ARNAB CHATTERJEE

Key Accomplishments

• Developed formal sales process & Salesforce infrastructure for pre sale teams, resulting in 8.3x increase in net new revenue bookings YoY
• Developed MQL strategy & infrastructure for marketing team, resulting in 5.2x increase in marketing sourced pipeline YoY
• Developed post sale opportunity infrastructure for client success teams, enabling scalability of key workflows such as QBR tracking, renewal handoffs, and customer health scoring
• Led forecast, pipeline, and KPI review meetings to evaluate leading & lagging indicators across all commercial functions and drive accountability to quantitative targets
• Implemented best-in-class tech stack (Gong, Sales Navigator, Outreach, ZoomInfo, Zendesk)
• Managed a high-performing team of two across sales operations & marketing operations ; also responsible for sales enablement & CS operations

Key Accomplishments

- Helped create our pilot revenue forecasting model for post sale at DD in close collaboration with sales analytics in order to shift account management teams to a sales quota-based variable compensation plan. Improved accuracy significantly over time (Q4 FY20: 108% to Forecast → Q1 FY21: 94% → Q2: 102% → Q3: 99%)

- Independently drove foundational implementation of SFDC as a CRM tool for all of post-sale. Evaluated current state of system infrastructure, established north star objectives, aligned on a multi-quarter roadmap across leadership, designed new system processes from the ground up to collect robust new business data, and facilitated org wide communications through various phases of change management.

• Account Management QoQ: +220% QBRs logged ; + 44% accounts with strategy calls logged ; -30% untouched product opportunity in pipeline
• Account Development : Gained insight into win-rates across cohorts, sales cycle lengths, rep bandwidth distributions, meeting efficiency, product feature blockers, opportunity lost reasons, and more - operationalized for each product.

- Owned growth strategy for our Strategic Account Development organization as the S&O lead driving operational and strategic maturity for scale.

• +200% YoY HC growth ; team scaled from 6 reps & 1 manager in Q3FY20 to 18 reps and 3 managers in Q3FY21
• +276% YoY increase in team deal output

- Led redesign of post sale account development teams to determine the optimal role design and account segmentation required to achieve company objectives within given constraints. Predicted impacts of proposed role design on deal conversion, rep productivity, market penetration, org output, org efficiency, and revenue incrementality. Created complex scenario models to root all decisions in data.

• Initial Result: +8% blended win-rate ; +22% avg output per rep in just one quarter with new org design
• Maintained penetration rates across all product suites

Key Accomplishments

- Hyper scaled sales team from 25 reps across 4 sales teams to 70 + reps across 8 teams

- Built original, statistically significant account scoring model using 50+ data points to revamp account prioritization process & optimize account coverage models across segments:

• Enterprise AVG ARR increased 43% within two quarters
• Mid Market AVG ARR increased 29% within four quarters

- Led ideation & strategic launch of new SMB market segment. Used cluster analysis to estimate addressable market/obtainable revenue and project deal mix across potential market segmentations. Analyzed buyer & seller motions across potential segmentations to ensure alignment of sales cycles across segments.

- Redesigned territories using an applied optimization model to restructure the US & Canada into territories of equal opportunity for our three market segments

- Partnered closely with executives & senior directors to review key metrics used for company-wide planning & growth models (ex. win-rate, sales cycle length, average deal size by segment, growth surface, territory etc.)

- Managed technology stack end-to end (full stack evaluation, vendor management, architecture design, implementation, process design, business insights)

- Built our first comprehensive strategy & ops onboarding program for sales in collaboration with enablement. Topics included 1) sales tools training, 2) sales process & GTM rules of engagement, 3) collateral, resources & tips/tricks and 4) Account Scoring 101, among other strategic topics