KIMBERLEY HALEY
My Revenue Operations skills span from typical Sales Operations management of territory design, Forecasting and Pipeline measurement, Revenue Org tech stack optimization (over 15 years SFDC and CPQ implementation and optimization experience) and commission design and execution to managing other facets of Revenue Operations including: Customer Success and Marketing Operations, Deal Desk, Renewal Management and my most favorite element: annual GTM strategy and capacity optimization planning.
I have worked with several leading private equity companies during annual planning and quarterly Board review processes and welcome their insight and advice on how to best optimize the revenue organization to scale. I can offer automated models for territory and quota planning and execution, forecasting using AI tools, and have implemented commission plan design and execution systems end to end twice in my career.
GTM Strategy
Extensive Sales Leadership experience having managed a team of Account Executives and Account Managers who owned growth & retention for 600 customers.
One unique example of GTM strategy and planning includes the design of the new Global Sales & Customer Success organization post-merger.
Led the full Operations rollout including customer segmentation, defined the new sales & support structure globally, identified resource allocation, designed new compensation plans, territories and quotas, placed employees in new roles and managed all performance measurement of the newly integrated sales organization. Experience presenting plans and results directly to Board.
Revenue Operations Function
Example of Revenue Operations function that I led at a $250M SaaS organization.
Over time, the team expanded to cover both Lead Generation (SDR teams) and Renewal Managers who were quota carrying reps responsible for securing NRR.
Other functions managed: Deal Desk, Sales Operations, Sales Analytics, Field Enablement, RFP team.
Forecast & Pipeline Management
To maintain the pulse on a global business, developed and managed both pipeline and forecast cadences. Led inbound SDR team, lead routing optimization and conversion measurement.
Successful pipeline and forecast management relies on the business leader to enforce and encourage weekly if not daily targets for teams to ensure linearity is maintained and the forecast is accurate.
Territory & Capacity Planning
Led the full annual planning process including sales segmentation, territory design, resource allocation, capacity and quota calculations, scenario testing, pipeline strategy (by source) and full implementation of automated planning tool (Anaplan). Scaled the annual planning process for global consitency and automation.
