SHWETA KOHLI
Alameda
Summary
Over 12 years of experience in sales and enablement, demonstrating success in individual contributions and global team leadership. Expertise in developing and executing sales strategies that drive revenue growth and enhance interdepartmental collaboration. Specialized in selling SaaS and PaaS solutions within product-led growth environments. Proven ability to create impactful training programs that empower sales teams and facilitate continuous process improvement. Resourceful and resilient professional systematic about pursuing revenue opportunities and capturing new business with multifaceted strategies. Driven to always be improving numbers and driving business forward. Born connector and leader with proven analytical abilities and clear understanding of industry customers. Results-driven Director of Sales known for high productivity and efficiency in task completion. Specialize in strategic planning, customer relationship management, and market analysis. Excel in negotiation, team leadership, and problem-solving to achieve sales targets and drive business growth.
Overview
14
14
years of professional experience
Work History
North America & Global Revenue Team Leadership
Room an OFS company
Alameda
01.2025 - 10.2025
- Documented and shared 100+ meeting summaries, key decisions, and action items, improving team alignment and accountability by 30%.
- Flagged and escalated 25+ resource constraints, enabling proactive allocation and reducing delivery delays by 20%.
- Developed and executed go-to-market strategies, spanning positioning, packaging, campaign tactics, pipeline generation, and solutions selling, aligning closely with learnings from Product School's Product Marketing Certification.
- Created compelling product collateral and messaging frameworks addressing customer pain points and driving adoption.
- Coordinated cross-functional launches of new products and releases, applying structured frameworks from Product School methodology.
- Equipped sales and field teams with tools, training, and messaging that improved productivity and campaign success.
- Rolled out tailored communication plans for 10+ stakeholder groups, increasing engagement and feedback by 40%.
- Developed and executed go-to-market (GTM) strategies, sales performance metrics, and operational processes to support predictable revenue growth.
- Collaborated with marketing, product, and customer success teams to expand brand awareness, drive pipeline, and improve retention.
- Led the planning and execution of strategic customer events and provided detailed customer success reporting to inform account management and renewal strategies.
Sr Director Of Sales & Enablement
Opentrons labs
01.2022 - 12.2023
- Created vision and direction for the Inside Sales org of Continuous process improvement and training for the incoming Sales Reps and grew the Revenue Operations org.
- Was a big part of taking the company from Series B to Series C.
- Led Global Sales org, drove continuous process improvement, and revenue growth.
- Played a pivotal role in the company's transition from Series B to Series C.
- Developed GTM strategies and implemented performance measures and processes.
- Collaborated with cross-functional teams to shape brand awareness and market presence.
- Orchestrated impactful customer events and provided customer success reporting.
- Robotics
- 2022- Q1-Q4 99%,101%,103%,107% Quota Attainment
- 2023 Q1-Q4 98%,103%,101%,99% Quota Attainment
Global Director, Commercial Sales, Strategy & Training
Stream.io
Remote
08.2020 - 12.2021
- Created vision and direction for the Outbound org of Continuous process improvement and training for the incoming SDR's. & Building a career progression to ISR's.
- Introduced performance measures, processes and systems for the new Sales onboarding, continuous enablement & promotion tracks.
- Demonstrated leadership in influencing behavioral, process and measurement change across organizational boundaries across Sales org.
- Remotely Started the University intern & Full-time employee recruiting Program.
- Forecasting of pipeline and management on a weekly basis for all stakeholders involved, to understand gaps if any.
- Executed Sales Enablement and sales methodology processes.
- Provide coaching and support to sales managers and reps on sales methodologies, objection handling, and effective sales techniques.
- Demonstrates mastery in crafting and implementing sophisticated deal structures to optimize value for both the company and its customers.
- Proven history of driving the rapid expansion and prosperity of high-performing organizations.
- Supported the Business with Change management consulting for organizational and cultural transformation where required.
- Provided expertise with Presentation and outside trainings for 'Best Practices'.
- Reporting and Analytics for my CSO to make strategic decisions, in terms of marketing campaigns, hiring, organization growth, product growth and communications across departments.
- Instituted regular SE trainings for on calls and off calls for BDR's & ISR's growth and technical subject matter expertise.
- Provided leadership opportunities to my team of SDR'S & other department individuals, driving professional development, Team work and accountability behaviors.
- 2020- Q3,Q4 Quota Attainment ( half quarter in Seat)
- 2020 Q4 138% Quota Attainment (Including 3 SDR's out of a team of 8 were rewarded & recognized)
- 2021 -Q1 111% with 9 direct reports, Q2 98% with 15 Direct reports,Q3 109% with 23 direct
Senior Manager, Sales Development and Strategy
PubNub Inc
San Francisco
05.2019 - 07.2020
- Sales Productivity Support through the establishment and implementation of best practices for sales.
- Reported to CRO & Influenced the Executive team in creating forward-looking 2 year strategy.
- Launched Programs for customer retention capabilities and initiatives, including stakeholders and sales org feedback loop with measurable impact on MRR & ARR.
- Ran a team of 7 SDR's for North America generating 2.3 Mil in Pipeline in the last quarter.
- Responsible for recruiting, sales training & Enablement for SDR, AE and Product Marketing teams.
- Created PubNub's Diversity & Inclusion programs, employee retention and training.
