Jorge Santos
Santa Barbara,CA
Summary
Dynamic Revenue Operations Professional with extensive expertise in Salesforce administration, sales strategy, and analytics. Proficient in leading CRM system optimization, boosting data integrity and operational efficiency. Skilled at implementing strategic initiatives that enhance sales performance and decision-making through data insights. Excels at streamlining processes and boosting system functionality for scalable growth. Effective at identifying critical business insights and delivering actionable strategies to cross-functional teams. Demonstrated success in managing projects that enhance team performance and drive significant revenue growth.
Overview
4
4
years of professional experience
Work History
Sales Strategy and Operations Analyst
DexCare Inc.
Seattle, CA
10.2023 - Current
- Orchestrated the enhancement of sales performance through strategic management of Salesforce and Gong.io, ensuring CRM integrity and operational excellence. Developed key performance indicator (KPI) reports and maintained dynamic dashboards that drove data-driven decision-making, resulting in improvement in sales productivity and alignment with strategic goals.
- Led high-priority projects including KPI enhancements and pipeline health reviews, which supported senior executives with actionable insights and facilitated cross-departmental collaborations to streamline operations and optimize revenue growth.
- Managed the integration and administration of sales and customer experience tools, including outreach and high spot integrations, ensuring seamless functionality and user efficiency. This role involved direct oversight of over 80 internal Salesforce users and 300 external users, enhancing system reliability and user satisfaction.
- Developed and delivered comprehensive presentations that provided senior executives with strategic narratives and insights, influencing annual business planning and contributing to a more informed and agile forecasting and capacity planning process.
Salesforce Administrator
Dexcare Inc.
Seattle, WA
02.2022 - 10.2023
DocusignHighspotLinkedinRingleadZoominfo
- Designed and executed the integration of a comprehensive Salesforce infrastructure, incorporating tools such as Groove.io(then Outreach), Gong, ZoomHighspotnkedIn Sales Navigator, Highspot, Definitive Healthcare, HubSpot, and Demandbase. Enhanced strategic decision-making and increased operational efficiency across Sales, Customer Experience, Marketing, and Product teams.
- Developed and managed the Salesforce sales cycle process, incorporating an advanced CPQ system that ensured 100% accuracy in tracking Company ARR and improved the precision of financial forecasting.
- Completely overhauled the customer support process by creating a new Experience Site portal within Salesforce, integrated with Jira. This transformation facilitated all customer requests more timely and efficiently, leading to a 25% increase in customer satisfaction and a 20% enhancement in interdepartmental communication efficiency.
- Optimized Salesforce workflows for multiple teams including Sales, Strategic Growth, Partner/Channel, Product, and Marketing, achieving a 15% increase in overall business process efficiency and alignment.
Sales Operations Analyst
Artera (FKA WELL Health Inc.)
SANTA BARBARA, CA
09.2021 - 02.2022
- Managed and optimized workflows across sales and marketing teams using Salesforce, Groove, and ZoomInfo, significantly enhancing operational efficiency and output.
- Conducted detailed weekly analysis of sales metrics using custom Salesforce reports and dashboards, identifying trends and recommending strategic actions that contributed to measurable revenue growth.
- Led a team of four interns in critical CRM administrative tasks, including account segmentation and ownership, competitor intelligence tracking, and inbound lead engagement, driving improved data quality and lead management processes.
- Spearheaded the implementation and training for Salesforce CPQ, improving the quote-to-contract process by reducing errors and streamlining operations, which enhanced overall sales efficiency and accuracy.
Sales Enablement Associate
Artera (FKA WELL Health Inc.)
SANTA BARBARA, CA
09.2020 - 09.2021
- Developed and continually updated documentation for Standard Operating Procedures, focusing on optimizing processes like inbound lead engagement and opportunity creation, ensuring high accessibility and up-to-date practices across all teams.
- Designed and executed interactive training programs for new Sales Development Representatives and Account Executives, significantly enhancing the onboarding process and speeding up the ramp-up time.
- Oversaw the management and enhancement of document creation in Salesforce using Docusign, streamlining the contract generation process to support quicker and more reliable sales cycles.
- Re-engineered Competitive Intelligence tracking within Salesforce by developing custom objects and associations, which improved data integration and utility across sales processes, enhancing strategic decision-making.
Education
Bachelor of Arts - Political Science: International Relations
University of California, Santa Barbara
Santa Barbara, CA06.2020
Skills
- Strategic Planning & Project Management
- CRM Integration & Management
- Data Analytics & Reporting
- Process Automation & Change Management
- Technical & Financial Forecasting
- Cross-Functional Leadership & Communication
Techstack Experience
- Salesforce CRM/Salesforce CPQ
- G-Suite/ Microsoft Office
- Groove.io / Outreach (Sales Engagement Platforms)
- Gong/ Chorus (Call Recording Platforms)
- Conga Composer
- Zoominfo & Ringlead
- Linkedin Sales Navigator
- Hubspot
- Highspot
- Docusign
- Seismic
- Lessonly/NorthPass
Languages
English
Native/ Bilingual
Spanish
Native/ Bilingual
Timeline
Sales Strategy and Operations Analyst
DexCare Inc.
10.2023 - Current
Salesforce Administrator
Dexcare Inc.
02.2022 - 10.2023
Sales Operations Analyst
Artera (FKA WELL Health Inc.)
09.2021 - 02.2022
Sales Enablement Associate
Artera (FKA WELL Health Inc.)
09.2020 - 09.2021
Bachelor of Arts - Political Science: International Relations
University of California, Santa Barbara
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