MARIA L. FRIAS
Davie,USA
Summary
Executive leader with extensive experience in Revenue Operations, Sales, Client Services, and Financial Operations across diverse markets. Proven ability to drive revenue growth and enhance operational efficiency through strategic leadership and cross-functional collaboration. Expertise in process optimization, sales enablement, and data-driven strategy development, resulting in measurable business outcomes. Recognized for managing high-performing teams and leading enterprise-wide initiatives that improve client experience and streamline systems.
Overview
21
21
years of professional experience
Work History
Senior Director of Revenue Operations
The Myers-Briggs Company
Sunnyvale, California
07.2024 - Current
- Lead cross-functional operations spanning Sales, Marketing, Customer Service, and Financial Revenue Planning to drive alignment across all revenue-generating teams.
- Spearhead initiatives that enhance operational efficiency, improve data integrity, and enable strategic, scalable growth.
- Recognized for expertise in revenue planning, process optimization, and technology integration to support data-driven decision-making.
- Align revenue strategies across Sales, Marketing, and Customer Success to enhance efficiency, foster collaboration, and ensure data consistency.
- Optimized enterprise-wide revenue operations, resulting in streamlined workflows, reduced operational costs, and improved profitability.
- Identified and resolved inefficiencies in core business processes, enhancing team productivity and cross-departmental performance.
- Standardized and implemented scalable customer retention strategies to improve lifecycle value and retention metrics.
- Partner with executive leadership to define revenue goals, forecasting models, and key performance indicators (KPIs).
- Oversee end-to-end sales and revenue data governance, ensuring accuracy, consistency, and accessibility for strategic insights.
- Manage CRM systems and sales enablement platforms to ensure full utilization and alignment with business objectives.
Global Director, Sales Operations
The Myers-Briggs Company
Sunnyvale, California
02.2021 - 07.2024
- Directed global sales operations and strategic enablement functions across North America, Europe, and Asia-Pacific, ensuring consistent execution, productivity, and alignment with corporate growth objectives.
- Reported directly to the Chief Revenue Officer and partnered with Global Sales Leadership to optimize planning, process, and performance across all regions.
- Led cross-regional strategic and operational initiatives to drive global sales productivity and effectiveness.
- Provided comprehensive support to sales divisions worldwide, aligning execution with strategic objectives across the U.S., Europe, and Asia-Pacific.
- Developed and executed global sales planning strategies, including forecasting, territory alignment, and performance analysis.
- Designed and deployed scalable sales processes, tools, and methodologies to enhance efficiency and field effectiveness.
- Oversaw the development of standardized reporting, dashboards, and performance metrics to support data-driven decision-making.
- Managed global quota setting and territory assignments in close collaboration with Finance and Sales Leadership.
- Acted as the primary liaison for sales operations support across all international subsidiaries.
- Monitored organizational performance, ensuring adherence to business goals and corporate compliance standards.
Vice President, Client Services & Engagement
The Myers-Briggs Company
Sunnyvale, California
07.2019 - 02.2021
- Led client success and engagement strategy for the Innovation Labs division, serving higher education institutions, government agencies, and nonprofit organizations with a focus on student success.
- Oversaw end-to-end client lifecycle management—from implementation through long-term adoption—while partnering cross-functionally to align customer needs with strategic initiatives.
- Directed client implementation, training, and success initiatives, ensuring long-term value and enterprise-wide adoption of the VitaNavis platform.
- Collaborated with Sales to identify client objectives and develop tailored KPIs and success metrics.
- Designed and executed customized implementation plans aligned with client goals, timelines, and outcomes.
- Served as primary liaison for client relationships, driving engagement, retention, and expansion across key sectors.
- Partnered with Marketing to develop industry-specific toolkits and go-to-market strategies that accelerated adoption.
- Managed Salesforce operations and reporting for the Innovation Labs team, ensuring data integrity and actionable insights.
- Contributed to proposal development, outlining strategic rollout, training, and analytics plans to support client success.
Vice President of Operations
Cortiva Institute / Steiner Education Group
Pompano, FL
01.2017 - 06.2019
- National Director of Financial Aid
- Senior executive overseeing multi-campus operations, financial aid, student billing, compliance, and project management for 30 schools across 13 states.
- Served as a core member of the corporate executive team, managing a team of 41 professionals and driving strategic initiatives to improve operational efficiency, regulatory compliance, and student experience.
