VICTORIA BRILLAUD

Leading GTM, Operations and PLG strategy for launching new lines of business

• Responsible for user growth, GTM strategy, operations and product development lifecycles
• Drove 400% growth in Spotify for Backstage user base in Year 1 (+200% to goal) and 700% in Year 2 (+300% to goal).
• Built out a net new inbound and outbound sales motion, inclusive of segmentation and target account strategies, driving $784M in ARR in the first six months.
• Led a team of BDRs, AEs and sales engineers to effectively manage the funnel (from discovery to retention)
• Developed a streamlined and standardized GTM strategy for new products with clear milestones for Alpha, Beta, and GA product stages, enhancing visibility and accountability in product progression
• Introduced a freemium model aimed at lowering the barrier to adoption resulting in 7x adopter growth in 2024, increasing adoption to paid conversion rate by 23% and driving 1.2M in incremental revenue
• Led the product direction and GTM strategy for four additional commercial products: Spotify's Confidence for Backstage (experimentation platform), Marketplace for Backstage (partner ecosystem), Portal for Backstage (SaaS), and subscription-based commercial add-ons.

• Stood up Spotify's only B2B CRM from scratch (Hubspot)
• Built data ingestion and lead generation muscle, designed automated lead nurture and backend marketing automation, drove lead scoring, segmentation, and target account designation for sales strategies, inclusive of a data and analytics framework to track against goals.
• Delivered a comprehensive 12-24 month product roadmap for Portal for Backstage, a 0-1 product focusing on reducing time to adoption, activation and retention.
• Responsible for beta customer onboarding and delivering structured product feedback to enhance functionality, A/B test new feature sets and prepare for a GA launch.
• Designed the full-funnel user flow: built customer deal stages from discovery to closed won, identified growth levers, and critical conversion points as a means to accelerate the pipeline, drive ARR, and focus on retention.
• Monitored and optimized core growth metrics and KPIs including net new adopters, adoption-to-paid conversion rates, sales cycle duration, retention rates, new product progression and launches, and customer acquisition rates to drive sustained growth

Launched and led a global team expansion into the public sector.

• Hired and trained a net new global public sector business development team of 5 reps working cross functionally with engineering, design and user research specializing in growth, customer acquisition and informing product
• Delivered a 14% lift in new business and $2.08M in annualized revenue in the first year of operation (203% attainment).
• Created a cross-functional collaboration series between product, engineering, and sales leadership to push for alignment and establish standardized processes, leading to a 27% increase in customer interactions, equating to approximately $4 million in annual recurring revenue.

• Top performer on a global business development team, accountable for driving revenue, accelerating the customer journey, and optimizing customer activation.
• Took program leadership roles on key initiatives to ensure strategy and operations could support aggressive sales goals
• Generated ~3.64M ARR from 160 identified opportunities, accounting for 50.65% of team output
• Maintained a team-high 75% customer activation (MQL-SQL) conversion rate, and accounted for 56% of team activity.
• Launched customer acquisition-focused POC program, driving 12% YoY growth in new client activations and 3M in incremental revenue

Responsible for procurement strategy and designation of University owned property

• Drove key digital transformation initiatives, including online payments, Amazon Cloud services and digital contracting, resulting in 32% improvement in quality, partner adoption and receivables
• Supported acquisition of Wheelock College via property designation and design of beta campus
• Promoted twice within a two year timespan (Contract Manager → Associate Director → Assistant Director)
• Managed a team of 10 direct reports. Awarded University-wide Supervisor of the Year in 2018

• Launched, built and sold an independent brokerage managing multi-million dollar portfolios