KELSEY DUDLEY
Marietta,GA
Summary
Strategic partner to the C-Suite with long term experience in establishing cross functional alignment through data driven decision making. Expert knowledge of industry KPIs that maximize revenue throughout the customer lifecycle. Highly skilled in conducting analyses leading to proven increases in sales efficiency, retention, and opportunities for growth.
Overview
11
11
years of professional experience
1
1
Certification
Work History
Senior Manager, Revenue Operations
GoGuardian
10.2021 - Current
- Directed team of 5 Senior Analysts that are responsible for all Salesforce integrated platforms across revenue organization of over 200 representatives, including VPs and CRO
- Something about forecasting - Supported Sales leadership through implementation of Clari and leveraging Analytics to uncover powerful insights, including increasing quarterly forecast accuracy to 85%
- Single handedly designed all territory restructures as the company grew from 500 to 650 employees and partnered with Sales Operations to execute on CRM infrastructure
- Something about comp
- SFDC Architecture
- Marketing partnership
- Customer success journey
- Revenue insights
- Strategy
Director, ClickDimensions
TECHNOLOGY EXPERTISE
12.2017 - 10.2021
- Microsoft Dynamics CRM
- Excel, +VBA
- Saleforce.com
- PowerBI
- PowerPoint, including think-cell
- Tableau
- Xactly Incent & SimplyComp
- Established a Revenue Operations function within the organization and newly developed Business Systems department through collaboration with Sales, Marketing, and Finance
- Introduced the concept of companywide visibility into key SaaS metrics and standardized monthly reporting within 90 days
- Created capacity models to handle various drivers in new product acquisition, marketing, and sales resource investments and utilized them to drive cross-functional alignment in prior finalizing multi-year plans
- Performed analyses on each stage of the lead to customer funnel, uncovering areas of inefficiency in the nurture process and whitespace opportunity within in the existing client base, providing insights prior to making key decisions in product and go-to-market strategies
- Implemented Tableau as an automated solution for real-time visibility into growth indicators, including quota attainment, pipeline generation, renewal status, and channel partner health
- Partnered with systems architects to leverage historical data via Azure SQL for powerful insights to identify trends
- Designed sales organization structure and introduced an updated compensation model to incentivize growth bookings in additional product offerings and client services
- Partnered with Xactly to automate commission process and provide visibility into plan structure and payment using SimplyComp and Incent
- Prepared quarterly presentations for the board of directors and private equity owners on performance against Operating Plan for revenue generating departments and provided direction on KPI improvements
- Leveraged Microsoft tech stack to enforce reliable management of subscription renewal dates and revenue by customer to manage retention, also exposing an average of $300K in expansion bookings potential per month
- Empowered sales leadership with accurate forecasting by identifying variances in lead-opportunity hand off process, ultimately normalizing win rates and resulting pipeline predictability
- Translated complex manipulation exercises from Excel into a real-time dataset to provide historical context and performance to current plan to establish a single source of truth for stakeholders from all departments.
WW Sales Operations Manager
IBM, Watson
08.2014 - 12.2017
- Supported $400M business unit by standardizing reporting and providing Sales leadership with consistent and repeatable source of sales metrics and analysis
- Identified process gaps and opportunities to deploy Salesforce applications and integrations across our business, including creation of custom objects, workflow rules
- Designed role specific dashboards to provide real-time opportunity insights to increase synergy throughout the sales cycle
- Streamlined data exports from multiple systems to track sales performance against objectives on growth and retention in consistent weekly deliverables and offered additional qualitative analysis to drive executive decisions
- Revolutionized reports on customer retention and attrition by incorporating in-depth analysis on 2,000+ client profiles and product usage trends used to develop expansion strategy
- Acted as primary Operations liaison to drive structure and discipline across the organization through projects such annual budget planning, establishment of conversion rate targets, and creation of deployment models.
Sales Operations Analyst
VMWare
02.2013 - 08.2014
- Customized reports for CEO and executives to provide in depth analysis on weekly/monthly/quarterly sales trends
- Created strategies to promote growth in emerging and established international markets
- Handled all aspects of the CRM system including standardized dashboard and report creation, lead generation, and pipeline management
- Collaborated with executives to create new sales markets and realign territories
- Utilized advanced functions in Microsoft Excel to problem solve and present data a concise manner
- Served as a liaison between management and operations department to expedite sales cycle
- Tracked billed service hours and project cost for companywide Professional Service teams.
Account Executive
Cumulus Media
05.2012 - 02.2013
- Generated leads and reached out to national and local businesses to create promotions that were featured on radio and internet
- Negotiated prices points and offers with merchants
- Consistently ranked top 5% of sellers in the branch, which consisted of over 100 growth driven sales employees
- Personally launched 7 national markets and built pipelines in these markets for future representatives.
Education
B.S - Science, Technology, and Culture
Georgia Institute of Technology
Certification
Salesforce.com Administrator
Timeline
Senior Manager, Revenue Operations
GoGuardian
10.2021 - Current
Director, ClickDimensions
TECHNOLOGY EXPERTISE
12.2017 - 10.2021
WW Sales Operations Manager
IBM, Watson
08.2014 - 12.2017
Sales Operations Analyst
VMWare
02.2013 - 08.2014
Account Executive
Cumulus Media
05.2012 - 02.2013
B.S - Science, Technology, and Culture
Georgia Institute of Technology
Salesforce.com Administrator
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