Altaf Remtulla

Vice President - Revenue Operations and Strategy

Astronomer

May 2025 - Current (1 year 4 months)

Lead sales operations function • Updated account score / ICP framework. Streamlined MQL flow based on updated ICP • Launched DealHub for quoting. Operationalized partner and marketplace motions with hyperscalers. • Built scalable reporting frameworks and territory planning tools leveraging Sigma • Refined GTM segmentation model and raised the segment line for Commercial team • Interim leader for commercial sales team for two quarters. Exceeded quota in first full quarter as team leader. Drove GTM AI innovation strategy alongside commercial AE team

Director - Sales Strategy and Operations

Twilio Inc

Jan 2021 - Dec 2024 (4 years)

• Led a ten person sales strategy team supporting sales leadership globally. Broad focus on planning, forecasting, GTM strategy, reporting and insights, cross-functional alignment and focused revenue generating initiatives • Worked to operationalize changes in territories, Salesforce opportunity management and overall sales process and rules of engagement post 2023 restructuring / layoffs Previously, strategy and operations lead for all NAMER enterprise businesses at Twilio. • Driving go to market coverage frameworks for enterprise, verticals and ISV teams • Responsible for optimizing the operating cadence and improving forecast and pipeline health across each of these businesses

Sales Strategy and Operations Lead - Americas

Slack

May 2018 - Jun 2020 (2 years 2 months)

• Strategy and operations lead for a high growth sales organization - tripling in size over 2 years • Responsible for driving go to market strategy, planning and organizational design, territory strategy, reporting, insights and forecasting • Implemented tools and processes to help scale the sales team - Anaplan for territory planning and moved forecasting from G-sheet to custom object in Salesforce. • Developed an account scoring / propensity framework to enhance targeting, which led to an improvement in conversion rate by 10%

Director - Sales Operations and Strategy

Criteo

Jul 2016 - Mar 2018 (1 year 9 months)

• Managed a three person sales operations team with a broad focus on go to market strategy, planning and forecasting, business reporting and analytics, quota setting and compensation, and process improvement for the Americas Tier 1 (enterprise) business • Build consensus among cross-functional teams and influence decision-making • Streamline efficiency and automation by driving adoption of Salesforce and Anaplan

Director - Sales Operations and Strategy

Bazaarvoice

Apr 2013 - Jun 2016 (3 years 3 months)

• Working with senior leadership team to enhance efficiency of sales and client service organisation • Led the sales operations team globally (team of ten) for nine months. Broad team focus on go to market strategy, sales planning and forecasting, territory management, quota setting and compensation • Broad remit to lead operational and process improvements across teams by proactively identifying, developing and driving longer-term strategies and initiatives to deliver growth & improved execution through process change and improved cross-functional accountability • Lead ongoing analysis of business performance to support daily operations and quarterly business reviews and partner with sales management on gross and net bookings forecasting,

Director - Equity Capital Markets (ECM)

BMO Capital Markets

Jun 2004 - Mar 2013 (8 years 10 months)

Advised private and public companies on structuring and executing equity financing transactions, investor outreach strategy and market access. Focused on technology, Internet media and business services clients; past experience with a broad spectrum of financial, industrial and energy E&P clients • Marketed BMO’s equity financing capabilities to pre-IPO private companies, small and mid-cap public companies (~$200MM - $3 billion equity value) and financial sponsors and venture capital firms. Key member of the team helping to build BMO’s U.S. ECM business from start up in 2004 to established firm in 2013 • Provided clients with perspectives on positioning, valuation and process to access equity capital markets by analyzing sector framework, e

Associate

JP Morgan

May 1998 - Aug 2001 (3 years 4 months)

Capital Markets Origination / Debt and Equity

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