Ryan Kamp
About
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Head of Business Strategy and Rev Ops - Mid-Market, Commercial, SMB
East Aurora, New York, United States
Résumé
Jobs
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- MSr. Lead, Business Strategy and Revenue OperationsMotive TechnologiesNov 2025 - Current (11 months)Full-Lifecycle Revenue Architecture: Direct comprehensive revenue operations across Account Management and specialized Overlay teams, safeguarding $300M+ ARR, 80,000 customers, and supporting 800+ GTM personnel. Commercial Deal Desk & Pricing Strategy: structure bespoke pricing strategies, craft incentive frameworks, and engineer commercial terms that accelerate time-to-close for up-market accounts. AI-Driven Revenue Execution: Build high-velocity AI tools and agentic workflows (Glean, Claude, Gemini, Google Appscript) to significantly reduce manual workloads for GTM teams, directly mirroring the operational efficiency of an AI-first organization. Funnel Math & Pipeline Velocity: Architect predictive revenue models and pipeline velocity da
Head of Business Strategy and Rev Ops - Mid-Market, Commercial, SMBMotiveNov 2025 - Current (11 months)Scope & Scale: I maintain operational ownership of the Mid-Market, Commercial, and SMB Account Management functions, safeguarding over $300M in ARR across 80,000 customers. I support a GTM headcount of 800+ personnel.
Predictive Revenue Governance: I directed the development of automated churn and expansion models, which enabled executive leadership to pivot resources toward high-value growth segments with increased precision.
Executive Decision Support: I architected an enterprise intelligence framework utilizing AI-native predictive modeling to deliver real-time commercial risk assessments directly to the C-suite.
AI-Driven GTM Transformation: I lead high-velocity AI infrastructure projects, building adva- Sr. Director, Strategy, Revenue Management, and AnalyticsDelaware NorthAug 2022 - Aug 2025 (3 years 1 month)Enterprise Capital & AI Strategy: Spearheaded a multi-year transformation for a $5B global enterprise to embed AI into the core revenue engine, moving the company toward advanced monetization governance. Cross-Functional Executive Leadership: Acted as a key member of the senior leadership matrix, partnering directly with Finance, Product, and Marketing to align go-to-market initiatives with strict unit economics and EBITDA optimization.
- Sr. Director of Revenue Management and AnalyticsDelaware NorthAug 2022 - Aug 2025 (3 years 1 month)Enterprise Strategic Planning: I acted as a primary advisor to the C-suite regarding the 5-year enterprise strategic plan, directly connecting AI capability investments to long-term financial outcomes for a $5B global enterprise.
EBITDA & Capital Optimization: I spearheaded a multi-year enterprise transformation initiative to embed AI into the core revenue engine, identifying high-impact use cases to improve EBITDA through optimized capital allocation.
Dynamic Pricing Governance: I designed and governed a global pricing strategy utilizing machine learning to process complex market data, ensuring consistent enterprise-wide margin expansion. - Fellowship: Leadership for Educational Equity, Elected LeadershipLeadership for Educational EquityJul 2021 - Nov 2021 (5 months)Leadership for Educational Equity is a nonprofit leadership development organization inspiring & supporting a network of civic leaders to end the injustice of educational inequity. Completed a three-month fellowship for aspiring elected leaders.
- GCustomer Solutions DirectorGrovo Acquired by CornerstoneApr 2017 - Nov 2018 (1 year 8 months)Customer Experience Architecture: I created the Customer Experience (CX) team to manage tech-touch customer interactions. This initiative improved tech-touch retention by 200% and expanded Customer Success Manager (CSM) capacity by 50%.
Pricing Optimization: I implemented usage-based pricing for the core product, dramatically increasing renewal performance by aligning pricing with customer value perception. - Associate Director, BI and GTM StrategyCornerstone OnDemandDec 2015 - Sep 2022 (6 years 10 months)Hyper-Growth Scaling: I led all product, pricing, and retention data analysis for the Cornerstone Content Team, directly driving a 400% growth trajectory within an 18-month period.
Board & Investor Advisory: I conducted sophisticated financial modeling for executive leadership, the Board of Directors, and investors concerning pricing performance, GTM initiatives, and retention analysis.
Monetization Strategy: I developed a complex hybrid pricing monetization strategy during a phase of hyper-growth, implementing per-capita pricing for the flagship LMS and usage-based pricing for Content add-ons. I established pricing governance frameworks and product packaging structures.
