Anthony Guacci
Charlotte,NC
Summary
Experienced SaaS/Tech executive with a strong record of leading revenue operations and scaling go-to-market teams. Known for driving process optimization, operational efficiency, and strategic growth. Passionate about building high-impact, cross-functional teams and enabling data-driven decision-making. Played a key role in leading sales operations through two successful IPOs. Always focused on aligning people, process, and platforms to accelerate growth and performance.
Overview
14
14
years of professional experience
1
1
Certification
Work History
Sr. Director, Revenue Operations
Center for Internet Security
12.2023 - Current
- Recruited to establish and lead the Revenue Operations team, driving strategy, efficiency, and cross-functional alignment.
- Developed and delivered sales enablement programs focused on best practices and process training to enhance performance and drive consistency across the organization.
- Led the Sales Operations team to ensure accurate, timely transaction processing while serving as key liaison between Sales, Finance, Legal, Purchasing, and Risk Management.
- Established, collected and analyzed data to measure KPI’s against sales and business objectives.
- Established weekly Pipeline and Forecast meetings, providing monthly, quarterly, and annual reporting and insights to the CFO.
- Develop, manage, and administer Sales Incentive Compensation plans.
- Led the redesign and implementation of the lead scoring model and end-to-end lead flow process through to Closed Won, enhancing conversion efficiency and sales alignment.
Chief Operations Officer
SaaScend
10.2021 - 12.2023
- Led organizational development initiatives that improved agility and enabled the company to rapidly adapt to evolving industry and market demands.
- Elevated customer satisfaction levels by streamlining business processes and procedures, ensuring alignment with customer needs and expectations.
- Directed the Go-To-Market (GTM) team to achieve a 35% increase in closed business by optimizing prospecting strategies and increasing prospect meetings.
- Recruited, assessed, and cultivated a high-performing, diverse team that embodied the organization’s culture, fostering a collaborative and inclusive work environment.
- Formulated and executed both short-and long-term strategic plans, guiding the financial trajectory of the business and ensuring sustainable growth.
- Implemented a diverse range of technology stacks to support growth initiatives and enhance productivity across the organization.
- Implemented end-to-end Quote-to-Cash and Deal Desk workflows, including platform automation for terms and discount approvals to streamline processes and accelerate deal velocity.
Director, Revenue Operations
LeanTaaS
06.2019 - 10.2021
- Utilized market trends to develop innovative solutions and refine business strategies, staying ahead of industry shifts and driving competitive advantage.
- Implemented robust infrastructure to support scalable growth, ensuring the organizations readiness for increased demand and expanded operations.
- Directed Go-To-Market (GTM) teams, achieving a remarkable 40% increase in Business Development and Sales Productivity through effective leadership and strategic initiatives.
- Conducted in-depth market research and competitor analysis to recommend and implement sales strategies, optimizing performance and enhancing market positioning.
- Developed and maintained reporting systems and executive dashboards to monitor forecasting, pipeline management, and sales performance against targets, enabling data-driven decision-making.
- Orchestrated the quarterly and annual sales planning process, collaborating with cross functional teams to align objectives and drive consensus, ensuring a unified direction and goal achievement.
- Designed, managed, and administered sales compensation plans for the entire sales team.
Director, Sales and Marketing Operations
AvidXchange
06.2013 - 05.2019
- Implemented robust infrastructure to support scalable growth, ensuring the organizations readiness for increased demand and expanded operations.
- Entrusted with revitalizing a low-growth operation by enhancing workflow processes, fortifying client relationships, and optimizing communication channels to bolster client advocacy.
- Implemented Contract Process Workflows (CPW) and Deal Desk systems to streamline contract processing across diverse sales teams and department, fostering efficiency and consistency.
- Designed, managed, and administered sales compensation plans for over 40 sales representatives.
- Provided comprehensive training and mentorship to new sales team members, equipping them with product knowledge, effective selling techniques, and familiarity with company procedures, ensuring readiness for success.
- Supported the sales leadership team in formulating annual budgets and assigning sales quotas, and territory management, contributing to strategic planning and goal setting aligned with business objectives.
- Spearheaded the design and configuration of Salesforce, leveraging its capabilities to manage the sales process.
- Ensured timely generation of pipeline reports on a weekly basis, facilitating data-driven decision-making, and fostering transparency in sales performance evaluation with leaders and sales teams.
- Led sales pipeline meetings and provided insightful analysis to stakeholders, including the CFO, enabling informed strategic decisions and alignment with overarching financial goals.
Senior Vice President
Broadside Ideation
07.2011 - 06.2013
Education
Associate of Applied Science - Computer Science
Suffolk County Community College
Selden, NYBachelor of Science - Business Administration
Capella University
Skills
- Advanced problem-solving
- Go-To-Market Strategies
- Strategic Planning & Execution
- Team development and engagement
- Business growth strategy
- Stakeholder engagement
- Data-driven analysis
- Strategic leadership
- Integrity and Transparency
- Collaborative management
- Sales Process Design & Execution
- Organizational culture change
Certification
- Six Sigma Green Belt
Timeline
Sr. Director, Revenue Operations
Center for Internet Security
12.2023 - Current
Chief Operations Officer
SaaScend
10.2021 - 12.2023
Director, Revenue Operations
LeanTaaS
06.2019 - 10.2021
Director, Sales and Marketing Operations
AvidXchange
06.2013 - 05.2019
Senior Vice President
Broadside Ideation
07.2011 - 06.2013
Bachelor of Science - Business Administration
Capella University
Associate of Applied Science - Computer Science
Suffolk County Community College
Platforms & Software
- Salesforce
- Pardot
- Clari/Groove
- Hubspot
- Avoma
- Chorus
- Gong
- Rippling
- Asana
- Cledara
- Atlassian/Jira
- AI Tools
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