Kushal Birje
Nashua,New Hampshire
Summary
Dynamic leader with a proven track record at EDB and Red Hat, enhancing sales operations and driving revenue growth through strategic thinking and data interpretation. Excelled in team development and leveraging tools like Salesforce and Tableau for insightful decision-making. Demonstrated excellence in financial planning and analytics, significantly impacting organizational goals.
Overview
16
16
years of professional experience
Work History
Senior Director Sales Operations
EDB
Boston, Massachusetts
10.2022 - Current
- Lead the Global Revenue Operations team, driving sales efficiency, quota management, and revenue forecasting.
- Collaborate with executive leadership to define and implement GTM strategies, ensuring data-backed decision-making.
- Oversee sales process optimization, reporting accuracy, and CRM data management for enhanced business operations.
- Work closely with Finance, HR, and Product teams to align company-wide revenue strategies.
Director, Sales Operations
EDB
Pune, Maharashtra
09.2019 - 10.2022
- Managed the sales operations function, ensuring compliance and efficiency across deal execution and reporting.
- Supervised the Deal Desk Administration, reviewing and approving all sales contracts and customer proposals.
- Led strategic sales process improvements, prioritizing continuous enhancement in sales execution.
- Managed a global analytics team to drive sales performance, revenue forecasting, and customer insights.
- Oversaw strategic planning and implementation to ensure organizational goals were met.
- Provided leadership, insight and mentoring to newly hired employees to supply knowledge of various company programs.
Manager, Sales Operations
EDB
Pune, Maharashtra
05.2014 - 09.2019
- Implemented scalable sales support frameworks, improving deal execution and revenue growth.
- Drafted proposals, contracts, presentations, and other documents related to the sales process.
- Identified key performance indicators to measure business success.
- Recommended data analysis tools to address business issues.
Senior Business Analyst - Renewals
Red Hat
Pune, India
01.2013 - 01.2014
- Influencing sales decisions through data driven storytelling!
- Define and Measure renewals for Red hat's subscription business
- Analyze renewal performance by Geo, Product, Account, Tier etc
- Work with US & EMEA team to achieve scale in several new deliverables and automate existing reports
- Publish QBRs (Quarterly Business Review) by regions
Senior Analyst
Eclerx
Pune, India
01.2009 - 01.2013
- Data analysis of Marketing Leads & Campaigns
- Managed Team of 6 Data analysts
- Set up the Pilot Process of Marketing Automation
Education
Leadership Excellence Achievement Program - Executive leadership Program
Yellow Tree
Pune01.2018
Data Science using R & Excel - Executive Development Program
XLRI Jamshedpur
01.2016
Software Quality Testing -
SQTL
Pune01.2011
Bachelor of Computer Science -
Pune University of Information Technology
01.2009
Skills
- Leadership
- Team Development
- Strategic Thinking
- Communication
- Proactive
- Data Interpretation
- Financial Planning and Analytics
- Incentive Compensation Plans Designing
- MS Office
- Order Management
- Lead Management
- Forecasting
- Salesforce
- Clari
- Marketo
- Tableau
Accomplishments
- Awarded with Most prestigious MVP of the Year 2023 award by CEO & CRO
- Promoted to Senior Director Role, EDB, 2021, For establishing trust within Higher Management by providing actionable insights and building Robust Operational team
- Received Yearly Obsellerator Award, EDB, 2020, For the active participation in Acquisition of Second Quadrant Ltd
- Received Star Performer Award, Red Hat, 2014, For the initiative taken in setting up Regional Renewals department
- Promoted to Senior Analyst Role, Eclerx, 2011, For demonstrating exemplary ownership and team building capabilities
Timeline
Senior Director Sales Operations
EDB
10.2022 - Current
Director, Sales Operations
EDB
09.2019 - 10.2022
Manager, Sales Operations
EDB
05.2014 - 09.2019
Senior Business Analyst - Renewals
Red Hat
01.2013 - 01.2014
Senior Analyst
Eclerx
01.2009 - 01.2013
Leadership Excellence Achievement Program - Executive leadership Program
Yellow Tree
Data Science using R & Excel - Executive Development Program
XLRI Jamshedpur
Software Quality Testing -
SQTL
Bachelor of Computer Science -
Pune University of Information Technology
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