Hannah Famiano
Tampa,USA
Summary
Lead Deal Operations Analyst with 4 years of experience within the Cybersecurity industry with concentrations in deal structure, internal process, and strategic collaboration to ensure deal closure and revenue optimization. Always striving to learn and grow in ways that help deliver high quality assistance to sales and customer success teams. Committed to delivering exceptional training and support, fostering a culture of excellence within operations teams.
Overview
5
5
years of professional experience
Work History
Lead Deal Operations Analyst
Rapid7
Tampa, FL
01.2026 - Current
- Act as a strategic partner to over 500 sales representatives on deal strategies, pricing models, and approval processes, ensuring alignment with customer needs and company goals from commercial accounts to enterprise and strategic accounts to drive ARR ranging from $0-$3M+ globally
- Creative problem solver with a track record of demonstrating adaptability to drive success in dynamic, fast paced, environments
- Collaborate cross functionally with multiple teams such as Sales, Customer Success, C-Suite Executives, Proposal Strategy, Order Management, Finance, Legal, Commercialization and other Operations teams
- Utilize Salesforce (CRM), NetSuite (ERP), and multiple other ticketing systems to assist Go-To-Customer teams to deliver customers & channel partners a seamless experience while adhering to our pricing, quoting, and booking policies.
- Review, approve, and/or reject 100+ quotes daily with a high attention to detail regarding knowledge of Rapid7's product offerings, contract language, and internal business policies
- Led new Go-To-Customer initiatives, from an operations perspective, by serving as a subject matter expert to inform system requirements and by performing User Acceptance Testing (UAT) for 30+ product offering launches
- Migrated over 500 customers from Netsuite over into Salesforce (CPQ) manually in the back end
- Designed and delivered trainings, for Proposal to Cash teams and Go-To-Customer teams, centered on key strategic initiatives
- Made crucial business decisions on quote templates and Salesforce (CPQ) implementation to streamline Deal Operations workflow
- Implemented a new ticketing system driving greater cross-collaboration efforts and decreasing SLA from Quote to Cash
- On-boarded and trained 12+ new Deal Operations team members across the US, Belfast, and Australia, ensuring smooth integration and knowledge of processes and systems
- Became a subject matter expert in Microsoft Office Suite, Netsuite, Salesforce, Zendesk, Freshservice, Jira, Google Suite
Senior Deal Operations Analyst
Rapid7
Tampa, Florida
07.2024 - 01.2026
- Serve as the primary escalation point and strategic advisor on complex, non-standard, and enterprise deal structures, approving policy exceptions and guiding compliant revenue execution.
- Partner cross-functionally with Sales, Proposals, Finance, Legal, Order Management, and Operations to structure solutions, resolve post-booking issues, and mitigate contractual and revenue risk.
- Drive process optimization initiatives by refining business policies, improving Deal Operations productivity, and simplifying Quote-to-Cash workflows across the Sales organization.
- Act as a subject matter expert on Quote-to-Cash systems, influencing IT backlog prioritization, supporting Go-To-Customer initiatives and UAT, and leading enablement and documentation strategy.
Deal Operations Analyst
Rapid7
Tampa, Florida
03.2022 - 07.2024
- Serve as a trusted advisor to Sales on deal structure, pricing strategy, and quoting to accelerate deal closure while ensuring compliance with internal policies and revenue recognition guidelines.
- Build and execute complex quotes in NetSuite and Salesforce, including promotional pricing, non-standard deal structures, and custom billing and renewal language.
- Partner cross-functionally with Proposals, Finance, Legal, Order Management, and Operations to structure compliant, customer-focused contract solutions.
- Provide end-to-end Proposal-to-Cash support, resolving quoting inquiries, managing ticket queues, and troubleshooting post-booking issues.
- Support Go-To-Customer initiatives through UAT, training delivery, and maintenance of Deal Operations process documentation.
Ticket Sales Representative
Tampa Bay Rays
Saint Petersburg, FL
06.2021 - 03.2022
- Built relationships with clients, solved their needs, and closed deals to drive revenue and maintain clientele for future MLB seasons
- Overcame objections and moved prospects through the sales cycle for season memberships, party areas, themed ticket nights, and suites for personal and business needs
- Led a team of 25, ensuring optimal performance and a successful game-day experience
- Provided customer service to fans through phones, emails, and in person on gamedays
- Made sure customers had the best experience and can understand the online purchasing process through a mobile phone
- Became a subject matter expert in Provenue, GiveX, Fortress, and Venutize.
Sports Information Director
Alliance Fastpitch
Tampa, FL
01.2021 - 05.2021
- Discussed SEO needs and optimized strategies for short- and long- term campaigns
- Monitored online presence of company's brand to engage with users and strengthen customer relationships
- Planned and instituted social media marketing plan for the Pacific Coast Fast pitch League
- Devised strategies and road maps to support product vision and value to business
- Used Adobe to create and print marketing materials, including product reviews, press releases, and ads.
Education
Bachelor of Science - Business Management, Marketing, Computer Science
Eckerd College
Saint Petersburg, FL01.2021
Skills
- Salesforce CRM
- NetSuite ERP
- Quote-to-Cash process
- User Acceptance Testing
- Pricing strategy
- Cross-functional collaboration
Additional Information
Eckerd College Softball Team Member 2017-2021, Tampa Bay Super Bowl LV Host Committee - 2021
Timeline
Lead Deal Operations Analyst
Rapid7
01.2026 - Current
Senior Deal Operations Analyst
Rapid7
07.2024 - 01.2026
Deal Operations Analyst
Rapid7
03.2022 - 07.2024
Ticket Sales Representative
Tampa Bay Rays
06.2021 - 03.2022
Sports Information Director
Alliance Fastpitch
01.2021 - 05.2021
Bachelor of Science - Business Management, Marketing, Computer Science
Eckerd College