Sales & MarTech Operations Manager

• Nov 2020 - Present

Sales Operations Analyst & CRM Administrator

• Aug 2018 - Oct 2020

• Main contributor to a full data migration and personnel transition from Salesforce to HubSpot. This began by scoping requirements and analyzing the sales cycle with the CEO, CRO, CMO, and all other stakeholders. The process included cleaning data and building custom fields, modules, workflows, reports, active lists, test campaigns, templates, user profiles, and other key aspects of a complete CRM, then importing data. After that, I created training videos, a SharePoint internet site, PowerPoints, and text guides, culminating in a launch week with webinars and one-on-one training sessions to ramp up over 20 HubSpot users on how to use the CRM effectively. • Developed user activity, sales pipeline, and marketing campaign dashboards from the ground up using Microsoft Power BI integrated with HubSpot, giving executives a real-time holistic view of the sales cycle never previously available outside of an Excel spreadsheet aggregated from siloed spreadsheets and systems. These dashboards included valuable KPIs like win rates, time spent in each sales stage, sales by region and rep over time, forecasted revenue, advertising ROI, marketing campaign reach (open rates, click rates, unsubscribes, etc.), product revenue and prospect interest breakdowns based on web traffic and email marketing, and client and prospect location maps. • Award: Received the 2018 UniFocus Sales & Marketing Engagement Award for outstanding contributions (listed above) to the sales, marketing, and account manager teams. • Award: Received the 2019 UniFocus Sales & Marketing Engagement Award again for continued success in supporting the sales and marketing team, contributing to the largest year-over-year growth in UniFocus’ last 10 years in operation. • Performed target segmentation to develop new sales territories and targets using industry standard KBIs.

Finance Intern

• Jun 2015 - Dec 2015

• Designed and deployed dashboards for aging accounts receivable data using Sisense which gave the finance team vital visibility into the large amount of aging revenue that PeopleAdmin inherited from 2 recent acquisitions. These dashboards were the keystone of developing strategy that resulted in collecting over $4,000,000 in aging revenue in just 3 months, over half of the outstanding amounts from the newly acquired companies. • Personally collected over $400,000 and defined and documented steps used for collecting on past-due accounts which continues to be a core living document used by collections employees. • Saved 300 man-hours of intern teamwork by coming up with a combination of vlookups, power pivots, and fuzzy lookups to match up old typed records with existing data in Salesforce. This simplified the data migration project into checking for errors in the automatic matches rather than copying over portions of data to Salesforce record-by-record. This method also reduced the amount of data input errors tremendously, ensuring that high quality data was imported into the new CRM. • Award: Recognized as Best Intern for cleaning and transferring the most contract records from two newly acquired companies, which was part of a competitive intern incentive to work overtime to expedite contract data migration.

Sales Operations Analyst

• Nov 2013 - Nov 2014

• Lead contributor in creating a target ranking and prioritization system that permanently transformed the way Zenoss qualified and targeted prospective customers. • Designed and deployed a Sales department intranet site which led to a company-wide rollout of departmental intranet sites based on my design. These sites are the main repository for how-tos, historical statistics, documents, employee/department goal-tracking, and other important reference resources needed for each department’s daily operation. • Saved thousands of dollars in professional services work by preparing, scrubbing, and unifying disjointed data prior to a migration from SugarCRM to Salesforce. • Executed and managed reporting processes, ensuring accuracy of data shown on sales dashboards, ad-hoc reports, and related analytics. • Streamlined the data entry process for marketing and sales representatives. • Organized and implemented enhancements to custom objects, page layouts, workflows, alerts, reports and dashboards in the Salesforce platform and in SugarCRM. • Maintained a holistic view of business processes and users in the system to understand cross-functional impacts of changes made in the CRM with regards to process and workflow.