ZACHARY WILDE
Lake Stevens,WA
Summary
Revenue Optimization | Sales Strategy | Team Leadership Performance-driven Vice President with over 10 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
11
11
years of professional experience
Work History
Vice President of Revenue Operations-Global
IDVerse
08.2022 - Current
- Spearheaded and currently lead global Revenue Operations team covering Americas, APAC, TME, and EUA regions, fostering cross-continental collaboration and alignment
- Take ownership of and effectively manage critical sales-related tools, including Salesforce, Clari, Outreach, ZoomInfo, and LinkedIn, enabling streamlined operations and data-driven decision-making
- Collaborate closely with Chief Revenue Officer (CRO), Chief Operating Officer (COO), and Chief Marketing Officer (CMO) to define strategic direction, organizational structure, go-to-market plans, KPIs, staffing needs, and investment strategies, ensuring synchronized and high-performing operations
- Lead comprehensive enablement programs for Sales, Account Managers, and Customer Success teams, focusing on onboarding, soft-skill development, technology training, and effective management, enhancing team performance and customer experiences
- Establish and administer rules and policies governing sales and account management compensation programs, ensuring transparency and alignment with company objectives
- Drive process improvement initiatives and foster culture of continuous enhancement and innovation, resulting in improved efficiency and profitability
- Define performance measurements and devise management programs that underpin sales success, empowering teams with data needed to thrive
- Spearheaded conceptualization, testing, and successful implementation of Salesforce CPQ and other advanced sales technology stacks, enabling advanced capabilities and data analytics
- Play pivotal role in recruitment, training, and coaching to elevate performance of Revenue Operations team, cultivating high-performing and motivated workforce
- Championed development and implementation of well-structured company deal desk, orchestrating team formation and streamlining processes, while delivering expert oversight to ensure precision in managing quotes, NDA's, and contracts
- Provide leadership to ensure proper analysis of customer health metrics and proactively mitigate customer retention risk
- Partner with Field Sales leadership to identify strategic priorities and opportunities for team, overseeing objectives and key results, and ensuring focus is on highest impact initiatives
- Partner with relevant GTM Teams and Sales Strategy to leverage performance analytics, influence cross-functional revenue programs and escalate relevant topics
- Implemented streamlined pipeline review process, which not only enhanced deal management for sales teams but also led to notable increase in closed deals and significant 30% reduction in time to close, optimizing overall sales efficiency
- This provided C-suite executives with effective tools to manage Profit and Loss (P&L).
- Developed new revenue streams by identifying growth opportunities and forging strategic partnerships with key industry players
- Established a culture of continuous improvement, fostering innovation and driving sustainable growth across the organization
- Championed talent development programs, promoting employee engagement and retention while enhancing overall workforce capabilities
Director Sales Operations
Perfectserve
02.2022 - 08.2022
- Collaborated seamlessly with sales, finance, billing, and deployment teams to create a customer-centric experience, fostering collaboration that enhanced overall customer satisfaction
- Provided leadership to a sales operations team, focusing on coaching, mentoring, and strategic recruitment, resulting in a high-performing and motivated team
- Designed and executed a streamlined sales close-won process that significantly reduced time-to-customer by an impressive 20%, optimizing efficiency and responsiveness
- Delivered organization-wide metrics and dashboards, including commissions and pipeline performance, enabling informed decision-making and data-driven strategies
- Developed a lead-to-conversion process tailored to both enterprise and commercial segments, driving tailored strategies for each, contributing to enhanced conversion rates
- Managed deal approval and contracting processes with legal counsel, ensuring smooth contract management and compliance
- Conducted a meticulous evaluation of existing processes, leading to notable efficiency and effectiveness enhancements that boosted overall operational performance
- Led continuous improvement initiatives, including Salesforce training and sales process optimization, ensuring teams remained agile and competitive in a dynamic market.
