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Jessica Claire
, , 100 Montgomery St. 10th Floor
Home: (555) 432-1000 - Cell: - resumesample@example.com - -
Summary

Accomplished leader with 10 years of experience driving revenue and operational excellence for public and private tech companies. Builds and executes go-to-market models for high-growth revenue and achieves aggressive growth goals. Embraces ambiguity to build cross-functional teams and relationships, and is passionate about people, problem-solving, and demonstrating quantifiable results. Data-driven with a deep understanding of the importance of successful partnerships across Sales, Marketing, Services, Finance, and Product functions.

Skills
  • Go-to-Market Strategy
  • Business Development
  • Financial Forecasting
  • Full Funnel Insights
  • Sales Process & Enablement
  • Cross-Functional Team Leadership
  • Coaching, Mentoring, & Development
  • Pipeline & Quota
  • Pricing Optimization & Quote to Cash
  • Tech Stack Management
  • Project & Program Management
  • Compensation Strategies
Experience
10/2020 to Current
Director of Revenue Operations and Enablement Experience.com City, STATE,

Own Sales Operations and Enablement across GTM teams to drive growth through operational efficiency and skill development, and keep all teams accountable to revenue.

  • Deliver detailed metrics and forecasting to C-suite to support company goals and tracking towards Series B fundable milestones.
  • Develop forecast models with Finance, Marketing, Sales, and Customer Success leaders to create annual and quarterly projections for new and expansion ARR.
  • Build and deploy standardized revenue dashboards across commercial business, resulting in 50% increase in forecasting accuracy
  • Partner with CFO, Head of Sales, and CMO on CAC analysis to improve sales efficiency metrics, resulting in reallocation of resources and a cost savings of $100k/monthly.
  • Evaluate, implement, and enable new and existing tools for Revenue teams, as well as track adoption and ROI in support of business strategies and objectives.
  • Own SFDC implementation and instance company wide. Gather stakeholder requirements, scope and test with consultants, and lead Enablement taskforce to train and deploy.
  • Own Sales Enablement across tools, new products, and value positioning, as well as develop and track training outcomes and success metrics. Reduced time to impact for new hires from 4 months to 60 days.
  • Drive alignment of Finance and Revenue Team to manage compensation and tighten Revenue Recognition.
  • Design and implement Rep and Manager level compensation plans to align sales goals to business objectives.
  • Overhaul the quote-to-cash process to streamline workflows for sales contracts while tightening payment and collection terms, leading to accelerated deal velocity and 120% higher ACV.
  • Drive pricing refresh strategy to test new product monetization and bundling, as well as restructure contracts to ensure scalability with the business, leading to $.5M in expansion ARR in first quarter of testing.
05/2020 to 09/2021
Director of Sales Strategy and Operations Experience.com City, STATE,

Hired and scaled Sales team 250%, resulting in 200% YoY ARR growth in H2 2020. Worked cross-functionally across Revenue team to redesign, implement, and operationalize MEDDIC sales methodology improving win rate from 15%-40%. Created model and tracking for full funnel analysis and insights, and facilitated weekly executive meetings to review top deals, discuss trends, and determine necessary actions and coverage.

12/2018 to 04/2020
Senior Manager, North America Sales Eventbrite City, STATE,

Responsible for new revenue performance and pipeline targets in Eventbrite's largest sales organization. Scaled North American acquisition team from 14 to 40 (includes SDRs, AEs and Leaders). Other roles include Mid Market and Large Account Sales Manager (2017-2018), SMB Sales Manager (2016-2017), and SDR Manager (2016).

  • Introduced ancillary lines of revenue to the business that generated an incremental $1M in ARR
  • Led Eventbrite's Sales expansion into Canada in 2019 by hiring four local sellers, identifying top growth markets, and working with Marketing on localization efforts.
  • Partnered closely with Marketing to develop targeted ICP and vertical content, as well as test targeting campaigns and plays to improve outreach effectiveness.
  • Collaborated with Legal on large scale deal negotiations and development of Sales Contracting Playbooks to streamline negotiations by segment and ensure resources were allocated appropriately.
  • Created and drove segment strategies through seasonality analysis, ICP development and targeting, and creative solution modeling, and facilitated SKO and ongoing training programs to uplevel sales team and instill a culture of accountability, resulting in 40% net gross ticket fee growth per sales rep..
  • Stood in as Interim Head of Sales, Germany, in Q2 2017 to drive the M&A Sales integration of Ticketscript. Led the team and established local processes that improved team quota performance from 60% to 85% in one quarter, and then to 100% two quarters trailing.
Education and Training
Expected in 2010
Bachelors of Business Administration: Marketing and Communications
University of Tennessee Chattanooga - Chattanooga, TN
GPA:

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School Attended

  • University of Tennessee Chattanooga

Job Titles Held:

  • Director of Revenue Operations and Enablement
  • Director of Sales Strategy and Operations
  • Senior Manager, North America Sales

Degrees

  • Bachelors of Business Administration

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