Karan Shah

N

Head of GTM & Revenue Operations

Nexla

Sep 2024 - Current (1 year 8 months)

• Developed ICP segmentation across 2000 accounts and built three scoring models to prioritize GTM focus • Designed and executed GTM strategy to expand into operational use cases that drove 3x pipeline coverage • Developed GTM KPIs and dashboards, converting insights into repeatable revenue strategies. • Built ABM programs and optimized GTM tech stack (Salesforce, HubSpot, AmpleMarket) to drive engagement with 75 enterprise accounts • Created data models in Tableau to identify at risk accounts; reduced churn by 18%

VP of Revenue Operations

Leaflink

Aug 2022 - Sep 2024 (2 years 2 months)

• Optimized sales staffing model that improved bottom line revenue by 10% • Built and mentored high-performing revenue operations teams, creating career roadmaps and onboarding programs that decreased ramp time by 30–50% • Iterated annual incentive plans to balance competitiveness and fairness, resulting in a 15% improvement in quota attainment YoY • Transformed Salesforce and GTM tech stack (HubSpot, Pardot, Outreach, Gong) into a growth driver by automating workflows, improving data integrity, and reducing CAC by 17% • Architected a new product launch plan to existing customers with 70%-win rate • Built bottoms up revenue model with marketing contribution to deliver against $150M ARR goal • Improved pipeline coverage from 2x to 4x

B

Senior Director of Revenue Operations

Build Ops

Jan 2022 - Aug 2022 (8 months)

• Developed capacity model that consistently achieved 115% or greater revenue goal. • Increased sales activities by 20% by optimizing Outreach.io and Gong.io • Built reporting for annual planning, forecasting, territory management & performance analytics • Increased sales pipeline generation by 110% by focusing on strategic accounts and segmentation • Optimized NDR by 13% through refined pricing and packaging • Created 25 Dashboards, and over 300 reports to bring real time visibility to funnel and revenue performance

Director of Commercial Operations

One Medical

Nov 2020 - Jan 2022 (1 year 3 months)

• Developed & owned budgeting and planning for FY 21-22, including headcount, quota, and territory planning • Managed cross-functional team of 6 Associates, Analysts & Managers to carry out GTM commercial operations • Led integration of GTM systems and sales teams for successful acquisition of Iora Health for $2.1bn • Established forecasting cadence that significantly improved predictability by 25% • Designed & facilitated new sales development program, which increased pipeline generation by 22% • Developed commercial strategies that improved top of funnel pipeline by 24% • Improved new hire ramp time from 60 to 30 days by deploying OM4B academy

Director of Revenue Operations & Strategy

Airbase

Mar 2020 - Nov 2020 (9 months)

• Partnered with executive leadership across Sales, Marketing, CS, and Finance to align on KPIs and operational priorities, enabling predictable revenue growth. • Hired, recruited & trained team of 25 AE's, BDR, CSM & managers; led weekly pipeline reviews & forecasting calls • Own technology stack, including Salesforce, Marketo, Insight Squared, Outreach.io, et al; managed team of 2 off-shore software developers to integrate technology stack customizations • Led migration of Pardot to Marketo that scaled multi-channel demand generation needs • Developed sales programs to generate 5x pipeline coverage • Implemented Work Ramp LMS as a part of enablement charter to improve sales efficiency by 10% • Conducted cohort analysis on sales fun

Director of Sales Operations

FloQast

Jan 2019 - Mar 2020 (1 year 3 months)

• Responsible for a team of five across Sales, CS, Marketing, & Support operations • Designed and managed 75 + compensation plans across 10 different roles • Built out a $1.5M technology stack; integrated Salesforce & NetSuite to handle order-to-cash process • Implemented weekly revenue forecasting that increased quarter-end accuracy by 30% • Integrated GTM strategies for new product releases; Yielded $780k in ARR within 5 months • Implemented a deal desk function to improve sales contract profitability by 8% • Improved MQL-to-SQL conversion by 10% by optimizing funnel and implementing lead scoring • Administered 3rd-party tools including Salesforce CRM, Pardot, Outreach.io, LinkedIn, Gong, 6sense

S

Senior Manager of Sales Operations

Apr 2014 - Jan 2019 (4 years 10 months)

• Drove GTM strategy, onboarding, comp plans, and exec reporting for $200M portfolio • Led commercial sales team to 120% of annual revenue goal of $40M ARR • Designed and administered global sales compensation frameworks across 200+ reps that aligned directly with company growth goals, driving consistent attainment and improving rep productivity. • Led cross-functional team of 30 (Sales, Salesforce Admins, Developers, Analysts & Managers) to drive GTM execution and operational scalability • Supported four acquisitions by developing GTM integration and headcount plans • Built a sales onboarding plan and career roadmap for 100+ reps, AEs, AMs & SDRs. • Built CPQ framework with executive leadership to streamline quoting and drive revenu

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