JAMES J. SCHWARTZEL
Rocklin,CA
Summary
Strategic, data-driven Revenue Operations professional with 7+ years of experience in building and optimizing high-performing revenue engines in SaaS and tech-driven environments. Proven success leading Sales Operations, Marketing Operations, GTM strategy, and automation to drive pipeline efficiency, accelerate sales velocity, and support multimillion-dollar ARR growth. Known for integrating scalable systems, aligning cross-functional teams, and leveraging Al and intent data to enable predictable revenue and operational excellence.
Overview
19
19
years of professional experience
3
3
Certification
Work History
Director of Revenue Operations
Marketing Evolution, Inc.
05.2018 - Current
- Lead end-to-end revenue operations across sales, marketing, customer success, product, partnerships, and finance to optimize full-funnel GTM alignment and increase operational efficiency.
- Scaled revenue infrastructure to support 3x growth in pipeline contribution, implementing process automation, territory design, and scalable inbound/outbound workflows.
- Built and maintained a centralized data ecosystem linking Salesforce, HubSpot, and enablement tools-resulting in a 90%+ email deliverability rate, improved pipeline accuracy, and reduced manual reporting overhead.
- Managed ~20 annual RFPs with a 3-person team, increasing win rate from 20% to 40% and cutting response time by 40% through workflow optimization and centralized content management.
- Collaborated on due diligence during the acquisition of a strategic partner's business segment, analyzing contracts and pipeline forecasts to ensure revenue accuracy and deal integrity.
- Reviewed legal documentation (NDAs, MSAs, security questionnaires), improving partner and vendor onboarding time by 30%.
- Launched an Al-powered GPT knowledge hub accessed by internal and external stakeholders for RFP completion, campaign messaging, brand consistency, and training-enhancing speed and message accuracy across all teams.
- Designed onboarding programs and enablement content contributing to SDRs reaching full quota within 2 months and annual targets in under 9 months.
- Built and maintained executive dashboards and forecast models in Salesforce, supporting C-level reporting and board-readiness.
Business Development Representative, Mid-Market
SkySlope, Inc.
04.2017 - 10.2017
- Increased conversion rates by 25% by introducing a rotation-based pipeline refresh strategy that became team-wide best practice.
- Shifted outbound strategy from high-volume calling to targeted email sequences, driving quota attainment and SDR performance improvements.
Enterprise Account Executive, Mid-Market
Tact, Inc.
03.2016 - 03.2017
- Closed $350K average deal sizes with mid-market B2B SaaS clients, contributing to enterprise-level revenue streams.
- Created SDR playbooks and opportunity handoff frameworks that aligned sales stages with prospect behavior, improving sales velocity.
- Introduced SPIN Selling, Challenger, and 'poke-the-bear' strategies, reinforcing structured outreach and pipeline integrity.
Sales & Marketing Manager
Momentum Advertising Inc.
12.2015 - 03.2016
- Shifted B2C outreach toward SMB/B2B segmentation using integrated phone, email, and social strategies.
- Replaced legacy Helmstetter-style scripts with a scalable multichannel approach, increasing average deal size and winning a Top Earners award within 6 months.
- Designed SMB sales workflows that improved team coordination and built foundational experience in deal cycle strategy.
Skills
Revenue & Sales Operations
- Salesforce (Sales Cloud, Marketing Cloud, MCI, Agentforce) administration
- Revenue intelligence & opportunity optimization
- Forecasting accuracy & pipeline hygiene
- Sales enablement workflows & automation
Marketing & GTM Strategy
- Territory design and funnel optimization aligned to performance KPIs
- HubSpot (campaign attribution, lead scoring, email, website ops)
- Buyer journey mapping & campaign strategy
- Intent data & behavioral signal application
Data & Tech Enablement
- AI/ML-powered enablement tools
- RFP lifecycle & content management
- Data governance & centralized systems
- Cross-platform integration & real-time reporting
Leadership & Collaboration
- Aligned executive stakeholders across Sales, Marketing, and Product functions
- Designed and scaled partner programs with clear enablement frameworks
- Led cross-functional teams through change management and CX optimization initiatives
- Built dashboards and reporting systems to drive transparency and performance
- Sales management
Certification
- Salesforce Administrator
- CompTIA A+
- CompTIA Network+
Timeline
Director of Revenue Operations
Marketing Evolution, Inc.
05.2018 - Current
Business Development Representative, Mid-Market
SkySlope, Inc.
04.2017 - 10.2017
Enterprise Account Executive, Mid-Market
Tact, Inc.
03.2016 - 03.2017
Sales & Marketing Manager
Momentum Advertising Inc.
12.2015 - 03.2016
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