- Directed campus operations and centralized financial aid services across a national network, streamlining processes and increasing transparency.
- Transitioned all campuses to a paperless office environment, reducing operational costs and improving audit readiness.
- Spearheaded the rebranding of 30 campuses, including oversight of public relations and social media strategy.
- Led the conversion from clock-hour to credit-hour financial aid processing, aligning with federal requirements and institutional goals.
- Implemented mid-year financial aid file audits, proactively reducing institutional liability during federal compliance reviews.
- Centralized student billing processes and re-engineered the Student Services Division to enhance student support and satisfaction.
- Oversaw the implementation of paperless onboarding and student portal platforms to modernize student engagement.
Executive Director of Financial Aid
Kaplan University
Fort Lauderdale, FL
01.2010 - 01.2014
- Led financial aid operations and student financial services for online and campus-based programs, overseeing a team of 150 professionals supporting 11 campuses and thousands of online learners.
- Responsible for strategic planning, compliance, team performance, and student-centric initiatives that improved retention, financial literacy, and operational efficiency.
- Established a centralized Student Finance Center to improve financial literacy, facilitate GAP funding solutions, and increase active student collections.
- Implemented extended payment plans, reducing financial barriers and supporting student persistence.
- Directed a high-performing team that achieved a consistent 50% monthly collection rate on active student accounts.
- Reorganized the pre-enrollment team into a first-term support function, significantly reducing admissions-related escalations and improving the student onboarding experience.
- Launched a financial aid escalation system via SharePoint, streamlining cross-functional communication and increasing student satisfaction.
- Collaborated with Admissions, Student Records, and Advising to develop integrated, student-first processes that enhanced service delivery.
- Redesigned the student services section of the university website to improve accessibility for online learners.
- Successfully led the implementation of the Net Price Calculator, ensuring federal compliance ahead of regulatory deadlines.
Vice President, Sales – South Region | Vice President, Hispanic Initiatives
Sallie Mae
Reston, VA
01.2004 - 01.2010
- Led regional sales operations and national Hispanic initiatives, managing teams across South Florida and Puerto Rico.
- Designed and executed strategic outreach and marketing programs to improve college access, student retention, and financial literacy among Hispanic communities.
- Served as a trusted advisor to institutions and advocacy groups, influencing education policy and promoting inclusion in higher education.
- Developed and led 2Futuro, a pioneering Hispanic-focused student loan and financial literacy program, increasing awareness and access to funding options.
- Built strategic alliances with key national organizations, including HACU, HSF, HHF, and NCLR, to promote education initiatives and student success.
- Advised major universities—including the University of Texas, Brownsville and George Mason University—on Hispanic student recruitment and retention strategies.
- Designed sales strategies for business office solutions, including tuition payment plans and electronic billing systems, expanding institutional offerings.
- Advocated for higher education policy at the federal level, engaging directly with Congressional and Senate offices.
- Selected by the Hispanic Heritage Foundation (HHF) to represent Sallie Mae at the 2009 Presidential Hispanic Inaugural Ball.
Education
M.S. - Counseling Psychology
NOVA SOUTHEASTERN UNIVERSITY
Ft. Lauderdale, FloridaB.A. - Psychology
UNIVERSITY OF MIAMI
Coral Gables, FloridaSkills
- Senior administration and operational oversight
- Analytical skills and strategic planning
- Sales enablement and communication
- Team collaboration
- Student financial services management
- Staff development and leadership
- Public speaking and student affairs
- Enrollment management in higher education
Languages
- Fluent in English
- Fluent in Spanish
References
References available upon request.
Timeline
Senior Director of Revenue Operations
The Myers-Briggs Company
07.2024 - Current
Global Director, Sales Operations
The Myers-Briggs Company
02.2021 - 07.2024
Vice President, Client Services & Engagement
The Myers-Briggs Company
07.2019 - 02.2021
Vice President of Operations
Cortiva Institute / Steiner Education Group
01.2017 - 06.2019
Executive Director of Financial Aid
Kaplan University
01.2010 - 01.2014
Vice President, Sales – South Region | Vice President, Hispanic Initiatives
Sallie Mae
01.2004 - 01.2010
M.S. - Counseling Psychology
NOVA SOUTHEASTERN UNIVERSITY
B.A. - Psychology
UNIVERSITY OF MIAMI
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