Linda Kobara
Los Altos,CA
Summary
GTM and Revenue Operations executive with proven success in driving growth and profitability for AI technology companies. Achieved double-digit revenue growth and improved EBITDA margins through data-driven strategies and cross-functional collaboration. Led Revenue Operations teams to enhance sales productivity and foster high-performing cultures aligned with GTM objectives. Experienced in partnering with C-suite executives to implement market expansion and turnaround strategies.
Overview
13
13
years of professional experience
Work History
VP Revenue Operations
Anomali
Redwood City, California
04.2025 - Current
- Conducted deal reviews to assist Account Executives in closing sales effectively.
- Established data hygiene protocols, enhancing accuracy and streamlining pipeline management.
- Executed Forecast Sales calls and maintained ownership of forecasting processes.
- Developed policies that boosted operational efficiency and increased productivity.
- Identified operational issues and implemented solutions to enhance effectiveness.
- Created communication strategies to improve collaboration between management and employees.
- Spearheaded initiatives that improved customer service processes across organization.
- Negotiated vendor contracts, achieving substantial cost savings for company.
VP of Sales Operations
Applitools
San Francisco Bay Area
07.2018 - 04.2025
- Forecasted cadence and hygiene to enhance sales performance metrics.
- Developed and executed sales strategy and planning initiatives.
- Provided leadership across sales teams to drive revenue growth.
- Managed sales compensation and commissions structures for optimal motivation.
- Recruited top sales talent to strengthen overall team capabilities.
- Conducted reporting and analytics to inform decision-making processes.
- Built and optimized infrastructures supporting sales operations.
- Streamlined sales processes and deal structures for increased efficiency.
VP of Sales Operations
UserTesting
San Francisco Bay Area
12.2016 - 07.2018
- Forecasted cadence and hygiene for optimal sales performance.
- Managed sales compensation strategies to enhance team motivation.
- Developed insights through reporting and analytics for informed decision-making.
- Streamlined top-of-the-funnel infrastructure to increase lead generation efficiency.
- Designed effective deal structures to maximize revenue potential.
- Facilitated sales onboarding processes to accelerate new hire productivity.
- Oversaw business systems process management for improved operational efficiency.
- Optimized quote-to-cash processes to ensure timely revenue recognition.
Director of Sales Operations
H2O.ai
Mountain View, California
06.2016 - 12.2016
- Developed forecasting cadence and hygiene to enhance sales accuracy.
- Streamlined sales compensation processes for improved efficiency.
- Optimized deal structures to increase profitability.
- Led sales onboarding initiatives to accelerate new hire productivity.
- Managed business systems processes to improve operational effectiveness.
- Oversaw quote-to-cash processes to ensure timely revenue recognition.
- Conducted budgeting and capacity planning to align resources with objectives.
- Implemented sales enablement strategies to support team performance.
Director of Sales Operations
Saama
12.2015 - 06.2016
- Forecasted cadence and hygiene metrics to improve sales performance.
- Managed sales compensation processes to ensure accurate employee remuneration.
- Oversaw business systems process management to enhance operational efficiency.
- Streamlined quote-to-cash processes for improved revenue realization.
- Developed budgeting strategies to optimize resource allocation.
- Conducted capacity planning to align resources with business demands.
- Facilitated sales enablement initiatives to empower the sales team.
- Led project management efforts to ensure timely project delivery.
Sr. Manager of Sales Operations
OpenText Corp
San Mateo, CA
10.2014 - 06.2016
- Executed Salesforce integration to enhance data accessibility and collaboration.
- Streamlined business systems process management, increasing overall efficiency.
- Facilitated acquisition integration for seamless transition and operational alignment.
- Managed diverse projects, consistently meeting objectives within established timelines.
- Developed sales enablement strategies to boost team performance and customer engagement.
Sr. Project Manager
OpenText Corp
San Mateo, CA
06.2012 - 09.2014
- Oversaw field sales administrators to enhance team performance and efficiency.
- Managed sales operations to drive revenue growth and optimize processes.
- Led acquisition integration efforts to align newly acquired teams with existing operations.
- Conducted training for new field sales representatives, ensuring effective onboarding.
- Documented sales policies, guidelines, and practices to standardize operations and compliance.
Education
BS - Speech and Hearing Sciences
University of Washington
01.1988
Skills
- Leadership & Cross-Functional Collaboration
- Strategic Planning
- SaaS Business Models
- Forecasting
- Compensation Design & Implementation
- GTM Tech Stack Design & Workflows
- Process optimization
- Enablement, Coaching, Mentoring
- Data Analysis & Insights
- Funnel Leakage
Websites
Timeline
VP Revenue Operations
Anomali
04.2025 - Current
VP of Sales Operations
Applitools
07.2018 - 04.2025
VP of Sales Operations
UserTesting
12.2016 - 07.2018
Director of Sales Operations
H2O.ai
06.2016 - 12.2016
Director of Sales Operations
Saama
12.2015 - 06.2016
Sr. Manager of Sales Operations
OpenText Corp
10.2014 - 06.2016
Sr. Project Manager
OpenText Corp
06.2012 - 09.2014
BS - Speech and Hearing Sciences
University of Washington