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Work Background
ClickUpVice President Finance
Aug. 2021San Francisco Bay Area
People.aiSenior Vice President, Business Operations & Finance
Oct. 2020San Francisco Bay AreaOversee all Finance (Strategy, FP&A, Accounting, Legal, FinOps), Revenue Ops (Sales, Marketing & CS Ops in one), Business Analytics, PMO
People.aiVice President, Revenue Operations & Finance
Feb. 2019 - Oct. 2020San Francisco Bay AreaResponsibilities:
- Revenue Operations (the unified GTM Ops function with the single focus of driving predictable ARR growth)
- BI, Revenue Analytics & Product Analytics
- Business Systems
- FP&A, Controllership
AppDynamicsDirector, Sales Strategy and Management
Jan. 2016 - Sep. 2018San Francisco Bay AreaI built out the Global Sales Ops & Analytics team - scaled the ARR 10x to $500M and the team 5x during the hyper-growth period. I reported to CRO and took on multiple leadership roles to drive the IPO readiness - was part of the highest value acquisition in history at AppDynamics/Cisco ($3.7b @ 17x multiple)Main Achievement:
- Head of Sales Analytics team, built Sales analytics stack to provide timely and actionable sales and market intelligence to Global GTM Leadership team. This team built a data-driven decision-making process to enable the business to move fast and move smart
- Built Sales Finance function to bring the discipline to the Global Sales org as a finance leader: sales efficiency decreased from over 60% to 35%; gross margin increased from 60% to 80% through discounting monitoring and control
- Led Global Field Ops function to scale with the high growth and continuously improve sales efficiency and effectiveness: Sales Process Optimization, Sales Commission, Sales Capacity. Improve Forecasting visibility and ensured IPO Readiness. (AppDynamics was acquired by Cisco 48 hours prior to IPO)
- Stood up Sales Strategy team to drive cross-functional alignment with Marketing, Finance, Post-sales and Product to achieve ~80% revenue growth and helped company pivoting to SaaS/Subscription model
- Scaled Sales HC from ~80 to ~600 globally and maintained the sales productivity level through strategic planning, process improvements, and GTM org design
- Recruited, grew and led a team of 30 sales operations managers, GTM strategy and BI analysts
- Post-acquisition experience: drive post-acquisition sales integration programs with Cisco to accelerate revenue growth
- Chief of Staff to CRO. covered day-to-day org operations, Sales All-hands & Leadership QBR, Board & EStaff presentation
AppDynamicsManager, Sales Operations & Sales Finance
Mar. 2015 - Jan. 2016San Francisco Bay AreaHired to build and scale the Global Sales Ops function when the company was growing over +100% on +$50M ARR
Expedia, Inc. - HotwireMarketing Finance Manager
Jan. 2014 - Dec. 2015San Francisco
ZyngaSenior Financial Analyst
Jan. 2013 - Dec. 2014San Francisco
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