- Increased sales revenue by implementing effective sales strategies and optimizing operations
- Managed cross-functional teams to streamline processes and improve communication between departments
- Established strong relationships with key accounts, securing long-term contracts and generating repeat business
Director Sales Operations
Playnetwork
03.2020 - 03.2022
- Head cross-departmental collaboration with various departments to streamline and automate deal approvals, significantly reducing processing time from days to just 24 hours, resulting in faster and more responsive sales operations
- Provided comprehensive organization-wide metrics, including commissions and pipeline performance, enabling data-driven decision-making and strategic planning
- Evaluated and enhanced existing processes, resulting in a streamlined sales operation, and the establishment of essential baseline requirements for achieving sales targets, increasing efficiency and effectiveness
- Designed and executed strategic sales planning frameworks for markets, territories, and various sales strategies, ensuring focused and effective sales efforts
- Conducted in-depth sales performance analysis to align opportunities and initiated recruitment strategies to bring in new high-performing sales representatives, expanding the sales team's capabilities
- Established key performance indicators and a reporting cadence for the sales organization, enhancing visibility and facilitating informed decision-making
- Developed and implemented comprehensive new-hire training programs tailored for Salesforce users, ensuring a swift and effective onboarding process for new team members
- Cultivated strategic relationships with department heads, driving sales enablement and seamless collaboration across the organization, enhancing sales performance and overall efficiency
- Efficiently managed a team of Sales Operations Analysts and implemented a centralized reporting system, streamlining information flow and supporting data-driven decision-making, contributing to a more efficient and productive team
- Interim manage National Sales Directors through weekly one-on-one meetings, pipeline calls, engagement with prospects, and providing training and coaching support.
- Designed incentive programs aimed at boosting overall sales performance while maintaining a high level of employee satisfaction
- Recommended sales strategies for improvement based on regular market research and competitor analysis
Sales Operations Manager / Inside Sales
Christensen
09.2017 - 03.2020
- Oversaw all aspects of Fuels Group Sales Operations, including Customer Service, Project Managers, Contract Managers, Pricing Manager and Account Managers, successfully improving team efficiency and customer satisfaction
- Significantly improved employee engagement (ENPS) by an impressive 35%, fostering a motivated and productive workforce
- Right-sized positions and promoted staff, resulting in increased production and higher employee morale
- Developed a daily pricing strategy that led to a remarkable 60% reduction in quotes, a 40% improvement in billing accuracy, and a substantial decrease in processing time, significantly increasing profitability and efficiency
- Adapted swiftly to market trends and provided leadership to guide teams in generating and executing plans, ensuring the company's agility and competitive edge
- Introduced Key Performance Indicators (KPIs), Standard Operating Procedures (SOPs), and streamlined processes, leading to faster issue resolution and more efficient project management
- Pioneered the establishment of an inside sales division, accelerating customer onboarding and significantly boosting sales, enabling a more focused and responsive approach to customers
- Successfully implemented Salesforce for issue resolution and customer experience, achieving an impressive 50-point increase in NPS (Net Promoter Score), resulting in higher customer satisfaction
- Developed role profiles, training programs, pay scales, and commission plans, fostering a more productive and motivated sales team, enabling higher performance and job satisfaction
- Directed, authored, and established a comprehensive contract management process for multi-year deals, overseeing projects with an annual budget of $10 million for Retail Division Conversions
- Managed collaboration with multiple vendors, ensuring seamless project execution and cost-effectiveness
- Successfully negotiated contracts with suppliers and vendors, showcasing adept procurement skills
- Streamlined and implemented contract management procedures for both retail customers and oil companies, ensuring clarity, compliance, and successful long-term partnerships.
- Provided comprehensive training programs for new hires, ensuring rapid onboarding and skill development
- Analyzed sales metrics to identify trends, opportunities, and areas for improvement in the overall operations strategy
Project Management Specialist
Boeing
10.2014 - 09.2017
- Oversaw all aspects of Fuels Group Sales Operations, including Customer Service, Project Managers, Contract Managers, Pricing Manager and Account Managers, successfully improving team efficiency and customer satisfaction
- Significantly improved employee engagement (ENPS) by an impressive 35%, fostering a motivated and productive workforce
- Right-sized positions and promoted staff, resulting in increased production and higher employee morale
- Developed a daily pricing strategy that led to a remarkable 60% reduction in quotes, a 40% improvement in billing accuracy, and a substantial decrease in processing time, significantly increasing profitability and efficiency
- Adapted swiftly to market trends and provided leadership to guide teams in generating and executing plans, ensuring the company's agility and competitive edge
- Introduced Key Performance Indicators (KPIs), Standard Operating Procedures (SOPs), and streamlined processes, leading to faster issue resolution and more efficient project management
- Pioneered the establishment of an inside sales division, accelerating customer onboarding and significantly boosting sales, enabling a more focused and responsive approach to customers
- Successfully implemented Salesforce for issue resolution and customer experience, achieving an impressive 50-point increase in NPS (Net Promoter Score), resulting in higher customer satisfaction
- Developed role profiles, training programs, pay scales, and commission plans, fostering a more productive and motivated sales team, enabling higher performance and job satisfaction
- Directed, authored, and established a comprehensive contract management process for multi-year deals, overseeing projects with an annual budget of $10 million for Retail Division Conversions
- Managed collaboration with multiple vendors, ensuring seamless project execution and cost-effectiveness
- Successfully negotiated contracts with suppliers and vendors, showcasing adept procurement skills
- Streamlined and implemented contract management procedures for both retail customers and oil companies, ensuring clarity, compliance, and successful long-term partnerships.
