Head of Global Revenue Operations · InVeris · 1.5 Years

Revenue Operations for a New CRO

I built the revenue function from scratch in defense and law-enforcement simulation, so a new CRO had a system to run the business.

90% Forecast accuracy
0→1 RevOps function
New Channel program
No RevOps function
Built
From zero
Revenue Operations
Not trusted
90%
Accuracy
Forecast
Untapped
New
Revenue streams
Channel partner program
Ad hoc
Central
To exec decisions
Executive dashboards
What changed
  • Stood up CRM workflows, lead management, deal reviews, pricing strategy, and reporting from zero to fully operational.
  • Delivered GTM initiatives that produced in-year recognizable revenue, not just next-year pipeline.
  • Opened defense, law enforcement, and government verticals the company had not sold into through partners before.
Day One
A new CRO and no operating system
A new CRO had just arrived and there was no Revenue Operations function behind them. Sales, marketing, and reporting ran on disconnected processes.
Foundation
Built the CRM backbone
Designed CRM workflows, lead management, and deal review cadences so every opportunity moved through the same, inspectable process.
Predictability
Made the forecast something to trust
Layered pricing strategy and reporting infrastructure on the clean data. Forecast accuracy reached 90%.
Growth
Launched the channel
Stood up a channel partner program that reached defense, law enforcement, and government buyers the company had not been reaching.
Leadership
Dashboards became the meeting
Executive dashboards became the center of decision-making for the leadership team.
Revenue Operations
  • CRM workflows and lead management
  • Deal reviews and pipeline cadence
  • Pricing strategy
  • Executive reporting and dashboards
Go-to-Market
  • Channel partner program, built from zero
  • Defense, law enforcement, and government verticals
  • GTM initiatives with in-year revenue
  • Operational partner to the CRO
01I was the operator behind a brand-new CRO. They set the strategy. I built the system that ran it.
02Forecast accuracy of 90% came from process and data discipline, not from a new tool.
03I opened new revenue through a channel program in a market (defense and public safety) with long, complex buying cycles.
04I build for in-year revenue as well as long-term pipeline, because a new leader needs early proof points.