Kimberly Silva
Dracut,MA
Summary
Highly motivated, results-driven Sales Operations professional with 10+ years of experience. Expertise in go-to-market strategy, CRM systems, and gold-standard operational practices. Committed to utilizing data and problem solving to propel organizations in achieving their sales and revenue goals.
Overview
13
13
years of professional experience
Work History
Principal Sales Operations Program Manager
Veracode, Inc.
03.2022 - Current
- Drive GTM initiatives and track deliverables and associated dependencies to deliver successful outcomes
- Manage multiple strategic projects with numerous sub-projects or workstreams
- Partner with cross-functional teams to assess and improve tech stack
- Manage all aspects of GTM annual planning, including but not limited to creating detailed timeline and sequence of events, holding delivery teams accountable to dates, document artifacts needed to implement or improve system functionality, and develop criteria for territory assignment
- Mentor members of Sales Operations teams to provide knowledge transfer and ensure best practices are being applied
Senior Sales Insights Analyst
Veracode, Inc.
03.2020 - 03.2022
- Deliver visibility and insights into pipeline, bookings, funnel conversion, quota, and territory performance to sales leadership and business partners
- Translate data into meaningful analysis that enables senior leaders to make informed business decisions
- Provides understanding into trends, health, and areas for improvement
- Create meaningful and consumable reports and dashboards that enable users to be self sufficient
- Project manager for GTM planning, including building detailed timeline of tasks and deliverable dates, coordinating meetings with stakeholders, and using independent judgement throughout GTM planning cycle
- Own process of defining and communicating opportunity sales stages to sales and senior leadership to create cohesion and unified understanding of deal life cycle
- Serve as liaison between Sales Operations and Business Systems to drive system enhancements and support cross-departmental system efficiency goals.
Senior Sales Operations Analyst
Veracode, Inc.
04.2019 - 03.2020
- Consult with sales and sales leadership on deal structuring to address client needs, including pricing, discounting, licensing, and contract terms and conditions
- Partner with cross functional stakeholders to review and approve or reject quotes
- Process opportunities for booking in accordance with corporate booking policy
- Assist with monthly revenue recognition process with revenue accounting team
- Manage SFDC data hygiene on ongoing basis directly and in concert with sales
- Support operational needs of sales teams, including SFDC data validation for new accounts, creating reports, analyses of critical data, and participation in sales team forecast calls, team meetings, and QBRs
- Act as liaison between sales operations and Business Systems to manage ongoing system enhancement projects to streamline processes and move towards automation and best practice.
Senior Sales Operations Analyst
Ribbon Communications
11.2016 - 04.2019
- Create, maintain, and run report checkers to proactively address data integrity abnormalities in SFDC
- Manage commissions in SFDC to align with sales quotas and compensation plans
- Align with revenue controllers to maintain clean and accurate forecast for global sales
- Provide global sales support related to accounts, opportunities, and quoting in SFDC
- Manage sales support and service request queue and assign tickets to Sales Operations team based on team member expertise and workload
- Compile quarterly statistics to highlight trends related to sales support and service request queue
- Create ad hoc reports for sales teams relating to accounts, products, bookings, revenue, commissions
- Train sales new hires on all sales-related objects and processes
- Maintain new hire SFDC documentation and update as systems and processes evolve
- Communicate sales-related process changes and Sales Ops related announcements via SFDC Chatter
- Collaborate with IT leaders and business analysts on bi-weekly basis to track system and process improvements and introduce new ways of enhancing existing system functionality
- Work cross-functionally with leaders in finance, IT, sales, and services to align on business priorities and assist with any necessary follow up actions.
Sales Operations Analyst
Acronis
05.2016 - 11.2016
- Support day-to-day operations of sales organization while developing ways to improve processes
- Work cross-functionally with Finance, Marketing, and Support to ensure smooth operation of business practice and strive to achieve consistency and support departmental growth goals
- Maintain and enhance SFDC processes and prepare ad hoc reports
- Generate weekly forecast and metric reports and provide insightful analysis to sales management
- Perform deep analysis and consistent reporting using multiple data sources and packaging meaningful data for business planning and KPI development
- Prepare weekly presentations for upper management to support growth tracking for SaaS business and provide insight for process improvements and areas for opportunity development.
Business Operations Analyst
Progress Software
01.2014 - 03.2016
- Support global sales organization by developing meaningful reporting and analysis that contributes in making business decisions and process implementation
- Manage report request cases in Salesforce, which includes assigning cases to team members or taking ownership and creating reports on ad hoc basis in Salesforce or Tableau
- Develop advanced visualization dashboards for all areas of business to present key performance indicators and results measured against set targets
- Assist in diagnosing dashboard performance issues by recreating user behavior and solving root of issue, and collaborate with IT support team when necessary
- Create project plans and documentation for long-term reporting requests and set realistic delivery expectations to key all stakeholders.
Channel Reporting Analyst
Axis Communications
06.2012 - 01.2014
Sales Operations Analyst
Juniper Networks
01.2011 - 05.2012
Education
Bachelor of Arts - Economics
University of Massachusetts Amherst
Amherst05.2010
Skills
- Salesforcecom
- CPQ
- Tableau
- Power BI
- Clari
- Territory management
- Forecasting
- Pipeline management
- Go to Market strategy and planning
- Interdepartmental collaboration
- Microsoft Office / Excel / Powerpoint
- Time management and multi-tasking
- Creative thinking and problem solving
- Ability to learn new systems and processes quickly
- Exceptional written and verbal communication
- Task prioritization amidst changing business needs
Timeline
Principal Sales Operations Program Manager
Veracode, Inc.
03.2022 - Current
Senior Sales Insights Analyst
Veracode, Inc.
03.2020 - 03.2022
Senior Sales Operations Analyst
Veracode, Inc.
04.2019 - 03.2020
Senior Sales Operations Analyst
Ribbon Communications
11.2016 - 04.2019
Sales Operations Analyst
Acronis
05.2016 - 11.2016
Business Operations Analyst
Progress Software
01.2014 - 03.2016
Channel Reporting Analyst
Axis Communications
06.2012 - 01.2014
Sales Operations Analyst
Juniper Networks
01.2011 - 05.2012
Bachelor of Arts - Economics
University of Massachusetts Amherst
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