Lori Koontz
Fall City,WA
Summary
Impactful Director of Sales Operations with proven track record in sales leadership and operations and strong project management, strategic communications and cross-collaboration influencing skills. Independently oversees objectives and key results to achieve budgets and growth plans. Passionate about creating enriching work environment, developing people and creating opportunities for top performers.
Overview
33
33
years of professional experience
Work History
Senior Manager, Sales Operations and Analytics
Zillow Group
Seattle, WA
12.2018 - 09.2022
- Delivered design, analysis and implementation of Sales Incentive Compensation Plans
- Streamlined reporting and administrative processes to realize efficiency and accuracy gains
- Drove 28% reduction in Sales Compensation consumption of revenue
- Salesforce.com support for Sales and Support teams
- Cross-functional collaboration with Data Science to define business requirements and automate reporting
- Develop complex modeling tools to determine hiring plans, balance territories and quotas
- Managed team of Sales Analysts
Director of Sales Operations
WatchGuard Technologies
Seattle, WA
01.2008 - 04.2018
- Managed Sales Enablement, Sales Analyst and Sales Administration teams
- Generated reporting and analysis to improve sales forecast accuracy and planning to reach revenue goals
- Monitored sales team performance, analyzed sales data and reported information to leadership team
- Salesforce.com administration for global Sales team
- Designed, implemented and administered global sales incentive compensation plans
- Implemented and executed sales operational policies, and standards across global Sales team
- Designed and implemented reporting tools to automate POS data consolidation and reporting
- Collaborated cross-functionally with IT, Sales and Marketing to define business requirements and manage system enhancements
- Developed complex modeling tools to set quotas and build hiring plans
Incentive Compensation Operations Manager
Microsoft Corporation
Redmond, WA
01.2006 - 12.2007
- Managed global support desks for resolving issues for Compensation Analysts and Sales participants
- Managed implementation process for incentive compensation plans and programs
- Worked with infrastructure team to define business requirements for system enhancements
- Implementation and management of Knowledge Management System
- Managed worldwide sales policies and procedures
- Managed payout process for awards and contests
Senior Sales Operations Manager
Onyx Software
Bellevue, WA
05.2000 - 12.2005
- Developed reporting for analyzing revenue forecasts, quota/utilization attainment
- Designed and implemented global compensation plans, sales policies and procedures
- Designed and implemented databases to automate data feeds and reporting
- Collaborated with IT, Finance and Sales to define business requirements
- Developed complex modeling tool used to set quotas and build hiring plans
- Created and maintained worldwide sales budget
Senior Financial Manager, WW Sales Operations
Attachmate Corporation
Bellevue, WA
02.1989 - 05.2000
- Directed design and implementation of sales compensation system
- Defined business requirements for sales compensation, POS and data analysis
- Fast-track conversion completed in ambitious five month period
- Improved data integrity and retrieval ability as result of common financial reporting database, centralized data scrubbing and reconciliation process
- Cost savings of approximately $500k annually by reduced IT support
Education
Associates - Art in Accounting
Bellevue College
Skills
- Operations Management
- Process Improvement
- Sales Incentive Compensation
- Cross-functional Team Leadership
- Quota Setting
- Territory Planning
- Sales Forecasting / Pipeline Analysis
- Sales Analytics and Reporting
- Salesforcecom Administration
- Microsoft Office Suite
- OLAP Reporting Cubes
- Tableau
Timeline
Senior Manager, Sales Operations and Analytics
Zillow Group
12.2018 - 09.2022
Director of Sales Operations
WatchGuard Technologies
01.2008 - 04.2018
Incentive Compensation Operations Manager
Microsoft Corporation
01.2006 - 12.2007
Senior Sales Operations Manager
Onyx Software
05.2000 - 12.2005
Senior Financial Manager, WW Sales Operations
Attachmate Corporation
02.1989 - 05.2000
Associates - Art in Accounting
Bellevue College
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