SRINIVAS GOMATAM
Austin,TX
Summary
Dynamic Rev Ops leader with over 10 years of experience who thrives in fast-paced environments and is committed to building a high-performing team while addressing complex challenges. With a focus on strong leadership and cross-functional collaboration, empowers the team to achieve strategic objectives, optimize operations, and help drive revenue growth.
Overview
12
12
years of professional experience
Work History
Head of Rev Ops,
Lighter Capital
Remote
01.2022 - Current
- Collaborated with leadership to develop short- and long-term strategic goals for the organization's sales and marketing operations to drive organic revenue growth. We achieved profitability in 2022 for the first time since the company was founded in 2010.
- The Rev Ops team managed the Top Of The Funnel (TOFU) by building a curated list of leads categorized by industry, territory, and persona for the Outreach sequence on behalf of the sales team. We consistently achieved the minimum goal of a 4% conversion rate (lead to opportunity), a 12% reply rate, a 40% open rate, and generated an average of 75 high-quality leads (cold and warm) and discovery calls per month.
- Streamlined the customer onboarding process by collaborating with key stakeholders in Sales, Marketing, and Client Services, setting up workflows and processes in Salesforce for real-time reporting on status, customer engagement, and NPS.
- Established relationships with tech vendors to negotiate no price increases, while reducing licenses during renewal. The detailed evaluation of Salesforce usage resulted in a 60% (~$40K) savings in 2022.
- Implemented Bizible and integrated it with Salesforce for tracking lead engagement metrics, identifying original lead sources, and sales and marketing touchpoints to optimize investments in the right channels.
- The Rev Ops team’s data cleansing and hygiene efforts enriched approximately 40K leads and added over 20K new leads using Seamless.ai for lead generation.
- Worked closely with Product, Marketing, and Sales in the development and launch of Lighter Analytics, a SaaS product and the contract-based financing app.
- Analyzed leads and customer data to identify trends and utilized Lighter Analytics for new and upsell opportunities.
- Created monthly reports and dashboards to track KPIs, including revenue goals, TOFU performance, and the effectiveness and ROI of sales and marketing efforts.
- Organized training sessions for the sales team on the optimal use of the sales tech stack to increase productivity, stay on top of the market and competitors, and learn about new product features.
- Collaborated with Client Services, Product Technology, and Finance to ensure seamless integration and data flow between Salesforce and internal applications.
- Partnered with the Head of Sales and CFO to create incentive programs for the BDRs and managed sales commissions.
Director of Rev Ops,
Outsell, Inc.
Remote
06.2012 - 12.2021
- Be a trusted advisor to the executive team by delivering insights and helping to define strategies in support of organizational priorities and key growth initiatives.
- The market research report's sales-only business model was transitioned to a subscription-based model in 2015, resulting in a 150% increase in revenue over three years. The Rev Ops team played a key role in demand generation, subscription management, and identifying upsell opportunities to convert one-time report buyers into annual subscribers.
- Worked with cross-functional teams to launch custom CRM and CMS integrations for clients, providing real-time company profiles, contact information, and research data in their preferred platforms. Client engagement and data usage increased by ~45%, and the renewal rate rose from 72% to 88%.
- Conducted periodic evaluations and improvements of the Rev Ops tech stack to save costs and added new apps (such as Outreach and ZoomInfo) to drive revenue growth.
- Built and mentored the Rev Ops team to support sales and marketing initiatives.
- Integrated Salesforce and NetSuite via Celigo (iPaaS) to automate seamless data flow for accuracy, forecasting, order fulfillment, real-time order fulfillment and revenue recognition.
- Managed sales forecasting and pipeline to provide better forward-looking guidance to the executive team and sales.
Education
Master of Arts - International Business
London Metropolitan University
01-2009
MBA - IT & Marketing
University of Madras
01-2003
Bachelor of Science - Computer Science
Kanchi University
01-2001
Skills
- Data-driven decision-making
- Tech stack management
- Problem solving
- Change management
- Sales and marketing alignment
- Collaboration
TECH STACK
- Salesforce CRM
- Marketo
- NetSuite
- Outreach
- Seamless.ai
- ZoomInfo
- Meet Record
- Tableau
Timeline
Head of Rev Ops,
Lighter Capital
01.2022 - Current
Director of Rev Ops,
Outsell, Inc.
06.2012 - 12.2021
Master of Arts - International Business
London Metropolitan University
MBA - IT & Marketing
University of Madras
Bachelor of Science - Computer Science
Kanchi University
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