Heather Morell

I dive deep into operational assessments, spotting bottlenecks and inefficiencies, and then work on strategies to improve them. I also collaborate closely with executive partners, providing detailed analyses to guide strategic decisions and ensure alignment with long-term business goals.

When it comes to sales processes, I focus on designing, implementing, and managing them to maintain high standards of quality, accuracy, and consistency. I’m responsible for creating and distributing sales metrics, conducting competitive analysis, and providing insights into addressable markets and other key business intelligence.

I work hand-in-hand with sales leadership to develop standards, processes for sales quotas, incentive plans, and tracking performance. I’m always on the lookout for ways to improve sales processes and introduce technologies that boost productivity.

Leading a sales/revenue operations team is also part of my role, from hiring and development to achieving goals and ensuring the consistent implementation of company initiatives. I believe in fostering strong cross-functional relationships to create a culture of continuous process improvement across departments.

I led a 500-associate team focused on sales operations, data integrity, pricing strategy, order management, and customer experience. In our first year, we exceeded expectations by driving unprecedented growth, thanks to building high-performing teams and leveraging analytics to track our success.

I made sure our sales strategies were always in sync with the broader business objectives, which helped boost both efficiency and profitability. I also took charge of designing and managing our sales forecasting, planning, and budgeting processes to ensure our targets were not just ambitious but also achievable.

When new programs rolled out, I was there to assign sales channel quotas and allocate resources, ensuring everything went smoothly. I prioritized investing in technologies that would enhance productivity and streamline our operations, and I worked closely with senior leadership to set up effective performance measurements and plan our activities monthly, quarterly, annually, and even further out.

Building strong relationships with senior leaders was key to designing and implementing competitive incentive compensation programs. On the financial side, I managed to cut payroll expenses by 35%, saving the company $6 million while boosting productivity. Additionally, I implemented cost optimization strategies that led to a $3 million reduction in technology expenses during 2021.

I worked closely with organizational leadership and the board of directors to shape our operational strategy. My leadership skills came into play as I motivated employees and built a strong, competent team.

In my role, I handled the day-to-day sales operations, keeping an eye on sales initiatives and strategic planning. I also managed the hiring, training, development, mentoring, and compensation of a team of over 15 sales professionals.

I provided financial oversight, making sure our forecasting and budgeting processes were on point. Consistency was key, so I established and maintained high levels of process consistency across our sales organizations.

Collaboration with senior sales leadership was a big part of my job, especially in fostering a culture of continuous improvement. I also played a role in successfully launching both new and existing programs within our sales organization.

I made sure we implemented well-defined processes and used data analysis to drive impactful results, particularly in Revenue Operations.

I provided executive support to the SVP of HCM Sales, stepping in as an effective stand-in whenever needed. I set clear goals to track targets and offered real-time feedback on performance and motivation, always looking for ways to improve business processes and boost productivity.

I focused on driving team engagement to meet ambitious company targets and worked hard to foster a collaborative and inclusive work culture, which helped increase morale and reduce turnover.

I took the lead in transforming the organization into a data-driven culture, using predictive analytics to prioritize prospecting and enhance territory planning. I also designed a cost-neutral compensation plan that not only reduced attrition but also improved employee satisfaction, especially within areas like SaaS, go-to-market strategies, CRM, and account management.

During a significant reorganization, I played a key role in restructuring roles, territories, and compensation plans to enhance operational efficiency and drive revenue growth. My problem-solving, process development, and strategic implementation skills were essential in leading and supporting all areas of operations.

Over my 14-year journey with the company, I grew from a Sales Ops Analyst role into a senior leadership position, taking on more responsibility, leading major corporate initiatives, and helping to build the brand. I played a key role in identifying, developing, and launching innovative tools and systems that aligned with our sales strategies.

I worked closely across 11 divisions, utilizing cross-functional strategies to standardize processes and drive productivity. Leading a team of over 20 staff in sales and marketing programs, I always emphasized delivering high-quality services. I also took charge of employee management, ensuring that our team’s efforts were aligned with the company’s goals.

My responsibilities included financial management, budgeting, forecasting, compliance, and managing attrition. I implemented go-to-market strategies on a global scale as a cross-functional partner, sharing standards and best practices to ensure we were all moving in the same direction.

I used my executive communication skills to motivate and develop teams, ensuring that communication was effective for achieving optimal outcomes. I partnered with senior business executives to prioritize projects, taking ownership of the creation and efficient distribution of sales and marketing metrics.

Collaboration with GTM leadership was also a significant part of my role, where we worked together to achieve growth goals. I managed sales incentive compensation and tackled sales automation issues. Additionally, I developed promotional materials, maintained sales reports, and optimized sales operations, all while focusing on building a strong and cohesive brand.