Christine Beck

Spearheaded revenue operations transformation, improved and streamlined processes for enhanced efficiency that aligned with company objectives.

• Directed a cross-functional team managing customer renewals, sales analytics, deal desk, and order operations, improving renewal rates and revenue predictability
• Led territory planning, quota assignment, and compensation strategy to maximize sales team performance and revenue growth
• Established KPI metrics to identify pipeline and sales trends, drive data informed decisions, and implement process improvements
• Designed and implemented new sales processes to streamline operations, improve efficiency, and drive revenue growth
• Implemented Gong for sales efficiency and launched an updated CPQ pricebook to streamline pricing and deal approvals
• Conducted weekly forecast reviews, pipeline reviews, and QBRs
• Partner with the leadership team on executive strategies and deliverables for board and investor materials

Developed and executed a comprehensive RevOps strategy aligning sales, marketing, and customer success. Implemented a streamlined sales tech stack and established strategic GTM procedures, driving sustainable growth and a successful exit.

• Led sales and strategy planning sessions, including quota planning, territory design, and compensation modeling designed to increase sales productivity
• Designed and implemented SFDC across the organization, integrating HubSpot, ZoomInfo, SalesNav, Outreach, and CPQ to enhance sales efficiency
• Established executive-level reporting dashboards, providing data-driven insights to accelerate decision making
• Streamlined customer onboarding and retention, ensuring a seamless and unified experience through close collaboration with finance, marketing, and support teams
• Collaborated with marketing to streamline lead-to-contract processes and increase pipeline conversion rates
• Effectively enabled and trained the sales team to confidently close deals while minimizing risk

Established the Sales and Customer Operations process as part of the Go to Market Team emerging from stealth mode.

• Built revenue operations processes from the ground up post-company launch, ensuring scalability for rapid growth
• Launched technology stack of SFDC, Clari, Zoominfo, SalesNav, Salesloft, and CPQ to track performance metrics and optimize sales and renewal workflows
• Partnered with legal and finance to reduce contract roadblocks and accelerate deal closure
• Facilitated cross-departmental collaboration, boosting client satisfaction and communication

Managed the sales and customer operations strategy to increase retention, expansions and customer satisfaction contributing to a successful exit.

• Led a global customer renewals team, consistently exceeding renewal targets at 100-108% attainment
• Collaborated with cross functional teams to identify renewal risk and roadblocks, determine a strategy, escalate issues and manage to resolution to increase customer satisfaction and minimize churn
• Enhanced customer expansion and retention strategies through data-driven upselling, cross-selling, and customer success initiatives, resulting in improved retention and revenue growth
• Ensure data quality and hygiene for accurate forecasting, reporting and analysis

Established sales and marketing operations frameworks that positioned the company for a successful acquisition.

• Executed customer retention framework, implementing systematic tracking to identify growth opportunities and enhance renewal rates
• Implemented sales and marketing technology stack, streamlining operations and enhancing efficiency across sales
• Spearheaded company positioning strategy through targeted marketing initiatives, strengthening market presence and acquisition readiness

Led strategic customer retention efforts during the transition from NitroSecurity, enhancing customer satisfaction, retention, and upsell opportunities.

• 164% quota attainment for contract renewal agreements in the commercial SIEM product line
• Launched a customer renewal program that increased multiyear contract renewals
• Led cross-department collaboration to revise and renegotiate customer contracts, ensuring mutual benefits for company and clients

Developed and executed customer success programs, increasing product adoption, satisfaction, and retention.

• Achieved 125% quota attainment for commercial contract renewals of SIEM product line
• Launched the Customer ‘JumpStart’ Program, driving renewal rates from 57% to over 92% in the commercial space
• Managed professional service engagements, ensuring timely product implementation and training
• Proactively identified and resolved client-specific challenges by collaborating with cross-functional teams
• Partnered with regional account teams to drive customer expansion and upsell opportunities

Designed a customer care program, rebranded the product perception and strengthened the company profile which contributed to a successful acquisition.

• Implemented a proactive client support program, increasing customer satisfaction, renewal rates, and incremental purchases
• Rebranded and repositioned the company and product offerings to focus on IT security and compliance, resulting in a shortened sales cycle and higher license pricing

Prime Account Manager for the launch of electronic gaming software within the food and drug industry.