Kaari Dahl

• Established and Scaled Revenue Operations: Built the Revenue Operations function from the ground up, creating a scalable infrastructure to support business growth.
• Technology Leader: Led the implementation and maintenance of Salesforce as the system of record for bookings and integrated key productivity tools including Gong, Gong Engage, AdvisorPro, DocuSign Gen for Salesforce, and Fintrx, significantly enhancing sales team efficiency and effectiveness.
• Strategic Reporting: Developed and pioneered company-wide metrics and weekly state-of-the-business reports, providing critical insights and performance updates to C-level executives.
• Operational Oversight: Managed end-to-end processes for Order Management, Deal Desk, Sales Process, Business Development, and Product Operations, ensuring operational excellence and alignment across departments.

• Built Scalable Systems and Processes: Developed and implemented robust systems, processes, and analytics to support a high-performing Enterprise Sales team.
• Operational Excellence: Established and formalized sales and operational policies across critical areas, including Forecasting, Deal Desk, Order Management, Product Operations, Demand Planning, and Territory Assignment.
• Quoting Process Leadership: Designed and deployed a scalable quoting process for the global sales organization, standardizing the price list, automating approvals, and streamlining the order process.
• Executive Support: Managed all communications for the Chief Revenue Officer, delivered executive sales analytics, and created QBR presentations. Played a key role in bookings and GTM staffing for the Annual Operating Plan.
• Channel Sales Partnership: Collaborated with Channel Sales to develop strategic systems and processes, enhancing reseller relationships and simplifying quoting and transaction workflows.

• Product Owner for VMware's Worldwide Salesforce Opportunity transformation project.
• Implemented process improvement to shape organizational culture, optimize procedures for higher efficiency across desperate business units.
• Partnered with multiple acquisition businesses (Pivotal, Carbon Black and AirWatch) to expand their reach across the organization and to incorporate their processes within the VMware framework from discovery phase through full alignment.

Product Line Manager focused on the Business Applications that VMware Tanzu Marketing, Sales, Business Operations, and Order Management teams use to manage their business.

• Architect and Product Owner of Worldwide Sales Forecasting tool in Salesforce Einstein Analytics (1,500 sales reps). Within one week of launch, leadership Sales Forecasting calls were reduced by half.
• Go-To-Market lead for VMware M&A Organization
• Developed complex integrations with sales tools like People.ai, Outreach.io, DocuSign CLM, Tableau, Dunn & Bradstreet, DemandBase.
• Development cross-system Bookings automations process that enabled booking reporting accuracy. Reduced lead time for accurate bookings reporting from one month to 12 hours (ARR / ACV/ TCV).
• Provided technical solution and implemented processes to support a complex business with expanding market reach through a Consumption (Utility) based monetization model.

• Process and operations management of Emerging Technologies Division (ETD) Sales Crediting system.
• Aligned EMC’s compensation plan with new sales attainment system. Efforts resulted in attaining the best track record of correct commissions and crediting within DellEMC.
• Owned Territory Assignment and Salesforce maintenance for the Sales Organization.
• Executed on strategic initiatives to take ideas to actionable sales process and apply compensation to those efforts.

• Managed a Team of 37 reps and business ops in the US, Ireland and Singapore with a booking forecast of $80M in 2015, $110M in 2016.
• End-to-end sales cycle development, bookings analytics, discounting approvals, forecasting, process improvement.
• Create processes for field sales and implement process/policy within Salesforce.com, as well as creating/conducting training and documentation.
• Primary Salesforce.com trainer for entire field sales organization (400+ Enterprise reps) including in person, large classroom settings, remote learning and course development.

• Managed critical sales tools: Salesforce.com, Cloud9 Analytics, and Big Machines quoting tool.
• Successfully rolled out two quote tools providing all enablement documentation, classes, and recorded trainings and day-to-day support.
• Worked with strategy leads for IT system development, acting as product owner.