Kate Stankey
Brooklyn,NY
Summary
Dynamic sales strategy leader with a proven track record at Salesforce, driving 80%+ year-over-year growth through innovative go-to-market planning and cross-functional collaboration. Expert in data analysis and quota management, I excel in fostering team alignment and operational efficiency, leveraging strong skills in SQL and data visualization to enhance decision-making processes.
Overview
10
10
years of professional experience
Work History
Manager, Sales Strategy and Operations
Salesforce
New York, New York
08.2024 - Current
- Led the entire FY26 GTM process for the Life Sciences business for 60+ AEs and 10+ sales leaders for a $800M+ organization, including creating territories, distributing $70M+ quota across organization, and piloting new compensation model for company, leading to 20%+ growth every quarter in FY26 and 120% Quota attainment for Sales Leader
- Developed Life Sciences Investment Request to increase funding for product launch in collaboration with GTM team and presented to EVP Solutions, AVP HLS Industry, and HLS Chief Customer Officer, which was used as the basis of requests presented to the office of the CEO
- Partnered with Senior Director Industry Advising to create a 7-part series for 200+ AEs to enable global field enablement on new product launch in highly competitive market by gathering input from sales leadership, developing agendas, and collaborating with experts in Product, Competitive Intelligence, etc., resulting in increased knowledge of highly complex deal cycle
- Manager to new Senior Analyst, whichh includes managing her day-to-day activities, driving her understanding of sales strategy and business, and helping to build her skill sets
Senior Analyst, Sales Strategy and Operations
Salesforce
New York, New York
08.2023 - 07.2024
- Co-created the HLS growth strategy plan, which was presented to VP Sales Strategy, and implemented strategies recommended, leading to the 14%+ Y/Y growth for HLS sales for the full fiscal year
- Created a full operating cadence model for 60+ sales organizations, including creating a schedule, identifying the objectives of each meeting, and leading majority of meetings, which was presented to the SVP and utilized today
- Led the entire FY25 Enterprise Life Sciences Go-To-Market process for the 60+ person sales org
Sales Strategy and Operations Analyst
Salesforce
New York, NY
10.2021 - 07.2023
- Led GTM process for team of 30+ sales members, including designing automated workbook to score AE territories based on account assignments, optimizing team productivity
- Developed quota allocation workbook based on weighted – average historical analysis and presented results to Sales AVP, leading to creation of 30+ quotas
- Managed operations of 60-person sales team in place of unfilled Sales SVP role, including reporting sales metrics during EVP’s weekly forecast call, developing and leading forecasting cadence for team, and building forecasting expectations
- Created tools to support SVP and team operations, including Salesforce dashboards and SQL-based automated Google Sheet dashboards, driving efficiency in reporting across business
Experienced Assurance Associate
EY
New York, NY
09.2019 - 09.2021
- Managed preparation of audits for clients, including developing analytical models, testing client’s financial records, and managing client relations, completing tasks multiple days ahead of reporting deadline
- Led multiple audits for clients undergoing IPOs, including managing two junior associates, reviewing workbooks, and completing testing for complex areas, improving processes to reduce time to completion
- Analyzed correlations between multiple accounts and trends in non-financial data using SQL-based program for audit client, reducing risk of audit and increasing efficiency for engagement team
- Researched complex accounting concepts to design new testing procedures for a multi-billion-dollar client, becoming an expert for 15-person engagement team and reducing overall risk of highly complex audit area
Accounting Intern
Juicero
San Francisco, CA
05.2016 - 08.2016
- Spearheaded creation of company's Return Merchandise Authorization process in company’s ERP system (NetSuite), recording over $50,000 of inventory accurately in ERP system and creating standardized refund process for company
- Prepared data visualization models for CFO, which were used to generate precise departmental budgets and help negotiate $20,000 in company savings with various vendors
- Systemized weekly invoices totaling $150,000 to improve efficiency in accounts payable, decreasing payment processing time
Education
Masters of Accounting -
University of Michigan – Ross School of Business
Ann Arbor, MI04.2019
Bachelor of Business Administration - Minor in Germanic Languages
University of Michigan – Ross School of Business
Ann Arbor, MI04.2018
Skills
- Microsoft Office proficiency
- Google Workspace expertise
- Data visualization with Tableau
- Database management with SQL
- Go-to-market planning
- Quota management
- Revenue forecasting
- Data analysis
- Cross-functional collaboration
Study Abroad
Munich, 2015; Barcelona, 2017; Iceland, 2019
Activities
- Co-Director, MPowered Entrepreneurship,
- Vice President, MAcc Student Association,
- Graduate Student Staff Assistant
Timeline
Manager, Sales Strategy and Operations
Salesforce
08.2024 - Current
Senior Analyst, Sales Strategy and Operations
Salesforce
08.2023 - 07.2024
Sales Strategy and Operations Analyst
Salesforce
10.2021 - 07.2023
Experienced Assurance Associate
EY
09.2019 - 09.2021
Accounting Intern
Juicero
05.2016 - 08.2016
Masters of Accounting -
University of Michigan – Ross School of Business
Bachelor of Business Administration - Minor in Germanic Languages
University of Michigan – Ross School of Business