Kelley Shirazi - Director, Global Sales and CS Enablement,

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Work Background

GitLabDirector, Global Sales and Customer Success Enablement

Feb. 2023 - Jan. 2025Led the Global Sales and Customer Success Enablement team responsible for program design and delivery, role-based training and onboarding, and ongoing programs and accreditations. Partnered with Executive Leadership in Sales, Customer Success, Product Marketing, Partner and Channel teams, and other cross-functional teams to ensure alignment. Established KPIs to measure program effectiveness across all levels of the Kirkpatrick Model. Leveraged AI technologies and tools to drive sales and customer success enablement. Key Achievements: • Reduced new hire ramp time by 26% through implementation of role-based onboarding journeys and shadow programs for Sales (AEs) and Customer Success (SAs, CSEs, CSMs, Renewal Managers). • Leveraged AI tools and technologies including Claude, ChatGPT, Gong, Chorus, Slack, Aircover, Clari, and Highspot to streamline enablement efforts accelerate onboarding, and deliver data-driven coaching and content at scale. • Operationalized Command of the Message and MEDDPPIC, measuring messaging adherence and operational rigour to ensure consistent application in every customer interaction. • Created annual Enablement roadmap for Sales and Customer Success, including Field Sales, Solution Architects, CSMs, Renewals and Professional Services. • Created, implemented, and operationalized a GTM Enablement framework, creating greater alignment and driving consistent execution across multiple GTM teams. This framework resulted in $23.7M in attributed pipeline when applied to Revenue Plays. • Designed and delivered individual learning tracks for ~800 Sales and Customer Success reps during annual Sales Kick-Off events, with a CSAT score of 90+% from both ICs and Leadership. • Designed and implemented KPIs to measure program effectiveness using tools including Gong, Highspot, SFDC, Ecosystems, Tableau and Clari to provide data-driven insights to Executive Leadership.

GitLabManager, Sales Enablement Programs

Oct. 2021 - Feb. 2023The Manager of Field Enablement Programs is a global Sales Enablement leader with the ability to thrive in a growing software DevOps organization. Reporting to the Senior Director of Field Enablement, they are responsible for building and managing a virtual, world-class global sales training and enablement programs team. • Develop and lead the successful execution of field enablement programs to ensure field team members and partners are equipped with content, resources, tools and training to effectively differentiate and sell the GitLab solution. • Oversee the development of education and training content in collaboration with marketing and other SMEs to identify and develop core curriculum, customized regionally as needed, for field audiences across all routes to market. • Ensure alignment of field enablement activities with key internal and external events, such as new product releases, campaigns, and essential industry trade shows. • Manage and drive online, self-paced onboarding, and results-driven continuous learning. • Leverage Salesforce.com CRM infrastructure and other tools for delivering formal and informal/social learning. • Develop sales competency assessment programs, as well as partner accreditation programs. • Measure and report on the effectiveness of field enablement programs. Determine opportunities for improving the sales learning experience, and identify innovative techniques for delivery.

GitLab Inc.Senior Sales Enablement Program Manager

May. 2020 - Oct. 2021

PuppetSenior Principal Sales Enablement Manager

Oct. 2019 - Apr. 2020Portland, Oregon AreaKey role within the geographically dispersed Global Knowledge Management Team working in partnership with the global sales organization to ensure our sales teams, sales leaders, and channel partners possess the skills, knowledge, and process expertise to maximize every buyer interaction. Success is measured by the improvements achieved in lead-to-conversion rate, sales velocity, and efficiency, with responsibility for increasing predictable sales results by providing consistent, scalable enablement services that allow customer-facing professionals and their managers to add value in every customer interaction.

Emerald Metrics LLCDirector of Sales

Jan. 2019 - Jun. 2019Portland, Oregon AreaEarly stage startup environment selling disruptive SaaS based technology solutions to the emerging cannabis industry. Responsible for designing sales and marketing strategies to drive new business revenue and expand early install opportunities. Created sales processes and workflow to scale the business including messaging, Ideal Customer Profile attributes, CRM alignment, and value continuum. Attended trade shows and developed relationships with multiple decision makers including investors, facility designers and cultivators. Key Achievements: • Increased pipeline opportunities by over 300% through cold call prospecting, qualification and communicating ROI to multiple decision makers. • Developed digital marketing strategy and key collateral to maximize trade show opportunities • Created sales process, workflow, KPI’s and messaging. • Brokered key strategic partnerships to capture recurring revenue and increase industry adoption.

