Dan Jiao

Dan Jiao

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Vice President, Revenue Operations
Washington, United States

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Jobs verified_user 0% verified
  • Aircall
    Vice President, Revenue Operations
    Aircall
    May 2026 - Current (6 months)
    • Leading global Revenue Operations for Aircall’s next phase of growth, transforming from cloud telephony system to AI customer communications platform.
    • Driving the evolution from a global functional GTM model to a regional GM-led operating model to increase YoY growth to 25%+.
    • Architecting AI-native workflows and tooling to improve field productivity, execution quality, and executive decision-making.
    • Owning the end-to-end GTM operating system, including annual planning, capacity, territories, segmentation, quotas, pipeline motions, sales process, post-sales handoffs, renewals, and expansion.
    • Partnering with CRO and CFO to scale the operating system for accelerated AI-driven, multi-product platform growth in 8+ i
  • Wiz
    Head of GTM Excellence Operations
    Wiz
    Aug 2025 - May 2026 (10 months)
    • Oversaw GTM Excellence PMO and operating rhythm, ensuring structured intake, scoping, prioritization, capacity planning, and delivery of high-impact revenue initiatives.
    • Built and democratized analytics scorecard that quantified the ROI of key enablement investments (onboarding, platform certification, value consulting, leadership development).
    • Designed and rolled out Sales Command Center (curated Looker dashboards for 1st line sales managers to operate as the GMs of their own businesses) with 90%+ adoption.
    • Accelerated adoption and enablement of AI, platforms, and tools to optimize GTM workflows across the customer lifecycle (planning, discovery, demos, proposals, renewals, expansions).
    • Created and owned the G
  • Signifyd
    Vice President, Revenue Operations & Strategic Verticals
    Signifyd
    Jan 2025 - Aug 2025 (8 months)
    • Led both global RevOps functions and the expansion of the Emerging Verticals practice, spearheading growth into the Travel & Ticketing markets.
    • Operated as the GM for Emerging Verticals, building and executing the full GTM strategy to capture market share in previously untapped industries.
    • Defined target account strategy, demand generation motions (outbound plays, field events, executive connectors), and enablement assets (playbooks, pitch decks, one pagers, battlecards).
    • Designed tailored sales process (purpose-built for Emerging Vertical opportunities), and trained account executives to execute this playbook to win net-new logos.
    • Partnered with Product and Risk teams to align solution capabilities and fraud p
  • Signifyd
    Vice President, Revenue Operations
    Signifyd
    Jul 2023 - Jan 2025 (1 year 7 months)
    • Led the global RevOps organization, spanning GTM Strategy & Processes (Marketing, Partner, Sales, and CS Ops), RevTech (Tools, Systems, Data, Analytics), Enablement, and Commissions.
    • Owned strategic planning and the multi-year RevOps roadmap, driving GTM process optimization, tech stack integrations, and analytics infrastructure enhancements.
    • Refined GTM operating system (“RevOS”), improving forecasting accuracy, capacity models (headcount, quotas, territories), and business review cadences (QBRs, annual planning).
    • Scaled and operationalized the end-to-end revenue engine across Marketing, Sales, and Customer Success, standardizing how teams generate demand, qualify pipeline, close bookings, and build advocacy.
    •
  • Signifyd
    Senior Director, Revenue Operations
    Signifyd
    Nov 2022 - Jun 2023 (8 months)
    • Built and led Signifyd’s first Revenue Operations (RevOps) organization, unifying Marketing, Sales, and Customer Success (CS) Operations, alongside RevTech (GTM Systems) and Commissions functions.
    • Established the RevOps charter, OKR-driven operating rhythm, project governance framework, and cross-functional meeting cadence that scaled with company growth.
    • Partnered with Product and Executive Leadership to define the company’s Ideal Customer Profile (ICP) and standardize product offerings across global eCommerce verticals and regions.
    • Designed and launched 20+ verticalized sales territories across six segments, increasing prospecting focus and account ownership within sales pods (AE + BDR).
    • Overhauled lead conve
  • Signifyd
    Senior Director, Sales Strategy & Operations
    Signifyd
    Jan 2022 - Nov 2022 (11 months)
    • Led the Sales Operations team through a period of rebuild, establishing structure, process, and analytics to support rapid growth.
    • Introduced an OKR-driven culture and implemented foundational systems, including Jira for project management and Confluence for enablement documentation.
