer satisfaction.
➼ Leveraged PXT Select in recruitment to expedite the hiring process, ensure candidate fit, and personalize our sales coaching methods, culminating in a diverse, elite global sales team.
➼ In partnership with the VP of Sales, redefined the operating rhythm, achieving increased forecast accuracy and a cohesive, transparent forecasting process from frontline teams up to the CEO.
➼ Oversaw sales and marketing KPIs, paving the way for scalable pipelines, strategic territory planning, and propelling the company towards significant milestones like Series C Funding.

About Starburst Data:
Starburst champions the vision of unveiling the unseen for its customers. Over a decade, our founders, across three ventures, tackled data access challenges, traditionally deemed slow and inflexible. Starburst presents a solution, counteracting data silos and ensuring swift access. We amplify open source Trino's capabilities, a rapid distributed analytics engine, by integrating essential connectors, fortifying security, and ensuring 24x7 support for expansive, rapid data access.

VP, GTM and Revenue Operations

Silk

➼ Drove Silk's transition from hardware-centric to software powerhouse, overseeing comprehensive operational overhauls and reimagining the go-to-market strategy.
➼ Implemented Command of the Message and MEDDICC methodologies across all levels, resulting in a remarkable 30% sales increase.
➼ Directed a rigorous training program for sales reps, leading to improvements in pipeline velocity (25% up), sales cycle duration (20% reduction), and win rates (15% growth).
➼ Revamped the marketing funnel, achieving a 40% pipeline boost and a significant 25% revenue increase through data-driven territory planning and optimized lead strategies.
➼ Collaborated closely with top-tier leadership, including the COO, SVP of Sales, and CMO, on objectives, technological transformations, and seller adaptations, in alignment with Force Management's strategies.

About Silk:
Emerging from its earlier avatar, Kaminario, in 2020, Silk's Cloud Data Platform is the touchstone of cloud efficiency. It empowers entities to extract tenfold performance from their cloud data while incurring 30% fewer costs. Positioned between application stacks and cloud infra, it elevates the entire cloud ecosystem without modifications. With features like real-time data reduction, thin provisioning, and perpetual resource tuning, Silk tailors your cloud spending to match evolving data needs, making cloud economics more viable.

Sr. Director, Global Revenue Operations

Perfecto Mobile

➼ Drove substantial revenue growth, taking ARR from $13M to $75M.
➼ Expanded and operationalized the enterprise sales team, growing it from 4 to 60+ global sellers, focusing on enterprise value selling in tandem with the CRO.
➼ Oversaw comprehensive new hire training and enablement, ensuring consistent skill development and tool accessibility, incorporating MEDDICC & Command of the Message for optimal sales performance.
➼ Crafted an all-encompassing go-to-market strategy, utilizing both direct and indirect sales channels, in-house sales initiatives, and SDRs, while handling compensation plans for various teams.
➼ Streamlined the MEDDICC-based forecast process, providing vital sales KPI insights to the CRO and Managers for informed strategic decision-making.
➼ Directed global sales operations and development, encompassing sales forecasting, Salesforce operations, onboarding, renewals management, and business development while fostering team cohesion through events like Sales Kick Offs and Quarterly Reviews.

About Perfecto Mobile:
Perfecto Mobile offers industry-leading mobile and web automation testing solutions. We facilitate efficient testing, monitoring, and delivery of high-quality applications, supporting multiple frameworks including Selenium and Appium.

AVP, Sales Operations and Sales Development 

Rocket Software

My Role:
➼ Drove substantial growth at Rocket, increasing ARR from $200m to $500m and doubling the workforce from 600 to 1,200+.
➼ Unified 15+ distinct brands through innovative tools and systems, enhancing insight selling and fostering organizational synergy.
➼ Pioneered Rocket's first-ever sales meetings, laying the groundwork for sustained growth and cross-team collaboration.
➼ Integrated a unified sales CRM platform using Salesforce and Marketo, streamlining operations across diverse business units and refining sales processes.
➼ Designed a robust lead-to-order framework, covering lead management, CPQ, forecasting, and insight selling tools.
➼ Secured the Prosci Change Management Practitioner certification, underscoring a dedication to efficacious organizational transformation in complex growth scenarios.

About Rocket Software:
Rocket Software, a leading partner to global enterprises, addresses multifaceted IT challenges spanning infrastructure, data, and applications. Dedicated to in-place modernization through a hybrid cloud approach, Rocket assists over 10,000 customers globally. Its expansive team of 2,600 accelerates and refines modernization paths, meeting evolving market demands. Based in Boston and part of the Bain Capital Private Equity portfolio, Rocket's global centers of excellence cater to diverse clientele.

Global Sales Operations and Enablement Director

Novell

➼ Supported the VP, Americas, providing senior executive assistance as he rose through the ranks to ultimately assume the role of CEO.
➼ Expanded my Sr. Executive support to top-tier executives including the CFO, General Counsel, and SVP of HR, while also managing critical board committees.
➼ Launched the global onboarding portal on time and within budget, elevating productivity for new hires by an impressive 50% within the first quarter.
➼ Partnered closely in reshaping the Americas go-to-market strategy, leveraging transformational emotional intelligence, which led to a 13% increase in operating profit over two years and set new benchmarks in revenue growth.
➼ Jointly penned the M&A Integrations Playbook, refining Novell's approach to integrations and acquisitions.
➼ Served as a trusted internal consultant, addressing pivotal challenges like employee retention and skill development, laying the foundation for a vibrant and high-performing work environment.

