Matt Cantando

VP of Global Revenue Operations

Sectigo

Apr 2025 - Current (1 year 6 months)

I lead global Revenue Operations for a PE-backed SaaS company, partnering across Sales, Finance, Marketing, and executive leadership to strengthen the operating system behind the GTM organization.

My focus has been on scaling and maturing the RevOps function, creating a more consistent operating cadence, improving how financial objectives translate into GTM plans, and giving leaders better visibility into performance and the decisions required to move the business forward.

The work has also included evolving the GTM technology, data, and analytics foundation, with AI and automation increasingly embedded into how the organization operates and makes decisions.

Revenue and GTM Consultant

NorthStar Advisors

Jan 2023 - Apr 2025 (2 years 4 months)

Through NorthStar, I worked with growth-stage companies on GTM strategy, operating models, and execution.

My work ranged from serving as a fractional GTM Operations leader for a high-growth fintech company to helping an early-stage technology business build the commercial foundation required to bring a new product to market and scale.

VP of Revenue Operations

Cordance

Jan 2022 - Jan 2023 (1 year 1 month)

I built the Revenue Operations capability for a PE-backed portfolio of B2B SaaS companies, working closely with portfolio and company leadership to strengthen GTM strategy and execution.

A significant part of the role was creating repeatable operating models and playbooks that could be applied across businesses at different stages of maturity, as well as supporting diligence and integration as the portfolio expanded through acquisition.

Senior Director of Sales Strategy and Sales Operations

Oracle

Jul 2016 - Dec 2021 (5 years 6 months)

I led Sales Strategy & Operations for Oracle Utilities, partnering with business and sales leadership across GTM planning, performance management, forecasting, resource allocation, and commercial strategy.

I also led the sales integration of Opower and LiveData Utilities into Oracle, helping bring organizations, processes, systems, and operating practices together within the broader Oracle model.

Senior Director of Sales Operations

Opower

Apr 2014 - Jul 2016 (2 years 4 months)

I led global Sales Strategy & Operations during a period of significant SaaS growth that ultimately led to Opower's acquisition by Oracle.

My team partnered across Sales, Finance, Marketing, and executive leadership to build the operating infrastructure required to scale, including planning, forecasting, performance management, commercial decision support, and sales enablement.

I also built and led an Inside Sales capability as the company expanded its GTM model.

Vice President of Sales Strategy and Sales Operations

Micro Focus

Nov 2012 - Mar 2014 (1 year 5 months)

I served as the operating leader for the North American GTM organization during a turnaround, partnering closely with sales and executive leadership to rethink how the business went to market.
The work focused on simplifying the operating model, improving the connection between demand generation and sales execution, and creating greater visibility and accountability across the organization.

Senior Director of Sales Strategy and Sales Operations

LivingSocial

Jan 2012 - Nov 2012 (11 months)

I led Sales Strategy & Operations during a period of rapid global growth, supporting a large and highly distributed sales organization.

My focus was on building the operating structure needed to support that scale while improving performance management, organizational effectiveness, incentive strategy, and the economics of the GTM model.

Sales Operations Manager for Developer/Partner Group

Microsoft

Sep 2009 - Jan 2012 (2 years 5 months)

I established and led Sales Operations for Microsoft's Developer Tools organization, supporting businesses including Visual Studio and Azure-related offerings.

The role centered on building the operating model, planning processes, systems, and long-range growth plans required to manage and scale a large global business.

Sales Excellence Manager for Strategic and Emerging Products

Microsoft

Oct 2005 - Sep 2009 (4 years)

Helped build the global Sales Operations capability for Microsoft's Strategic & Emerging Businesses, supporting a portfolio of new and rapidly developing businesses including Microsoft 365, Surface, Security, Search, Virtualization, and Management.

In addition to building the operating foundation for these businesses, I supported the integration of multiple acquisitions into Microsoft's global sales organization.

Worldwide Sales and Marketing Finance Manager

Microsoft

Sep 2004 - Oct 2005 (1 year 2 months)

I worked closely with Microsoft's sales and finance leadership on global incentive compensation and partner investment programs, including establishing the company's first dedicated Incentive Compensation and Partner Rebates P&L.

Worldwide Sales Training Manager

Microsoft

Mar 2003 - Sep 2004 (1 year 7 months)

I built Microsoft's first global Sales Incentive Compensation training program and led its rollout across the worldwide sales organization.

Sales Incentive Compensation Analyst

Microsoft

Sep 2001 - Feb 2003 (1 year 6 months)

I helped build the infrastructure behind Microsoft's global sales compensation programs, working across plan design, quota methodology, systems, and governance.

Senior Business Consultant

Arthur Andersen Business Consulting

Jun 1999 - Aug 2001 (2 years 3 months)

I began my career in business consulting, partnering with large companies on operational improvement, finance transformation, technology strategy, and customer-service initiatives.

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Matt Cantando

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