AI Product Management: I product-mana - CAssociate Director, GTM StrategyCornerstone OnDemandGrovoDec 2015 - Aug 2022 (6 years 9 months)New Business GTM & Executive Deal Sponsorship: Led the overarching go-to-market architecture for net-new business teams. Acted as the primary executive sponsor on complex, high-ACV opportunities, directly co-selling with early-career reps to navigate multi-stakeholder negotiations and get critical logos over the line. Hands-On Rep Enablement: Partnered with the front line to bridge the gap between funnel math and floor execution; coached AEs in real-time through deal reviews, leveraging adult learning methodologies (M.Ed.) to build fundamental closing conviction. EdTech Scaling & Simple Systems: Architected and overhauled the foundational go-to-market operational strategy that scaled the Cornerstone Content business (LMS/EdTech) from $30M t
- Customer Success ManagerGrovoDec 2015 - Apr 2017 (1 year 5 months)Acquired by Cornerstone OnDemand
- Created the first Early Warning and Customer Health framework at Grovo, including regular executive review, leading to an immediate 10% increase in gross retention clearer identification of upsell opportunity.
- Retained 92% of my customers’ gross ARR and my efforts to prospect, negotiate, and secure expansion deals resulted in a 117% net retention rate.
- Trained, consulted, and guided 80 customers on the use of Grovo’s software solution, successfully identifying pain points and crafting custom solutions. - Founding Business Operations ManagerSuccess Academy Charter SchoolsMar 2014 - Nov 2015 (1 year 9 months)- Designed and oversaw business processes to maximize efficiency and effectiveness, meeting customer requirements quickly and at minimum cost.
- Independently managed $700K budget and allocate resources efficiently to deliver near-term services, problem solve cost constraints, and strategically plan future organizational demands.
- Managed 80+ widely varied projects, including 12 large-scale events that resulted in more than $6mm in fundraising
- Managed the supply chain and sourcing of all materials necessary to maximize customer satisfaction and business performance.
- Served as one of six Operations Coaches that onboard and support new hires across the 4,000-person organization. - Researcher/AnalystMAEVA Group LLCMay 2012 - Feb 2014 (1 year 10 months)- Promoted informed decision-making by supplying major municipal government and political clients with budget, debt service, pension plan, and fiscal policy analysis
- Created original reports and analysis as a consultant to clients on issues ranging from local dairy pricing to the saleable assets of the federal government
- Distilled complex problems and objectives into executable workflows, often managed several of these projects simultaneously on tight timeframes, and successfully recovered $100K in company expenses through forensic accounting - Teach For America Corps MemberTeach For AmericaJun 2008 - Jun 2010 (2 years 1 month)Completed a two-year service term teaching High School Chemistry, Physical Science, Forensic Science, and ACT Prep
-School curriculum leader, aligned each department's curriculum to Common Core and state standards
-Helped 11 students become first-generation college students
-Created and coached the school’s first baseball program
Education
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- Data Science ImmersiveGeneral AssemblyJan 2018 - Jan 2019 (1 year 1 month)
- Master of Public Administration - MPA, EconometricsIndiana University BloomingtonJan 2010 - Jan 2012 (2 years 1 month)
- Master of Education, Secondary EducationUniversity of MissouriSaint LouisJan 2008 - Jan 2010 (2 years 1 month)
- Bachelor of Arts, Political Science and ChemistryLoyola University MarylandSep 2004 - May 2008 (3 years 9 months)
- BA, Political Science / ChemistryLoyola University MarylandJan 2004 - Jan 2008 (4 years 1 month)
Projects (professional or personal)
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- OOrganizational DevelopmentBuilt-out and managed the full operational structure of a 100-person organization, including training the staff on all operational policies and procedures regarding maintaining the physical plant, employee safety, supply chain and procurement, and business processes in addition to managing the $400,000 budget.
- AAutomated low-touch customer communicationDeveloped and implemented a communication framework to communicate with our customer base efficiently and effectively. Using common customer actions, I developed CRM, Salesforce, and Marketo responses that generated value for the customer and increased the capacity of our individual CSMs to managed more accounts.
- RResearch and AnalysisSpearheaded and conducted research for two simultaneous Congressional campaigns on issues ranging from national debt financing to dairy prices in rural New York. In this capacity, I wrote several well-circulated white papers and created more than two dozen professional-grade PowerPoint presentations for use in statewide and national media.