PARIS GARCIA

• Led end-to-end transformation initiatives across the global GTM organization, spanning inbound and outbound operating model redesign, qualification frameworks, routing governance, and Rules of Engagement across Sales and Marketing.
• Shaped and evaluated business cases for SDR org restructuring, AI-enabled workflows, and automation initiatives, ensuring alignment with enterprise priorities and measurable business outcomes.
• Partnered cross-functionally with Product, Finance, Technology, Marketing, and RevOps to align initiatives, remove execution barriers, and drive delivery across people, process, systems, and data.
• Drove redesign of inbound motion strategy, including first-meeting ownership, meeting structure, and KPI frameworks to improve conversion, accountability, and pipeline quality.
• Supported AI transformation initiatives (Qualified Website Agent, AI SDR pilots), defining routing logic, escalation models, adoption strategy, and future-state operating models.
• Designed and implemented performance measurement frameworks to track funnel health, benefits realization, and operational efficiency; presented insights and recommendations to senior leadership.
• Led change management efforts to embed new ways of working, including communication plans, stakeholder alignment, enablement, and ongoing governance to sustain outcomes.
• Identified and mitigated risks across complex interdependencies, including data quality issues, tooling gaps, and ownership ambiguity impacting delivery confidence.

Selected Impact

• Standardized GTM Rules of Engagement across Sales and Marketing
• Improved routing accuracy and segment ownership clarity across regions
• Enabled scalable inbound conversion and AI-assisted engagement models

• Led global sales development transformation across Enterprise, EMEA, and APAC, delivering consistent over-quota performance and scalable execution in a complex, data-driven SaaS environment.
• Redesigned outbound and inbound engagement strategies, cadences, and qualification standards tied directly to pipeline creation, deal quality, and forecast confidence.
• Applied structured sales and qualification methodologies (MEDDICC, SPIN, Sandler) to improve commercial rigor and performance consistency.
• Partnered closely with Marketing, Operations, and Product teams on ABM execution, data strategy, tooling enablement, and performance measurement.
• Built and developed high-performing teams and leaders, fostering a culture of accountability, continuous improvement, and execution excellence.

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• Coordinated cross-functional teams to streamline project execution and communication.
• Facilitated training sessions on operational tools and systems for team members.
• Analyzing data from operations logs to identify trends or patterns that could impact performance outcomes.
• Drove revenue growth through operating model improvements across inbound and outbound sales development functions.
• Built and implemented playbooks, training programs, and performance frameworks to support global SDR teams.
• Leveraged GDPR-compliant datasets and analytics to support international expansion across EMEA and APAC.
• Played a key role in scaling global revenue operations during periods of rapid growth.