Sales Operations Manager

MARK PFAB

+1-480-***-**** ****.****@*******.*** Glendale, AZ & Traverse City, MI

www.linkedin.com/in/markpfab/

SALES OPERATIONS MANAGER

• 20+ years’ experience in sales operations and revenue strategy, delivering scalable Salesforce ecosystem enhancements and process standardization.

• Expert in advanced Excel-based forecasting and data analysis, driving improved pipeline visibility and data hygiene.

• Consistently optimized key metrics and reporting structures to support data-driven decision-making and enhance sales effectiveness by approximately 15%.

WORK EXPERIENCE

Beep Inc

Head of Sales Strategy and Analytics (Remote Project) (Contract) Jan 2025 - May 2025

• Partnered with venture capital investors to align key sales metrics and reporting cadences, enhancing transparency and trust.

• Redesigned and standardized sales processes to bolster scalability and regulatory compliance, eliminating bottlenecks across the cycle.

• Implemented custom Salesforce dashboards and reports to deliver real-time KPI visibility and drive data- driven decision-making.

• Optimized Salesforce opportunity stages and workflows through process audits and automation, enhancing data integrity and pipeline forecasting.

• Collaborated cross-functionally with Finance and executive leadership to generate reliable sales forecasts using rigorous pipeline analysis, historical trends, and probability-weighted projections.

• Enhanced Salesforce reporting standards to further improve forecasting accuracy and maintain rigorous data hygiene.

OpenDrives Inc

Director, Global Sales Strategy & Operations Jan 2020 - Sep 2024

• Directed global sales operations and strategic planning, aligning GTM execution with business objectives and launching a scalable channel partner program.

• Oversaw daily global sales operations, ensuring seamless GTM execution and bolstering forecasting and revenue generation.

• Managed Salesforce administration and CPQ workflows, leveraging process automation and executive dashboards to drive operational agility.

• Defined and tracked KPIs to evaluate sales effectiveness and guide data-informed decisions.

• Cultivated cross-functional alignment and removed sales barriers by fostering collaboration between Sales, Product, Marketing, Finance, and Customer Success teams.

• Refined forecasting and reporting processes to enhance visibility into sales performance and streamline account planning.

Zones

Director, Professional Services and Services Jan 2013 - Jan 2020

• Oversaw national IT presales and post-sales services strategy, leading cross-functional teams to deliver scalable growth and operational maturity, achieving a 20% sales increase and 40% boost in team productivity.

• Acted as a subject matter expert in Salesforce and SAP, optimizing ERP/CRM platforms for compliance and scalability.

• Implemented scalable channel strategies aligning regional services with national GTM initiatives, enhancing partner ecosystem consistency.

• Integrated sales methodologies and account planning best practices to further optimize sales operations and reporting.

EMC

Principal SAP Advisor / Sr SAP Program Manager Jan 2007 - Jan 2013

• Served as principal advisor for enterprise-wide SAP strategy and compliance, leading global partner delivery to improve onboarding, compliance, and program governance.

• Oversaw SAP upgrades and digital transformation initiatives, ensuring high-quality delivery and adherence to compliance standards.

DHL-PetSmart-John Deere-Rockwell Collins

SAP Infrastructure & Solutions Leader Jan 1997 - Jan 2007

• Directed global SAP Basis, functional, and security initiatives for ERP modernization, performance tuning, and security, ensuring high availability and compliance.

• Led regional teams in designing solutions, disaster recovery, and enhancing system audit readiness. EDUCATION

Arizona State University W.P. Carey

Master, Information Systems Management

University of Phoenix University of Dubuque

Bachelor of Science, Business Administration

SKILLS

Sales Operations & Analytics: Sales Operations, Forecasting, Data Analysis, Metrics Development Technical Tools: Salesforce, Excel, CPQ Administration Process Optimization & Reporting: Data Hygiene, Process Optimization, Reporting, Account Planning, Sales Methodologies

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