Will Ritchings
New York,NY
Summary
Performance-driven Director of Revenue Strategy and Operations with 8 years of experience aligning systems with business requirements, policies and regulatory requirements. Passionate about applying excellent organization and communication skills to manage and lead teams. Results-oriented individual well-versed in interfacing and consulting on business processes to drive results based on sound overall business judgment.
Overview
8
8
years of professional experience
4
4
Certification
Work History
Director of Revenue Strategy & Operations
SecurityScorecard Inc.
06.2023 - Current
- Scaled Customer Insights pillar within Revenue Operations team from 1 to 7 members, organizing team within Data Engineering, Data Science, and Business Analyst roles to maximize productivty and clarity for team members.
- I've had the immense pleasure of promoting amazing team members multiple times, and continually coaching them in both hard and soft skillsets using IDPs (individual development plans)
- Deployed multiple forecasting models to triangulate New ARR sales, Pipeline generation, and gross retention, collaborating with revenue leaders and FP&A to maintain company growth models.
- Personally designed and published 200+ BI Dashboards to provide insights to all departments at contextual levels ranging from executive leadership to individual contributors.
Senior Manager, Business Intelligence
SecurityScorecard Inc.
04.2022 - 06.2023
- Developed and maintained data warehouses and data marts to support business operations.
- Designed and developed data pipelines to acquire, clean and process data.
- Created dashboards to monitor and track key performance indicators.
- Developed customized reports, summarizing and presenting data in visually appealing format.
- Attended Board of Directors meetings to present powerful self-designed Sales Performance Analytic Tableau Product.
- Created dashboard for executive leaders to track top department KPIs across all departments, and delivers insight reports weekly.
- Executive Summary & Board Reporting:
Created automated tools to provide executive level insight into company revenue growth across a myriad of metrics. My work does not stop at creating a new resource, but leveraging the resource to recommend action, and leading a team to carry out the action to drive measurable results.
- Tableau BI Software:
Implemented and actively own Tableau BI Software in my organization. 182% growth of user base and viewership due to expansive creation of new content and resources. Examples include Revenue Forecasting reporting tools, Customer Success and Retention models, Sales Hygiene and performance reports, Marketing Pipeline generation analytics, and sales signal dashboards to help recommend high value revenue generating actions.
-Predictive Revenue Modeling and Forecasting:
Created a New ARR sales forecasting algorithm that has predicted quarterly sales performance within 96% accuracy 8 weeks prior to the end of the quarter.
-Sales Hygiene Optimization:
Created accountability reports to address stalled top of funnel sales opportunities, resulting in an 80% decrease in "stale" opportunities, a 18 day decrease in average sales cycle, and an immediate advancement of 3.2M of New ARR pipeline.
- Created companywide executive dashboards to track and automatically report performance and trend analysis of key metrics. Dashboards are now leveraged in recurring cadences to help drive business and guide discussion weekly, monthly, quarterly and more.
Manager, Business Intelligence
SecurityScorecard
11.2021 - 05.2022
- Assisted with creating data cubes and OLAP models to improve data analysis.
- Updated and developed scripts and queries to extract and analyze data from multiple sources.
- Generated standard and custom reports to provide insights into business performance.
- Designed and developed data pipelines to acquire, clean and process data.
- Building a best in class Business Intelligence program.
- Spearheading Revenue Analytics and Reporting Strategy
- Tableau Developer and Server Administrator
- Internal Consultant
- Salesforce.com expert and business partner to Salesforce Admin.
- Creates and owns revenue / tenure productivity metrics across revenue organization
- FP&A experience and close collaborator with Finance.
- Worked through two successful funding rounds.
- Experience creating, administering, and executing variable compensation and commissions plans across multiple sales teams and plan designs.
- Proud data visualization nerd with proven experience delivering key insights and strategic recommendations.
- Experienced Business Analyst with in-depth knowledge of growth and retention relevant KPIs and business metrics.
- Contributes and maintains Snowflake Data Warehouse
- Provides insight and analytics to all executive leadership to help drive high priority initiatives across the company
- Serves as a cross-functional business partner to many departments inside and outside the revenue and operations org.
Three time SecurityScorecard S.C.O.R.E values Nominee and Recipient
President's Club Nominee and Recipient
Business Intelligence Analyst
SecurityScorecard
10.2020 - 12.2021
- Drafted strategic business intelligence roadmap, complete with data governance policies and tactical information safeguards.
- Developed intelligence-sharing dashboards, providing company-wide access to collected data.
- Optimized BI reporting capabilities for secure server environment.
- Generated ad-hoc reports to evaluate specific business requirements.
- Generated standard and custom reports to provide insights into business performance.
- Developed customized reports, summarizing and presenting data in visually appealing format.
- Designed and developed data pipelines to acquire, clean and process data.
Education
Bachelor of Arts - Economics
Lafayette College
Easton, PA05.2016
Bachelor of Arts - German
Lafayette College
Easton, PA05.2016
Skills
- Data-Driven Decision-Making
- Operational Efficiency
- Pricing Strategy
- Data Visualization
- Forecasting
- Data Modeling & Analytics
- Executive Reporting
- Customer Segmentation
- Sales Pipeline Management
- Process Improvement
- Staff Development
- OKRs and KPIs
Accomplishments
- 5 time Securityscorecard S.C.O.R.E values nominee and recipient for #SolutionsFocused (3x), #OneScorecard, #Resilience
- President's Club Invited Guest for significant contributions to revenue organization (2022)
- Grew Customer Insights team from 1 to 7, successfully restructuring team design to maximize productivity across Data Engineering, Data Science, Business Intelligence, and Business Analyst responsibilities.
- Implemented and administrate analytics and data warehouse systems, resulting in significant cost savings and 1000%+ user adoption of BI system (Tableau) since implementation.
- Regularly attend senior-leadership meeting to communicate business insights and strategic recommendations.
- Only non-executive employee to attend Board of Directors meeting (Q2-2022) to present sales employee performance dashboard. (I was allotted 8 minutes on the agenda, but ended up presenting for 30 due to interest and questions. Asked to share resource with board members post meeting.
Certification
- Revenue Analytics: Pricing Optimization, The Wharton School, Mar 2023
- The Six Morning Habits of High Performers, Sep 2020
- SQL Bootcamp, Dec 2019
- Series 7 Financial Securities License, Oct 2016
Languages
German
Professional Working
Timeline
Director of Revenue Strategy & Operations
SecurityScorecard Inc.
06.2023 - Current
Senior Manager, Business Intelligence
SecurityScorecard Inc.
04.2022 - 06.2023
Manager, Business Intelligence
SecurityScorecard
11.2021 - 05.2022
Business Intelligence Analyst
SecurityScorecard
10.2020 - 12.2021
Bachelor of Arts - Economics
Lafayette College
Bachelor of Arts - German
Lafayette College
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