- Created and implemented Mind tickle Courses & quizzes for the Sales team.
- During Covid-1 Lockdown helped facilitate webinars, Online trainings and creative ways to drive pipeline for the team.
- Ensured adherence to established departmental budgetary parameters.
- Decreased sales cycle time by 10% and Grew Win Rate by 43%
- 3X the number of SDR are hitting their quarterly quota
- Promoted 2 SDR in the first 4 months in seat
- 60% of closed deals were SDR generated Opportunities
- Surpassed the quarterly quota of 2 Mil quarter over quarter.
Senior Manager, Business & Market Development
Jobvite Inc
San Mateo
10.2016 - 05.2019
- Performance Support through the establishment and implementation of best practices for sales.
- Managed and ran the Enterprise to SMB business for team of 12 for North America and Global Inside Sales Org, Including large team management with a proven track record of managing managers.
- Developed key performance metrics and dashboards that help the sales organization focus on performance drivers.
- Create and manage New Hire Onboarding programs for face-to-face and remote delivery in order to accelerate their transformation, including Partner Onboarding.
- Analyze Sales data and generate weekly forecast and metric reports for sales management.
- Ensured alignment of territories/divisions/regions and maximize effectiveness of the sales force.
- Acquired by K-1 investments
- Decreased ramp time by 60% from 9 months to 4 months
- Created first Onboarding 30-60-90 Day Plan
- Chaired the 2018, 2019 Global Sales Kickoff
Senior Regional Manager, Business and Enablement
Oracle Americas
Redwood Shores
01.2013 - 10.2016
- Created vision and direction for the hardware org of Continuous process improvement and training for incoming SDR's.
- Introduced performance measures, processes and systems for the new Sales onboarding.
- Demonstrated leadership in influencing behavioral, process and measurement change across organizational boundaries.
- Hired new Cohorts of SDR's from university job fair and partnered with college recruiter in optimizing hiring.
- Provided expertise with Presentation and outside trainings for 'Best Practices'.
- Partner with marketing and product management teams to ensure that sales collateral, tools, and resources are aligned with sales messaging and objectives.
- Monitor and analyze sales performance metrics to measure the effectiveness of sales enablement programs and identify opportunities for improvement.
- Reporting and Analytics for my Director to make strategic decisions, in terms of marketing campaigns, hiring, organization growth, product growth.
- Instituted regular SE trainings for on calls and off calls for SDR's growth and technical subject matter expertise.
- Provided leadership opportunities to a team of community Operations, driving professional development, Team work and accountability behaviors.
- 2016- Q1 111%, Q2 102%, Q3 101%, Q4 114%
- 2017 -Q1 MVP 138% ,Q2 128%,Q3 121%, Q4 109%
Manager, Account Development
Actuate Software
San Mateo
10.2011 - 01.2013
- Provided logistical support for lead generation activities and programs.
- Establish and maintain sales enablement processes and tools, including sales playbooks, battle cards, and sales automation systems, to streamline sales operations and enhance productivity.
- Reporting and Analytics for my Director to make strategic decisions, in terms of marketing campaigns, hiring, organization growth, product growth.
- Acquired by Open Text
- Rookie of the year award as Inside Sales rep - 2009
- Hired a brand new team of SDR's and promoted 30% of the team in first 9 months in seat.
Education
Generative AI Certification -
Linkedin Learning
Remote01.2023
Leadership & Management - Educational Leadership and Management
Harvard X
Remote01.2020
Bachelor of Arts - International Relations
San Francisco State University
San Francisco, CASkills
- Strategic Planning
- Talent Acquisition
- Presentation Skills
- Oral Communication
- Written Communication
- Event Planning
- C-Level Communication
- Relationship Development
- Storytelling
- Leadership Coaching
- Compensation Planning
- Sales Process Development
- Relationship Management
- Negotiation Skills
- Prospecting
- New Business Development
- Account Strategy Development
- Communicating ROI
- Value Proposition
- Team Leadership
- P&L Modeling
- KPI Development
- SFDC
- Leadfeeder
- Atrium
- Media Fly
- 15Five
- LinkedIn SalesNav
- Bonusly
- LeadIQ
- Crunchbase
- Marketo
- Zoom Info
- Live Chat
- Support Desk Tools
- Outreach
- Hubspot
- Conversica
- Facebook Ads
- Twitter Ads
- DOMO
- Chili Piper
- Calendly
- DEI Promotion
Websites
Timeline
North America & Global Revenue Team Leadership
Room an OFS company
01.2025 - 10.2025
Sr Director Of Sales & Enablement
Opentrons labs
01.2022 - 12.2023
Global Director, Commercial Sales, Strategy & Training
Stream.io
08.2020 - 12.2021
Senior Manager, Sales Development and Strategy
PubNub Inc
05.2019 - 07.2020
Senior Manager, Business & Market Development
Jobvite Inc
10.2016 - 05.2019
Senior Regional Manager, Business and Enablement
Oracle Americas
01.2013 - 10.2016
Manager, Account Development
Actuate Software
10.2011 - 01.2013
Generative AI Certification -
Linkedin Learning
Leadership & Management - Educational Leadership and Management
Harvard X
Bachelor of Arts - International Relations
San Francisco State University