Summary
Overview
Work History
Education
Skills
Websites
Operations Leadership Highlights
Timeline
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Ian Carlson

Tampa

Summary

Dynamic Senior Director of Revenue Operations at Accusoft, driving substantial revenue growth through strategic planning and advanced data analysis. Expert in CRM governance and budget management, I architected end-to-end revenue processes, enhancing conversion rates and fostering high-performing teams. Proven track record in optimizing go-to-market strategies and maximizing ROI across initiatives.

Overview

11
11
years of professional experience

Work History

Senior Director, Revenue Operations

Accusoft
Tampa
07.2023 - Current
  • Drove significant revenue growth by orchestrating strategic alignment between sales and marketing, leveraging advanced analytics to optimize go-to-market strategies and provide executive-level insights.
  • Transformed and governed the comprehensive revenue operations tech stack (Salesforce, HubSpot, NetSuite, Power BI, ZoomInfo, LinkedIn Sales Navigator, SalesIntel.io), leading enterprise-wide system enhancements and integrations to ensure holistic data integrity and operational synergy.
  • Architected and scaled end-to-end revenue generation processes, from advanced lead management to pipeline optimization, consistently improving conversion rates and sales efficiency.
  • Championed cross-functional collaboration and robust CRM governance, establishing steering committees and driving change management to ensure unified data accuracy and consistent system adoption across all revenue teams.
  • Managed a $3.2 million budget, strategically allocating resources to maximize ROI across all revenue operations initiatives and achieve ambitious growth targets; oversaw corporate counsel and legal functions to ensure compliance and mitigate risk.
  • Built and mentored high-performing Revenue Operations teams through tailored development plans, fostering a culture of continuous improvement that directly contributed to organizational success.

Director, Marketing Operations

Accusoft
Tampa
06.2020 - 11.2021
  • Optimized and oversaw system administration of the core marketing tech stack, leading system improvements and new technology implementations to boost marketing campaign effectiveness and operational efficiency.
  • Developed and implemented scalable processes for lead generation, scoring, data normalization, and email marketing, significantly enhancing lead quality and funnel velocity for sales readiness.
  • Provided data-driven insights to the Chief Revenue Officer and marketing leadership on marketing investment ROI, customer acquisition, and retention, guiding strategic adjustments and optimizing campaign performance.
  • Maintained high data quality within the marketing database and analyzed lead conversion paths (including website interactions) to identify trends, opportunities, and implement changes that increased conversion rates.
  • Guided and supported marketing operations team members in creating tailored development plans, providing resources to enhance individual performance and team capabilities.

Manager, Marketing Operations

Accusoft
Tampa
08.2019 - 06.2020
  • Optimized the marketing tech stack by strategically managing systems and tools to enhance overall efficiency and performance.
  • Engineered and scaled lead management processes, from generation to reporting, significantly improving lead quality and conversion rates through consistent implementation and user training.
  • Drove sales growth by ensuring meticulous marketing alignment and initiatives, leading to enhanced data quality and optimized lead conversion paths.
  • Provided critical data-driven insights to the Chief Revenue Officer on marketing investment ROI, acquisition, and retention, informing strategic adjustments.
  • Analyzed key marketing metrics (lead volumes, conversion rates, close rates) to identify trends and opportunities, setting actionable tactics and KPIs.
  • Fostered team development by guiding employees in tailored performance plans and providing essential resources for success.

Manager, Lead Qualification

Accusoft
Tampa
12.2017 - 08.2019
  • Successfully qualified leads for the business development team through inbound inquiry response, prospecting, and nurturing via phone and email.
  • Enhanced lead generation strategies by providing critical feedback on the quality of inquiries from diverse sources.
  • Managed CRM data entry and lead management, ensuring accuracy and optimizing efficiency within the system.
  • Built and developed a high-performing Lead Qualification team, providing coaching and fostering their professional growth.
  • Provided actionable insights by meticulously tracking, analyzing, and reporting on key lead qualification metrics.

Lead Development Specialist

Tribridge
Tampa
10.2014 - 11.2017
  • Drove sales pipeline growth by conducting targeted lead qualification activities through both outbound and inbound calls with prospects and existing customers.
  • Achieved consistent lead conversion by effectively communicating product features and benefits, aligning solutions with customer needs.
  • Optimized the sales cycle by facilitating seamless transitions of qualified leads to Sales and Alliance Partners, and conducting follow-up to maximize conversion.
  • Enhanced marketing campaign effectiveness by partnering with Marketing Managers on lead generation, pre-event confirmations, and post-event follow-up.
  • Maintained accurate CRM records by completing all activities on a timely basis, ensuring data integrity for lead management.

Education

Bachelor of Science - Political Science

Arizona State University
Tempe, AZ

Skills

  • Strategic planning
  • Revenue growth
  • CRM governance
  • Data analysis
  • Lead management
  • Budget management

Operations Leadership Highlights

  • Pioneered the Revenue Operations function, and successfully directed the migration, implementation and integration of systems like Salesforce, HubSpot, and NetSuite.
  • Key member of the leadership team that guided strategy, products, and culture, contributing to significant ROI and seamless ownership transition.
  • Skilled in data analysis, system integration, and problem-solving, consistently driving operational excellence.
  • Orchestrated the creation and scaling of a lead generation function.
  • Passionate builder of high-performing teams that empower sales and marketing, ensuring a seamless customer experience and maximized productivity.

Timeline

Senior Director, Revenue Operations

Accusoft
07.2023 - Current

Director, Marketing Operations

Accusoft
06.2020 - 11.2021

Manager, Marketing Operations

Accusoft
08.2019 - 06.2020

Manager, Lead Qualification

Accusoft
12.2017 - 08.2019

Lead Development Specialist

Tribridge
10.2014 - 11.2017

Bachelor of Science - Political Science

Arizona State University

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