    • Owned end-to-end sales strategy and operations, covering lead routing, rules of engagement, territories, forecasting, commissions, and GTM reporting & analytics.
    • Built and developed a high-performing team of managers and analysts through hiring, onboarding, certification, and coaching best practices.
    • Launched the Deal Desk function and approvals process from 0→1, improving governance, deal velocity, and gross margins.
    • Increa
  • Ekata a Mastercard company
    Senior Director, Global Sales Strategy & Excellence
    Ekata a Mastercard company
    Oct 2021 - Jan 2022 (4 months)
    • Repatriated and promoted to lead global sales strategy and excellence initiatives, focused on elevating commercial execution and revenue performance across all regions.
    • Served as Chief of Staff to the SVP of Global Sales & Partnerships, driving alignment across strategy, operations, partnerships, and field execution.
    • Designed and launched a new global sales compensation framework to incentivize scalable, customer-centric selling behaviors.
    • Partnered with Sales Operations to enhance CRM governance, pipeline management, and core GTM processes for predictability and visibility.
    • Led territory segmentation and account prioritization initiatives that sharpened focus on high-potential eCommerce and financial services
  • Ekata a Mastercard company
    Director, Asia Pacific Sales
    Ekata a Mastercard company
    Jan 2020 - Dec 2021 (2 years)
    • Spearheaded Ekata’s expansion into the Asia Pacific (APAC) region, scaling annual recurring revenue from
  • Ekata a Mastercard company
    Enterprise Account Executive
    Ekata a Mastercard company
    Jan 2018 - Dec 2019 (2 years)
    • Closed flagship enterprise deals that established Ekata’s presence in EMEA, accelerating international expansion and positioning the company for global scale.
    • Opened new Payments and Financial Services verticals, securing top-tier customers including leading credit card networks, payment service providers, and online lenders.
    • Activated and enabled global channel partners to land the company’s first customers in new markets and extend reach across regions.
    • Partnered with Product and Executive Leadership to deliver market feedback that shaped solution offerings for EMEA and Payments segments.
    • Represented Ekata at industry conferences and events (MRC, Money20/20), driving brand awareness and qualified pipeline gen
  • Ekata a Mastercard company
    Mid-Market Account Executive
    Ekata a Mastercard company
    May 2017 - Dec 2017 (8 months)
    • Converted inbound demand for Whitepages.com (Ekata spun off from this brand in 2019) free data search offering into high-value B2B contracts for the Web and API identity data solutions.
    • Consistently exceeded sales targets, achieving 120% of FY2017 quota, which earned an early promotion to the Enterprise Sales team.
    • Drove commercial adoption across Mid-Market customers by aligning product capabilities to fraud-prevention and identity verification use cases.
  • ChemPoint
    Account Manager
    ChemPoint
    Apr 2016 - May 2017 (1 year 2 months)
    • Grew chemical sales territory by providing technical consultation to key accounts.
  • Moses Lake Industries
    Research Chemist II
    Moses Lake Industries
    May 2015 - Mar 2016 (11 months)
    • Developed electroplating systems for next-generation semiconductor processing.
  • Mosaic Materials
    Engineering Intern
    Mosaic Materials
    Sep 2014 - May 2015 (9 months)
    • Synthesized and scaled up novel metal-organic frameworks for alkane-alkene separation and carbon dioxide capture applications.
  • Lawrence Berkeley National Laboratory
    Undergraduate Researcher
    Lawrence Berkeley National Laboratory
    May 2014 - Sep 2014 (5 months)
    • Investigated the delithiation of lithium iron phosphate crystals for battery characterization studies.
  • DuPont
    Bioprocess Engineering Intern
    DuPont
    May 2013 - Aug 2013 (4 months)
    • Optimized chromatography processes for enzyme product purification.
Education verified_user 0% verified
  • UNIVERSITY OF CALIFORNIA BERKELEY
    Bachelor of Science (B.S, Chemical Engineering
    UNIVERSITY OF CALIFORNIA BERKELEY
    Concentration in Materials Science and Technology
Projects (professional or personal) verified_user 0% verified
  • D
    Developing a Process to Produce 1000kg of Bevacizumab Yearly
    Aug 2014 - Dec 2014 (5 months)
    This project outlined the profitability potential of the current monoclonal antibody market and provided technical details on manufacturing a Bevacizumab biosimilar product on a large scale. This included design details for the upstream process, where cell inoculation occured, as well as the downstream process, where the product is recovered and purified.

