Miru Gunarajah

Miru Gunarajah

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Head of Revenue Acceleration & Operations
Ontario, Canada

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Jobs verified_user 0% verified
  • Glia
    Head of Revenue Acceleration & Operations
    Glia
    Sep 2025 - Current (1 year 1 month)
    Leading team of rockstars focused on accelerating revenue across our GTM teams.

    Including:
    • Sales, BDR, CS & Post-sales operations
    • GTM Analytics
    • Marketing Analytics & Operations
    • Enablement
  • Qualtrics
    Global Head of GTM Operations, Strategy, Programs & Deal Desk
    Qualtrics
    Jan 2023 - Aug 2025 (2 years 8 months)
    • Led global Revenue Operations, Strategy, Programs & Global Deal Desk
    • Overhauled global forecasting approach, delivering ±0.5% accuracy and redesigning Salesforce UI to drive adoption and execution.
    • Increase % of reps hitting quota and rep productivity through aligned sales plays, manager enablement, and streamlined operating rhythms.
    • Orchestrated highest-rated global SKO and H2 leadership events across three regions; launched “Winning Formula” framework for sales managers.
    • Designed and executed GTM rhythm of business driving quarterly, monthly & weekly expectations through organization.
  • Qualtrics
    Revenue Operations Leader (Pipeline | Forecasting | Attribution | Operations)
    Qualtrics
    Apr 2021 - Jan 2023 (1 year 10 months)
    • Owned global pipeline management, source attribution, product line forecasting, and PMO for GTM initiatives.
    • Took over ownership of source attribution model from marketing, streamlining processes and implementing cleaner dispute resolution.
    • Stood up PMO to scale key initiatives including pipeline code red, annual planning, M&A integrations, SKO, and sales tool RFPs.
    • Led GTM integration of SurveyVitals M&A, enabling CAHPS survey capabilities to meet healthcare regulatory requirements.
  • Qualtrics
    Head of Industry Strategy & Operations
    Qualtrics
    May 2020 - Apr 2021 (1 year)
    • Built operational foundation for newly formed industry practice, establishing RoB cadence, metrics, reporting, and dashboards.
    • Enabled systems and data structure for meaningful industry-level analysis across GTM functions.
    • Supported XM COVID business case and rapidly launched Vaccine Navigator, driving 42% of total company ACV.
    • Led pivot from in-person X4 conference to virtual WorkDifferent event: 19 customer sessions, 22 product showcases, 13K unique visitors, $13M pipeline, with 6x higher engagement than industry benchmarks.
    • Applied digital enablement best practices to deliver sales pitch assets, hype videos, and key product demos for industry GTM efforts.
  • Qualtrics
    Head of XM Enablement
    Qualtrics
    Jul 2019 - May 2020 (11 months)
    •  Led global team focused on enabling partners to help customers close the experience gap!
    •  Overhauled partner learning journey moving from in-person training to digital, self-paced trainings for partners, allowing company to scale to meet uptick in demand
    •  Built out learning journeys for various roles and oversaw building of programs including core courses, apprenticeship models and continuous education
    •  Reduced what could take 6+ months to enable partners (based on resource availability) down to a few weeks to get started on a custom implementation
  • Qualtrics
    Director, Qualtrics Partner Network
    Qualtrics
    Sep 2017 - Jun 2019 (1 year 10 months)
    •  Drove effort to build Qualtrics Partner Network, a key element in transforming the company and driving change; a pivotal piece prior to going public
    •  Worked across the company to put operational processes in place with goal to increase the percentage of services sent to partners (impacting gross margins) and grow partner-sourced revenue
    •  Process successfully scaled within quarters; hitting full year target 6 months early
    •  Launched partner network (QPN) during keynote of annual X4 conference
  • Microsoft
    Senior Program Manager Lead
    Microsoft
    Sep 2009 - Sep 2017 (8 years 1 month)
    Customer Experience & Deployment – Product Landing Lead
    • Lead team responsible for landing new products & services in market by creating & delivering technical readiness and guidance to customers, partners & internal support/services
    • Ran public preview program to allow for thousands of customers to try products and services ahead of general availability
    • Coordinate and drive customer support issues to ensure these are resolved in timely manner and influence prioritization of features based on customer and partner feedback
    • Manage and oversee web assets including Skype Operations Framework (https://www.skype
Education verified_user 0% verified
  • University of Waterloo
    Bachelors of Applied Science in Systems Design Engineering, Engineering
    University of Waterloo
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