Darren Fay

As the Sr. Director of Revenue Operations for Henry Schein ONE, I lead a team of 28 people responsible for maximizing revenue by improving efficiency, effectiveness, and agility across the revenue cycle and ensuring that all teams and processes work together. My team and I are tasked with identifying and addressing business risks that threaten strategic objectives around growth and profitability, driving the utilization of people and resources, and optimizing revenue systems and processes to achieve profitability objectives.

Accomplishments:

• Aligned bookings to revenue.
• Established best-in-class forecasting practices.
• Created Standard Operating Procedures.
• Reorganized the Operations Department to maximize output.
• Performed a sales department reorganization.
• Met revenue targets for 2024 and is meeting revenue targets for 2025 year-to-date.

As the Director of Revenue Operations and Intelligence, I was responsible for overseeing all revenue-oriented functions of the business, with an emphasis on Sales and Marketing. My focus was on developing annual operating plans, GTM plans, and operation plans that allow Instructure to predictably achieve its pipeline and bookings targets. While at Instructure, my team supported the growth of Instructure's revenue from $200 million to $600 million in just under four years.

Responsibilities include:

• Drive field sales and annual ecosystem planning, including determining account segmentation, financial targets, organizational design, account coverage, capacity model, territory assignment, quotas, pipeline targets, and compensation plan recommendations.
• Lead, coordinate, and refine weekly sales forecasting processes, driving predictability.
• Business Intelligence Planning.
• Acquisition Due Diligence (Revenue Team-related Diligence)
• Creation of Dashboard/Reporting, Maintenance of Dashboard/Reporting.
• Responsible for building and delivering C-level executive presentations, including AOPs, QBRs, TOFs, and regular deep-dive sessions.
• Establish highly repeatable and scalable sales processes, automation, and reporting methodologies for implementation across regions and business units by the systems team.
• Maintain data and data governance documentation for the source of truth data.
• Oversee sales team productivity and track critical KPIs (pipeline generation, win/loss, upsell, cross-sell, attach, etc.).

As Sr. Manager, Sales and Marketing Operations, I was responsible for overseeing all revenue-oriented functions of North America, K12, APAC, LATAM, and EMEA, with an emphasis on Sales and Marketing. I developed comprehensive sales operations plans and go-to-market plans for my assigned regions, ensuring success against our pipeline and bookings targets.

Responsibilities include:

• GTM Strategy (Annual Planning, Quotas, Territory Optimization, ICP Alignment)
• Forecasting
• Creation and Maintenance of Core Dashboard and Reports
• Run Top of Funnel Pipeline Meeting
• Assist Leadership in QBRs & QMRs
• Recommendations to the systems team on new architecture to support operations functions
• Data Governance Documentation for Source of Truth Data

As the Manager of Revenue Operations and Strategic Business Development, my team was responsible for driving the growth of Claravine's SaaS offerings by qualifying future customers via marketing campaigns, field marketing, events, and networking. My team and I were also tasked with the architecture and execution of our new Sales, Marketing, and Customer Success Operations, and architecting and leading the transition from HubSpot CRM/Marketing Hub to Salesforce CRM/Pardot.

Responsibilities include:

• Maintain operations, enablement, insights, and tools for the revenue (sales, marketing, and CSM) teams.
• Architected our CRM to best fit our business functions.
• Develop account scoring for account-based marketing.
• Develop automation and processes for marketing and sales technology.
• Admin for Salesforce, Natero, Sales Navigator, Lucid, Salesloft, Zoom.us, Zoominfo, Pardot, DiscoverOrg, and BuiltWith.
• Develop strategic messaging.
• Develop prospecting strategies for the Biz Dev Dept.
• Lead the Strategic Business Development Team.
• Driving registration for field events and ensuring their success.

editdeletemove

As an Account Development Manager at Domo, I drove the growth of Domo's SaaS offering by qualifying future customer inquiries via our marketing campaigns and events. This is done by delivering Domo's value proposition, tied to the prospect's needs.

I led a team of 16 sales professionals who offered world-class customer service, carried out operational duties, and provided award-winning sales results. My responsibilities include, but are not limited to, coaching employees to reach peak performance, maintaining operations, and tracking data to ensure door profitability, marketing our location locally to drive business to our store, providing unparalleled customer service, retaining customers through escalation management, training employees in sales strategies, and maintaining all these aspects without sacrificing audit compliance.

While at Sprint, I co-created and instructed in our Building the Bench Manager Training Program. In this program, we train our current leaders to polish their skills to prepare them for management positions. A few items we taught were crucial conversation, presentation skills, time management, DiSC profile management, GROW coaching, team building, operation management, and accountability.