Steven Divitaris
Toronto,ON
Summary
Dedicated Revenue Operations leader with a passion for mining data to drive strategy and partnering with sales leaders to produce highly desirable business outcomes. Focused on aiding the success of those around me and developing strong teams focused on goals. Skilled Excel user with a love of using analytics to drive decision making. Experienced integrating sales and finance systems. Always looking for new ways to help and expand wherever data shows opportunities.
Overview
1
1
Certification
Work History
Director, Sales Finance & Compensation
SADA Systems
Toronto
2023 - Current
- Progressively expanding management responsibilities. Leading three teams: Sales Compensation, Revenue Operations, and Sales Finance
- Responsible for go-to-market strategy execution and analtyics
- Created SADAs first Lead to Cash cycle and associated analytics and actionable insights for continual improvement
- Lowered both headcount and the number of third-party tools within my organization while delivering far more for the organization through efficient operations.
- Updated key performance data for c-suite executives, tracked progress towards goals, and recommended actions to enhance business performance.
Sr. Manager, Sales Compensation Strategy and Opera
SADA Systems
Toronto
2022 - 2023
- Designed, created, and implemented around 500 compensation plans on an annual basis
- Purchased, designed and implemented SADAs first sales compensation tool (Spiff.com)
- Managed partner ecosystem payments, ensuring profitability and driving operational efficiencies resulting in a significant gross profit expansion from -3% to 29%
- Responsible for go-to-market strategy analytics, and reporting
- Regularly updated c-suite on key performance metrics to align with organizational objectives
Director, Sales Operations
Nomis Solutions
Toronto
2021 - 2022
- Passionate people manager focused on building an engaging teamwork environment accelerating both the skills and careers of direct reports
- Worked on the sale of Nomis to private equity and change management of ongoing synergistic mergers and cost savings strategies while maintaining profitable growth
- Owned all aspects of sales compensation from research and design to forecasting and accounting
- Partnered with sales leadership to structure compensation to maximize effective recruitment, employee retention and bookings
- Actively updated C-suite and Nomis Board of Directors on data-backed past and proposed strategic initiatives to address business priorities and risks.
Sales Operations Manager
Nomis Solutions
Toronto
2018 - 2021
- Worked closely with sales leadership to build an entire sales infrastructure and sales process from scratch to facilitate the sale of new solutions
- Ran weekly sales calls, leadership calls and periodic reviews with C-suite
- Fully integrated Salesforce and NetSuite
- Implemented a full suite of sales KPIs and automated them across multiple platforms (Salesforce, HubSpot, NetSuite, Tableau)
- Reported a full suite of FP&A for sales
- Prepared key monthly reconciliation reports including reporting of monthly commission and sales attainment metrics
- Implemented proactive solutions and identified new processes to reduce compensation inquiries and escalations
- Managed territory plans to maximize sales effectiveness
- Performed complex data analysis blending data across multiple sources and using business logic to make sense of the data to provide recommendations on opportunities for improvements.
Associate
ADP Canada
Mississauga
2016 - 2017
- Worked with large data sets from 200 salespeople nationwide to produce concrete analytics driving strategies to achieve desired business outcomes
- Designed and implemented a compensation system that closely aligned compensation to performance and regularly updated models to increase compensation to performance correlation
- Produced financial analysis on sales compensation and total sales spend and detailed internal rate of return analysis for taking new product expansion initiatives to market
- Maintained an efficient quality assurance system for verifying the reliability of data
- Implemented Outreach, ZoomInfo and streamlined the sales tech stack to optimize efficiency
- Created sales quotas and forecasts based on past trends, upcoming initiatives and market research
- Automated reporting using Visual Basic and Macros
- Expanded the role wherever data pointed to an opportunity to improve work for colleagues and better achieve business priorities.
Outside Sales Representative
Fastenal
Mississauga
2015 - 2015
- Managed over 140 accounts with annual sales over $900,000, 32% growth over previous year
- Signed up 29 new clients with aggregate annual spend over $400,000
- Quickly established a deep technical knowledge of major industrial supplies from fasteners to safety.
Education
BBA - Bachelor of Business Administration
University of Toronto
Toronto, ON01.2014
Skills
- Advanced Excel Skills (Macros, Power Pivot/Query, Simulations and Scenario Analysis)
- Forecasting and Budget Analysis
- Data Driven
- Integrating Sales Technology Stack & Finance Stack
- Advanced Salesforce Business Analyst
- Working knowledge of Tableau, NetSuite, HubSpot, Xactly Incent, Spiff, Power BI, APEX development
Certification
- Relational Databases Essential Training
- SAP ERP: Beyond the Basics
- Data Strategy
- Teaching English as a Foreign Language (TEFL)
- Advanced SQL for Data Scientists
- Excel 2016: Advanced Formulas and Functions
Timeline
Director, Sales Finance & Compensation
SADA Systems
2023 - Current
Sr. Manager, Sales Compensation Strategy and Opera
SADA Systems
2022 - 2023
Director, Sales Operations
Nomis Solutions
2021 - 2022
Sales Operations Manager
Nomis Solutions
2018 - 2021
Associate
ADP Canada
2016 - 2017
Outside Sales Representative
Fastenal
2015 - 2015
BBA - Bachelor of Business Administration
University of Toronto
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