Staff Analyst
Boeing
09.2012 - 10.2014
- Oversaw all aspects of Fuels Group Sales Operations, including Customer Service, Project Managers, Contract Managers, Pricing Manager and Account Managers, successfully improving team efficiency and customer satisfaction
- Significantly improved employee engagement (ENPS) by an impressive 35%, fostering a motivated and productive workforce
- Right-sized positions and promoted staff, resulting in increased production and higher employee morale
- Developed a daily pricing strategy that led to a remarkable 60% reduction in quotes, a 40% improvement in billing accuracy, and a substantial decrease in processing time, significantly increasing profitability and efficiency
- Adapted swiftly to market trends and provided leadership to guide teams in generating and executing plans, ensuring the company's agility and competitive edge
- Introduced Key Performance Indicators (KPIs), Standard Operating Procedures (SOPs), and streamlined processes, leading to faster issue resolution and more efficient project management
- Pioneered the establishment of an inside sales division, accelerating customer onboarding and significantly boosting sales, enabling a more focused and responsive approach to customers
- Successfully implemented Salesforce for issue resolution and customer experience, achieving an impressive 50-point increase in NPS (Net Promoter Score), resulting in higher customer satisfaction
- Developed role profiles, training programs, pay scales, and commission plans, fostering a more productive and motivated sales team, enabling higher performance and job satisfaction
- Directed, authored, and established a comprehensive contract management process for multi-year deals, overseeing projects with an annual budget of $10 million for Retail Division Conversions
- Managed collaboration with multiple vendors, ensuring seamless project execution and cost-effectiveness
- Successfully negotiated contracts with suppliers and vendors, showcasing adept procurement skills
- Streamlined and implemented contract management procedures for both retail customers and oil companies, ensuring clarity, compliance, and successful long-term partnerships.
Education
MBA -
City University
Seattle, WA09.2015
Bachelor of Arts -
University of Hawaii
Hilo, HI12.2011
Skills
- Executive Leadership
- Project Management
- Change Leadership
- Supplier Management
- Agile Methodologies
- Market Analysis
- Process Improvement
- Forecasting
- Lean Manufacturing
- Risk Management
- Client Relations
- Issue and Conflict Resolution
- Recruitment Strategies
- Staff Training & Development
- Interpersonal Communication
- Microsoft Project
Additional Leadership Experience
- Columbia Basin College, Head Women’s Basketball Coach, 04/01/17, 04/01/19
- Everett Community College, CO-Head Basketball Coach, 03/01/15, 04/01/17
- Mountlake Terrace High School, Head Basketball Coach, 05/01/13, 03/01/15
Previous Experience
- Boeing, Everett, WA, Project Management Specialist, 10/01/14, 09/01/17
- Boeing, Everett, WA, Staff Analyst, 09/01/12, 10/01/14
Timeline
Vice President of Revenue Operations-Global
IDVerse
08.2022 - Current
Director Sales Operations
Perfectserve
02.2022 - 08.2022
Director Sales Operations
Playnetwork
03.2020 - 03.2022
Sales Operations Manager / Inside Sales
Christensen
09.2017 - 03.2020
Project Management Specialist
Boeing
10.2014 - 09.2017
Staff Analyst
Boeing
09.2012 - 10.2014
MBA -
City University
Bachelor of Arts -
University of Hawaii