About Novell:
Novell, Inc., operational between 1980 to 2014, was a renowned American software and services entity based in Provo, Utah. Its flagship product was the versatile network OS, Novell NetWare.

Sr. Executive Support & Project Management

Deloitte & Touche

➼ Started at Deloitte & Touche at 18 following the acquisition of their own start-up, Real Estate Tax Services, Inc.
➼ Partnered closely with the Boston-based leadership and the Partner-in-Charge, showing adaptability by operating out of two major locations: Boston, MA, and Manchester, NH.
➼ Successfully managed a $25M property tax liability portfolio, emphasizing compliance and financial risk mitigation.
➼ Pioneered the development of AtlasTax, a cutting-edge property tax CRM, ushering in a new era of client tax management for Deloitte & Touche.
➼ Rapidly advanced to pivotal roles such as East Region Consultant and Account Manager.
➼ Championed AtlasTax's adoption, enhancing client satisfaction and strengthening business partnerships through strategic presentations and demonstrations.

About Deloitte & Touche:
Renowned as the world's fourth-largest public accounting entity, Deloitte & Touche stands tall among the Big Six accounting magnates. Delivering a plethora of professional services, from accounting, auditing to tax and management consulting, its vast network spans 15,300 professionals across 100+ U.S. cities. As a constituent of Deloitte Touche Tohmatsu International, it amplifies its global footprint, making a mark in managerial consulting via 56,000 professionals spread over 108 countries.

Account Manager - Tax Associate

GTM Leader | Revenue Operations Executive

A transformative Revenue Operations Executive and GTM leader with over 15 years of experience. My passion lies in building elite sales teams and driving operational efficiency to scale businesses. 

Here's how I make an impact

➥Strategic Leadership: Spearheaded GTM revamps and sales optimizations in top-tier tech firms.

➥Operational Excellence: Streamlined processes from onboarding to customer journey, reducing friction and elevating performance.

➥Data-Driven Agility: Accelerated insight-driven decision making, ensuring speed, agility, and alignment across leadership teams for rapid strategic adjustments.

➥Team Building: Utilized PXT Select, DiSC, and Predictive Index for efficient hiring and tailored sales coaching, creating diverse, high-performing teams.

➥Innovative Solutions: My approach combines strategic technology application with a focus on buyer journey insights, ensuring growth and efficiency.

Revenue Operations - Consultant

Operations Consulting Services:
Onboarding, Buying-to-Customer Journey Mapping, Process Design and Workflows, LinkedIn Strategies, RevOps Strategies, Prioritization Workshops, and ICP definition / validation.

Personal Coaching Services:
Career Mapping and Pivots; Professional Branding, LinkedIn Workshops, Unstucking Yourself, Team Building, and Clarity / Prioritization Workshops.

Darts, Spirits, Connection, and Conversation...
🎯 🍻 🤝 🗣 

A very fun Friday night engaging with Boston's GTM Leaders focused on darts, spirits, strategic networking, and fun!

Following a crazy week in Boston, with an April Nor'easter coupled with an rare and minor earthquake, our gathering highlighted resilience and the value of in-person connections to shake off the week! 

We are on a mission to strengthen our community ties among current and prospective members, fostering professional growth, support, and collaboration.

Looking ahead, the Pavilion Boston Chapter is gearing up for a series of events that promise not just networking, but real, actionable insights for GTM leaders in the Boston area. 

If you’re a Boston executive keen on making meaningful connections and driving your strategic objectives forward, now is the time to get involved. 

Learn more in comments! 

#Boston #Pavilion #CRO #CMO #CCO #RevOps #GTM #Community
#BostonChapter

How Can You 10x Your GTM Efficiency?


Empowered by AI.

The COOs of Pavilion are deep-diving into practical tools and techniques for adopting AI, making GTM strategies more efficient and increasing performance. 

Our monthly sessions create a path for organizations to learn, engage, and challenge the question "How to harness AI for real impact?"

This March, we were joined by Madhu Puranik of Revlitix, who shared actionable insights across GTM’s critical pillars: 

⏩ Demand Generation: AI’s unmatched capability in personalizing customer engagement and optimizing content across all social platforms, significantly enhancing reach and conversion rates. Offering rapid insights to refine strategies.

⏩ Expansion: AI’s ability to uncover hidden revenue opportunities by analyzing customer data for upsell and cross-sell potential. Simplifying predictive simulations for strategic planning.

⏩ Operations: AI's capacity to automated data cleansing and health checks to rapid report generation to uncovering insights. Boosting efficiency and data governance.

Learning together, we’re demystifying AI, turning it into a strategic ally for SaaS B2B leaders seeking efficiency and increased performance.

Join our journey in Pavilion and follow Madhu for the latest on GTM and AI innovation. 

Next session: Kristapor Giragosian 💡 

Embrace AI, transform your GTM, and lead with confidence.

Taplio

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