    Furthermore, an in-depth analysis on the process economics was performed to show the initial capital investment and expected operating costs associated with starting up and maintaining a monoclonal antibody production plant. The report concluded with a review of the process’s environmental impacts, safety concerns, and ethical considerations. A recommendation was provided to al
Awards verified_user 0% verified
  • I
    Finalist - National Chemical Engineering Jeopardy Competition
    Issued by American Institute of Chemical Engineers
    I represented the UC Berkeley chemical engineering jeopardy team at the national competition event.

    As the team captain, I organized weekly practices to ensure we would perform to our high standards.

    We placed as a top three team in the country through a series of competition rounds.
  • I
    First Place - Western Regional Conference Poster Competition
    Issued by American Institute of Chemical Engineers
    UC Berkeley's chemical engineering car team entered a poster about one of our two competition vehicles.

    As the Vice President of this undergraduate student organization, I presented our poster, which outlined the scientific principles that both powered and controlled our thermoelectric car's navigation. Also, this poster shared details of the engineering design associated with the vehicle.

    The team was awarded first place for our poster's strong content and presentation.
  • I
    Q4 FY26 Recognition Award
    Issued by Wiz
    Award given by the Office of the COO. Nominated by two colleagues for making an impact on the business and GTM Excellence team.

    Quotes from the nominations:

    “Dan has hit the ground running and rolled his sleeves up to build solutions to friction points and problems that we have. His bias for action and collaborative approach has created great momentum and helped to drive quick wins for the business.”

    “Dan Jiao has been an invaluable partner supporting both the Spotlight rollout and BVC dashboard analytics. Dan is extremely collaborative, goes above and beyond to understand the problem and then partners to create impactful solutions.”
  • I
    2018 Recipient - “Lead” Award
    Issued by Ekata
    Lead – We show up with a point of view, listen to the opinions of others, engage in open discussion, disagree when we must, and commit ourselves entirely when the decision is made.

    "Lead" was one of the company's five key value pillars (the others were "Serve", "Own It", "Invent", and "Do").

    I received the "Lead" award for outstanding work contributed in 2018 at Whitepages Pro (which would eventually rebrand to Ekata).

    Specifically, I supported the company's expansion into new markets, including into the EMEA (Europe, Middle East, Africa) region and online lending vertical.
  • I
    2020 Recipient - "Push Accountability to the Edge" Award
    Issued by Ekata
    Push Accountability to the Edge - The edge is where our folks with the most context operate, whether at sprint planning or in-market customer meetings. We fundamentally believe in delegating responsibility to make decisions at the edge, because we can move faster and engage folks more powerfully if they can execute and have accountability for their decisions.

    "Push Accountability to the Edge" is one of Ekata's seven operating imperatives.

    I was honored to receive this award, which acknowledged my contribution to Ekata's 2020 commercial expansion into the APAC region.

    Specifically, I was accountable for sales, as well as enablement, partnerships, customer success, and other cross-functional responsibilities,
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