Highlight

Lead the Revenue Operations Team at Highlight. 

1. Created a forecasting revenue model with 85% accuray
2. Worked on growth and retention strategies to move away from A-La-Carte (ALC) to subscription based opportunities for predictable revenue for predictable revenue
3. Enabled the CS team for renewals and created a model to track customer health and retention
4. Worked on improving NRR (Net Revenue Retention) and Customer Lifetime Value (CLV) through renewals and upsells, predicting customer churn
6. Reduced sales cycle time, improved pipeline velocity  and win rates by optimizing sales process
7. Reporting and Insights on all key metrics across marketing, sales, CS, finance
8. Commission planning for BDRs, CS & Sales which had a direct impact on win rates

Director of Revenue Operations

Associate Director, Revenue Operations

Vena Solutions

Senior Manager Marketing Operations

Lead, coach and develop the Marketing Operations team, with the support of the Senior Director of Revenue Operations and VP of Revenue Operations and Strategy

Lead proper planning and execution of the Marketing Operations team's deliverables.

Collaborating with Marketing and Revenue Operations leadership teams to influence direction and strategy of Marketing projects and roadmaps

Drive and manage full-funnel automated nurture strategy through collaboration with marketing and sales operations

Develop/implement/manage audience segmentation, including lifecycle stages and personas

Conceptualize and manage robust campaigns based on lead generation efforts, lead behavior and engagement, key markets and personas

Monitor and maintain HubSpot integrations to ensure proper functionality

Collaborate with key stakeholders to create an automation roadmap for achieving success

Monitor, analyze, report on campaign results and ROI

Use data (including A/B test results) to improve nurture cadence, email content engagement, landing page optimization, and lead generation efforts

Support the department goal of clean data, ensuring diligent adherence to data capture best practices

Manage and optimize email deliverability and IP

Marketing Operations Lead

Marketing Operations Manager

Ada Inc

Implemented and full ownership of HubSpot (Marketing Automation Platform) with 5+ years of expertise. Created workflows for process automation, dashboards within Hubspot and Salesforce for 99% data accuracy.

Improved SEO ranking for 45 high priority keywords from over 100 to under 10 in less than 4 months to increase organic traffic by 350%.  

Introduced 12+ Nurture campaigns & aggressive profiling to shorten the sales cycle by 25% for Mid-Market & Enterprise clients and increased MQL to pipeline conversion rate by 12.9%. 

Introduced multi-touch attribution tracking for all leads and opportunities. Worked on Marketing reports for the entire marketing team and presented to the company heads.

Demand Generation and Marketing Operations Manager

Implemented & optimized more than 7 different lead gen channels(Adwords, LinkedIn, ABM (Terminus), SEO, Email, G2, Capterra, DoGood, etc.) to increase MQLs by 4,900%, reduce CPL by 90% in 12 months.

Paid Acquisition Manager

Webyog, Inc.

Webyog creates innovative data management tools for millions of customers across 100+ countries. Used by over 35,000 companies with clients like NASA, The New York Times, Bank of America, etc.

● Recruited to head marketing team, increase website traffic and revenue, by enhancing the online presence.

●Heatmaps generation and A/B Testing

Introduced heat map generation, studied and analyzed customer interaction on the website with the help of Hotjar and Google Analytics.

 Introduced A/B testing to determine the cause for high bounce rate of the website, and refined the website layout accordingly.

● Email Marketing 

Designed, developed and implemented email marketing campaigns to current and future prospects prompting them to buy or upgrade their perpetual licence.

Planned various promotional campaigns throughout holiday season, to boost revenue.

●Google Adwords Manager and Admin

Started retargeting campaigns via GDN ( Google Display Network ) to increase revenue, improve brand awareness and brand recall value.

Worked on GSN ( Google Search Network ), to improve visibility in online search domain.

● Facebook Business Manager 

Started retargeting campaigns by placing Facebook pixel on the relevant pages of the website to increase leads and downloads. 

Gathered new prospects through Facebook for business and targeted the segmented audience by analysing customers based on interests, demographics, behaviour and geography through Google Analytics.

● AWS re:Invent 2016

Ownership of marketing activities for the AWS re:Invent Conference 2016. Executed the teaser videos, t-shirt design, social media marketing, brochure creation and email marketing.

Digital Marketing Engineer

Parcelled

Search Engine Marketing (Google Adwords) 

Analyzed detailed data including CPC, impressions, CTR and conversions to reach desired CPA levels, increase ROI and increase lead generation. 
Improving average Ads placement for campaigns through keyword planner
Implemented bidding strategies to improve conversions

Search Engine Optimization(SEO)

Used SEO to increase Parcelled Ranking to top searches for relevant keyword in online delivery domain. 
Strategically constructed sub-locality specific URLs for increased search ranking.
Added Canonical URL Tags for handling duplicate contents. 

Contributed in creating optimal website structure by internal linking every page URL.
Responsible for quality inbound links by placing them in relevant website sources to increase SEO ranking.

Added the most optimal and relevant Title tags to increase search ranking.  Analysed the crucial keywords of the content by using tools like GA, webceo.

Google Analytics

Improved CTR by changing Title Tags, Meta Description Tags. 
Reduced bounce rate of the website from by improving landing pages, adding high value keywords appealing to customers. 

Analysed the T.G by studying demographics to target the segmented audience effectively.
Analyzed the increase in user base for campaigns for Joy of Giving, Hyderabad Launch, Chennai Flood Relief Campaign using google analytics

Facebook for Business

Used the tool to identify demographic segregation and target them accordingly. Studied behavior of over 100,000 sellers to market campaign effectively.

Applied segmentation for offline campaigns to target very specific professionals in specific geographic location.

Marketing Manager

MebelKart Technologies Pvt. Ltd

- Member of hiring committee, hired students from Top colleges. 
- Ownership of Email marketing and online campaigns. 
- Improved the search ranking for furniture catalog by updating title tags.
- Handled PR and interviews to newspapers such as The Pioneer, The Daily Post.
- Created investor presentation which played a crucial role in raising funding from AskMe.com.
- Managed the design team and handled the placement of content on the website.

Project Manager

Flipkart.com

- Created exchange and replacement policies to help the consumers for easy refund.
- Ensured proper analysis for all refund requests and reduced the fraud in refund.

RMT Specialist

Emerson Process Management

Graduate Trainee

As a revenue operations leader with an MBA and a BE degree, I optimize efficiency across sales, marketing, renewals, expansion, and finance at Highlight. My role is to align and drive revenue with the go-to-market strategy, processes, and technology. 

I have a passion for solving complex problems using technology and data. I have built and managed the entire tech stack and processes in marketing, sales, cs and finance.

I love learning about disruptive technologies, build scalable teams, and develop GTM strategies. I am also an aspiring boxer (now BJJ) and a coffee lover.

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