Daniel Carpenter

Acting as the overall strategy & operations executive, I lead teams across all aspects of strategy, analytics, planning, transformation, technology, product launch, training, enablement and operations. I’ve established world class teams, with high engagement and low attrition, rigorously executing best practice operating models with rapid delivery in an AI-first world. I led the strategic transformation and growth re-acceleration across Go-To-Market, with focus on winning the Enterprise segment with multi-product multi-year sales motions, enabled through strong pipeline & PLG growth, along with post-sales value delivery and retention of Amplitude’s AI Analytics Platform. As CIO I also lead the technology and transformation of our internal workflows, systems, technology, enterprise data, and AI Everywhere programs to increase productivity and accelerate adoption of AI company-wide. Amplitude is the market leader in AI Product Analytics, with annual ARR of $366M and growing at 17% YoY, and concluded FY25 with record levels of business performance.

• Transformed the Customer Engagement model, roles & RACI with focus on customer value, platform sales motions, account team cadence, goal & commissions, and resolved strategic challenges.
• Drove business performance through strategy & planning, aligned goals & incentives, transparency through reporting & analytics, accountability with QBRs, and execution discipline through operations.
• Achieved record levels of pipeline growth & coverage through clarity on roles, goals, accountability, tight Sales & Marketing partnership, along with reimplementation of workflows, data mgmt & dashboards.
• Leveraged data for strategic advantage with data driven segmentation, accurate pipeline and forecast models, and leveraging prospect signals, customer health & churn propensity models to drive field action.
• Transformed internal workflows and systems, from GTM to G&A and security environments, defining technology strategies, leveraging product ownership models, managing vendors & delivery excellence.
• Drove adoption of AI through AI Everywhere program, launched 11 enterprise AI apps within existing budgets, developed over 1000 agents, AI enabled workflows, along with company wide AI training.
• Integrated AI into key workflows such as: Pipeline development; Sales Planning; Deal Execution; Implementation services; Field Enablement; Technology Services; Employee Assistants.

Reporting to the GTM President, I led GTM Strategy, Operations, Enablement, and Technology teams post‑IPO to build a mature execution model across Marketing, Sales, and Customer Success. We accelerated revenue growth and improved operating margins through executing a number of strategies including: refocused on primary verticals of financial services, healthcare, manufacturing, and the public sector; expanded the partner ecosystem to accelerate partner‑led sales and reducing customer acquisition costs; restructured Sales across Enterprise, Inside Sales, and PLG motions; increased investment in Customer Success and post‑sales implementation services; and accelerated land‑and‑expand motions through a platform‑centric value narrative. UiPath was the market leader in process automation with revenue at the time of $245M, growing 32% YoY.

• World class team – Established world class revenue operations, enablement & technology teams of 200+ employees with aligned goals & measures to drive scale, productivity & operational excellence.
• Strategy & execution – Defined growth strategies and aligned goals & incentives, strengthened execution & accountability across GTM teams, enhanced commissions, and improved margins.
• Deal Desk – Established a strong deal desk to drive bigger, better & faster deals including revision of commercial policy, streamlined approvals, improved quoting, order & license experience.
• GTM Enablement – Redefined field enablement with focus on new hire productivity, sales plays, value selling, with a new UiPath platform pitch, along with sales and management skills development.
• Showcased process automation – Showcased to customers how we leveraged UiPath process automation to accelerate workflows with ~100 bots automating 50k hrs annually of mundane work.

Reporting to the COO, I consolidated and led Revenue Operations across Marketing, Sales, Service, Customer Success & Cloud, with focus on accelerating revenue, improving productivity, and transformation of our revenue engine to provide our customers, partners and employees a world class SaaS experience. Revenue Operations was formed through a consolidation of 16 teams and 400 staff into one global team, including GTM strategy, analytics, operations, incentives, enablement & customer training teams. PTC was the market leader in digital technology to innovative products and workforces with revenue at the time of $500M, growing 13% YoY.

Carbon Black was a hyper-growth pre-IPO security software provider that we took public, then sold to VMware. In this role I led GTM strategy, planning, operations, enablement, commissions, and technology teams across GTM. During my time at Carbon Black, I pioneered and established a strong Revenue Operations team, transitioned the business from on-prem to SaaS, redefined the GTM models and teams including post sales delivery and customer management, drove record levels of pipeline and ARR growth, managed the transition to a public company, and managed the integration into VMWare.

• Reporting to the CEO, I held a dual role of Chief of Staff to the CEO as well as VP of Sales & Marketing Operations globally.
• Led strategic initiatives including acquisitions, integrations, Automotive business sale, China JV, and Imaging business improvement, resulting in streamlined operations and enhanced market position.
• Aligned executive team on strategic priorities and established regular meeting cadence.
• Nuance Communications was a $2.5B revenue global leader in speech technology with 16 lines of business across Enterprise, Mobile, Healthcare and Imaging markets.

• Reported to CEO, led restructure of commercial teams to enhance cost efficiency, global integration, and accelerate revenue growth within existing expense envelopes.
• Achieved 120% of sales plan, 15% YoY bookings growth, and reduced expenses by 20% post-restructure, establishing global operations capability that facilitated $1B sale of Sitecore to EQT private equity.
• Sitecore established itself as a SaaS hyper-growth market leader in web content and customer experience management.