BlueVoltDirector of Sales, BlueVolt

May. 2012 - Jan. 2019Portland, Oregon AreaBlueVolt's mission is helping customers grow their businesses through more knowledgeable people. As such, we provide the tools and knowledge to assist you in the development, delivery and management of your training program. Hired, managed and mentored a team of National Account Executives and Account Managers to capture net new and recurring revenue while carrying an individual quota. Implemented selling methodologies. Created end to end sales process including SalesForce.com implementation and workflow, accurate forecasts, Ideal Customer Profile definition and development, KPI’s and success metrics, sales playbook, and new SaaS pricing model. Helped inform the strategic direction of the company and reorganized the sales team to support alignment and to scale the organization. Worked closely with Professional Services Consulting team in determining multi-tiered solutions based on customer requirements. Successfully hired, trained and coached team to increase ARR and achieve a high level of performance and job satisfaction. Key Achievements: •Hired and coached sales team resulting in an 87% increase in pipeline. •Cross- functional collaboration to create Sales Playbooks, Buyer Personas, Buyer Journey •Achieved 134% quota in 2013 and 114% in 2017. •Increased conversion rate from 6.6% to10% and pipeline velocity by 46% during the first 12 months in role. •Increased new logo acquisition by 236% with ARR following the same trend.

NAVEX GlobalNational Account Manager- All Verticals

Sep. 2008 - May. 2012EthicsPoint, now Navex Global, provides On-Demand software solutions for Governance, Risk and Compliance, specifically focusing on loss and investigations management. I serve as the compliance expert within the Food, Agriculture and Beverage vertical, and as such am responsible for EthicsPoint's largest and most visible customers, including Kraft, Cargill, ConAgra Foods and General Mills. Owning the F.A.B. business unit within EthicsPoint has allowed me to partner with C level executives in Loss Prevention, Internal Audit, and HR/Associate Relations, with particular emphasis on creating GRC workflow efficiencies. In addition to new logo acquisition, I am responsible for managing and growing existing business, as well as creating and maintaining an ongoing territory business plan reflecting target market and pipeline/account management. With a strong background in technology sales, I have been able to propose, facilitate and manage application integration allowing my customers to consolidate disparate systems and streamline workflow, resulting in cost savings, increased efficiency and Enterprise transparency. •Brought the first $1M deal to the company, Q4 FY11 •Achieved 257% of quarterly quota, Q1 FY12 •Achieved 142% of quarterly quota, Q1 FY10 •Partner with C- level executives in multiple departments with particular emphasis on creating GRC workflow efficiencies regarding intake, investigation and resolution. •Respond to RFP’s by providing comprehensive Executive Summaries and proposing multi-tiered solutions based on client parameters and requirements. •Propose, facilitate and manage application integration allowing my customers to consolidate disparate systems and streamline workflow, resulting in cost savings, increased efficiency and Enterprise transparency. •Work closely with our Professional Services Consulting team to build and implement our core solutions as well as leveraging our add-on services. • On-site customer meetings. .

MicrosoftSolution Sales Specialist; MS Hosted Services

Jan. 2002 - Sep. 2008Solution Sales Specialist, Enterprise Sales, LiveMeeting and Exchange Hosted Services •Achieved 123% of quota attainment for FY07, winning MVP Rep of the Year. •Achieved 105% of quota attainment for FY05 •Achieved 128% of FY04 annual quota. •Grew territory 300% from FY 03- FY04 •Partnered with field sales to penetrate Enterprise and Global account business; sold largest deal in LiveMeeting history for $1.2 M. •Built and managed relationships between Microsoft and Enterprise Business Executives to secure both departmental and Enterprise wide sales of Microsoft LiveMeeting and Exchange Hosted Services. •Developed a territory strategy and collaborated with customers on the strategies defined to include long-term vision, which resulted in an annuity stream and increased revenue •Drove Renewal Revenue, Add-on Revenue, Professional Services Revenue and Net New Business Revenue. •Successfully worked in a team selling environment with a Field Account Executive and Technology Specialist for maximum territory and client coverage. •Responsible for leveraging and understanding complex Enterprise licensing through the volume sales channel. •Worked with strategic partners to provide value added solutions to Enterprise customers. •Achieved 100% of Key Performance Indicators based on productivity, pipeline, and lead management metrics including accurate forecasting and CRM activity.

WebTrendsInside Sales Account Manager

Jan. 2000 - Jan. 2001•Won the President's Club 2001 Achiever’s Trip for reaching 125% of quota. •Created, developed and executed on a territory plan resulting in a pipeline of $500,000 in three months for the AZ and NM territory •Sold enterprise solutions, including volume licensing, maintenance, and professional services to major and mid-market accounts at the VP and CEO levels through solution selling.

SymantecCorporate Sales Account Manager

Apr. 1997 - Nov. 1999•Achieved 207% of quota by closing over 185 accounts. •Won Rep of the Quarter, Q2 1999. •Created and generated email and fax blasts, mail campaigns, and calling campaigns, which generated $130K additional revenue. •Supported two territories, overachieving in both by selling software licensing and maintenance packages for multiple product lines.