Sales Operations Global

JOHN E. AGUILAR

San Mateo, California ***** 650-***-****

****.*.*******@*****.*** www.linkedin.com/in/johnaguilar1

SUMMARY

A goal-oriented and highly accomplished senior global sales operations director with a demonstrated track record of achievement in key accounts, forecasting, sales presentations, and data analytics. Established capabilities in territory planning and management, market strategy, reporting, negotiations, and strategic planning. Utilizes exceptional interpersonal and communication skills to develop and mentor associates for successful sales teams. A focused and ambitious top performer who consistently exceeds sales targets and metrics of an organization.

EXPERIENCE

NITERRA VENTURES, Santa Clara, California

Global Sales Operations Manager, 2023-2024

•Worked as individual contributor with ownership over all global sales operations functions for Americas, EMEA, and APAC.

•Administered Salesforce.com CRM, HubSpot, Salesforce CPQ, Microsoft Power BI, and LinkedIn Sales Navigator.

•Provided ownership of all sales compensation planning including variable pay, payroll execution, and territory planning.

•Setting sales quotas and tracked individual and team goal attainment.

•Performed the defining of ideal customer profile (ICP) and sales strategy for all go-to-market (GTM) endeavors.

•Defined ideal partner profile (IPP) and developed strategy for partner program recruitment and administration.

•Owned all sales reporting and forecasting.

•Directed all sales enablement endeavors including creation of sales playbook and all training resources.

•Collaborated across multiple internal teams including Marketing, Customer Success, Finance, and Order Fulfilment

•Conducted all Salesforce.com forecasting, analytics, dashboards, and reporting.

•Led GTM strategy development and defined all sales OKRs.

•Directed Salesforce CRM, sales tools, sales enablement, and sales methodologies.

LILY AI, Mountain View, California

Senior Director of Sales Operations, 2021-2023

•Served as individual contributor with ownership of all global sales operations functions.

•Administered Salesforce.com, Gong.io, Tableau, Outreach, 6sense, LinkedIn Sales Navigator, and Zoominfo.

•Led all sales enablement endeavors including creation of sales playbook and training resources.

•Provided ownership of all sales compensation planning and payroll execution.

•Collaborated closely across multiple teams including Marketing, Product, Finance, and Customer Success.

•Performed all Salesforce.com forecasting, analytics, dashboards, and reporting.

•Led GTM strategy development and determining key performance indicators (KPIs).

•Worked in collaboration on defining ICP and account based marketing (ABM) strategy for GTM.

•Guided Deal Desk and request for proposal (RFP) responses.

•Directed Salesforce CRM, sales tools, sales enablement, and sales methodologies.

•Set sales quotas and tracked individual and regional performance towards attainment.

AIRSHIP INC., San Francisco, California

Senior Director of Sales Operations, 2019-2021

•Managed team of four including one compensation analyst, enablement manager, and system administrators.

•Owned revenue forecasting and benchmarking and set financial plan for fiscal year.

•Facilitated, structured, and negotiated large, complex SaaS deals.

•Designed and implemented workflows that enabled end-to-end sales and customer onboarding processes.

•Provided analytics to drive GTM strategy and segmentation.

•Reported on sales results, analytics, and KPIs.

•Initiated ABM focus for sales organization.

•Conducted reporting on all bookings, revenue forecasting, and sales territory performance.

•Oversaw Salesforce CRM, sales tools, sales enablement, and sales methodologies.

•Built and maintained cross-functional partnerships with Finance, Legal, Product, and Human Resources teams.

•Owned all sales compensation planning and payroll execution.

•Set sales quotas and tracked individual and regional performance towards attainment.

•Deployed Looker business intelligence software and data analytics platform.

•Led CRM migration from Salesforce Classic to Lightning.

ROOSTIFY LLC, San Francisco, California

Senior Director of Sales Operations, 2018-2019

•Directed team of three including one compensation analyst and two system administrators.

•Delivered dashboard for leadership for bookings, pipeline, and other analysis.

•Deployed Looker business intelligence software and data analytics platform.

•Provided analytics to drive GTM strategy and segmentation.

•Oversaw Salesforce CRM, sales tools. sales enablement, and sales methodologies.

•Performed deployment of tools to automate compensation plan administration.

•Reported on all bookings, revenue forecasting, and sales territory performance.

•Owned all sales compensation planning and payroll execution.

•Set sales quotas and tracked individual and regional performance towards attainment.

•Led CRM migration from Inbox to Salesforce Lightning.

SUCCESSFACTORS (An SAP COMPANY), So. San Francisco, California

Director of Sales Operations, 2013-2017

Managed team of 12 staff members including system administrators, compensation analysts, deal desk, data scientist, and renewals.

Oversaw day-to-day management of internal sales-focused systems including Salesforce.com CRM, SAP CRM, Big Machines quotation creation tool, and end-to-end finance systems.

Provided ownership of sales resource intranet page for sales enablement and education.

Performed global reporting on bookings, revenue forecasting, revenue reporting, pricing, and sales territory performance.

Worked closely with marketing team to interpret success of lead generation programs via Marketo and evaluate overall health of sales pipeline.

Owned all of sales compensation planning and payroll execution.

ADDITIONAL EXPERIENCE

ENGINE YARD INC., San Francisco, California, Director of Sales Operations, 2012-2013. Developed compensation programs to drive strategic visions of organization. Set global sales quotas and tracked performance towards attainment. Reviewed and created policies and procedures to effectively manage sales organization. Created and managed sales resource intranet page for sales enablement and education. Developed sales territories and built appropriate coverage models. Managed global sales compensation administration in coordination with human resources. Tracked sales pipeline across company, including analysis of trends and recommendations for process improvements. Performed global reporting on bookings, revenue forecasting, revenue reporting, pricing, and sales territory performance.

ZEBRA TECHNOLOGIES CORPORATION, San Jose, California, Sales Operations Manager, 2009-2012. Worked closely with senior sales management in developing compensation programs to drive strategic visions of organization. Set quotas and tracked performance towards attainment. Collaborated with sales leadership to develop sales territories and build appropriate coverage models. Managed compensation administration in coordination with human resources. Tracked sales pipeline across company, including analysis of trends and recommendations on process improvements. Assisted finance and other cross-functional teams with analyzing and reporting on bookings, revenue forecasting, revenue reporting, pricing, and sales territory performance.

EDUCATION

SANTA CLARA UNIVERSITY, Santa Clara, California

B.A., English

CERTIFICATIONS

Salesforce.com Administrator Certification II, 2006

Salesforce.com Administrator Certification, 2005

Series 6, 1994

AFFILIATIONS

CRM Experts

Revenue Operations Group

Sales Leadership Forum

COMPUTER SKILLS

Salesforce.com, Salesforce CPQ, HubSpot, SAP CRM, Gong.io, Marketo, Pardot, Tableau, Clari, Looker, Xactly, Outreach, LinkedIn Sales Navigator, InsightSquared

LANGUAGES

Fluent in Spanish.

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