Richard Pinto

Core Strengths & Expertise

Client Services Manager with 10+ years of experience driving revenue growth and client satisfaction through data-driven lead programs, RevOps alignment, and campaign execution. Proven ability to translate strategic objectives into operational success for B2B tech clients, including a leading U.S.-based cloud communications provider. Delivered results across outbound and inbound lead generation, ABM campaigns, GTM data operations, and BDR/Channel Managers enablement.

• Client Retention & Success: Delivered multi-channel lead generation and ABM campaigns aligned to ICPs, increasing engagement and generating net-new pipeline and revenue.
• Outbound & Inbound Campaign Execution: Led the end-to-end delivery of omni-channel campaigns (email, phone, digital, and direct mail), driving MQLs, HQLs, and SQLs with BDR support.
• ABM Strategy & Execution: Executed targeted ABM programs using curated content, conversational AI, LinkedIn connectors, community portals, and programmatic ads to engage high-value accounts.
• Data Operations & GTM Readiness: Managed TAM estimation, GTM data sourcing, ICP alignment, and CRM list hygiene—including refresh, append, and enrichment—using platforms such as ZoomInfo, LinkedIn Sales Navigator, Seamless.ai, Apollo, and Salesforce.
• BDR/SDR Enablement: Streamlined cadence-based lead follow-ups and routing by supporting Outreach and Gong Engage workflows; delivered sales-ready insights that improved productivity of BDRs, AEs, and Channel Managers by ~40%.
• Process Optimization: Introduced workflow enhancements that reduced turnaround times and increased team bandwidth by automating lead routing, suppression management, and load/churn list processes.
• Analytics & Reporting: Built actionable dashboards in Power BI and Salesforce to track ROI across funnel stages and deliver insight-driven recommendations for campaign and data prioritization.
• Cross-Functional Program Leadership: Acted as a key liaison between RevOps, Marketing, Sales Ops, BDR/AE teams, Channel Marketing, and external demand generation partners to ensure alignment on campaign goals, timelines, and data quality.

Professional Events & Industry Exposure

• Attended Emblaze 2024 (Chicago, USA) – Represented the company during a U.S. client visit and participated in the Emblaze 2024 event, strengthening client relationships and aligning campaign goals with industry trends.

Training & Employee Development Responsibilities

• Onboarded 200+ new hires - Designed and executed comprehensive orientation programs for Sales, Customer Service, and Retention departments
• Boosted team productivity by 37% - Developed and delivered targeted training sessions on product knowledge and customer engagement techniques
• Created dynamic training curriculum - Built modular programs covering core competencies, process updates, and performance best practices
• Implemented evaluation systems - Established KPIs and tracking mechanisms to measure training effectiveness and knowledge retention
• Optimized training materials quarterly - Revised content based on feedback, process changes, and evolving business objectives
• Mentored high-potential employees - Provided personalized coaching that improved team retention rates by X% and promoted internal mobility.