Akshay Gurajala
Toronto,ON
Summary
Dynamic revenue operations leader with a proven track record at JumpCrew excelling in forecasting and pipeline management. Expert in CRM integration and strategic planning, I’ve driven significant cost savings and enhanced sales performance through innovative solutions. Adept at cross-functional collaboration, I leverage data analytics to optimize business outcomes and elevate team productivity.
Overview
15
15
years of professional experience
Work History
Director of Growth - RevOps
JumpCrew
05.2024 - Current
- Identified process gaps in existing revenue operations models and worked on solutions to address them.
- Identified, Implemented and maintained various GTM systems.
- Onboarded tools such as Salesforce, Outreach, Clay, Apollo etc.
- Recommended new financial and accounting software packages. replacing various non-integrated offerings.
- Developed and implemented financial strategies to maximize profits and reduce costs.
- Reviewed current system architecture and proposed modifications as needed for improved efficiency.
- Maintained regular performance appraisals for subordinates through verbal, written and on-going review programs.
- Negotiated contracts with vendors or clients related to payment terms or other conditions.
- Analyzed financial data and identified areas of improvement for revenue streams.
- Configured Salesforce reports and dashboards for business performance monitoring.
- Identified areas for improvement within the sales department through regular audits.
- Supported sales team members to drive growth and development.
- Analyzed customer buying behaviors in order to optimize sales processes for maximum efficiency.
Director - Revenue & Sales Operations
Intentsify
02.2023 - 04.2024
- Built the Sales & Marketing Tech-Stack team deploying operating infrastructure integrating Salesforce with tools like DocuSign, HubSpot, Monday.com, Gong, Outreach, Crayon etc and client platform CRM integrations
- Led the integration and transition process to streamline operations and enhance sales associate outreach
- Developed rep level metrics for call and email productivity and breakeven threshold based on rep levels
- In partnership with Marketing, implemented and deployed the Forrester B2B revenue waterfall which integrates customer journey, buying process stages, conversion rates to maximize sales outcome
- This primarily involved integrating HubSpot and Salesforce and avoided ~$175K of external development expenses
- Managed deployment of Salesforce and allied tools for outsourced Latin America based BDR team
- Integrated post sales customer delivery process, customer service management, and deal desk with the Salesforce platform and deployed metrics for integrated evaluation of entire customer journey and satisfaction measurement
- Developed 'custom solution' (configurable UI) for quoting/deal system in Salesforce saving an estimated $200K in expenses
- Conducted detailed requirement gathering and assessment to develop quote-to-contract process
- The system connects the entire sales funnel from initial customer contact, prelim quotes, pricing, issue proposals, close deals, manage contracts and automate the entire sales & delivery process under one platform
- Eliminating the existing semi manual process enabled the company to 'scale' without additional expenses
- Owned entire Sales pipeline hosting in Salesforce
- Providing end-to-end visibility of the entire pipeline, the process was highly appreciated by leadership and the PE firm for the visibility and measurement it provided
- Managed territory and quota assignments, controls, reporting processes providing a variety of sales productivity metrics like forecast accuracy and period metrics like churn, upsell, new and renewal etc.
- Analyzed business performance data and forecasted business results for upper management.
Sr Manager - Revenue Operations/Consultant
MediaMath
02.2018 - 02.2023
- Primarily responsible to maintain all sales tech stack within the organization
- Evaluating and identifying new tools that can be utilized by sales and service teams to enhance productivity
- Interacting directly with other system administrators, analysts, and various stakeholders to improve sales and Support processes and train users on new functionality
- Successfully onboarded various sales and marketing tools such as ZoomInfo, Adobe Sign, DocuSign, Looker, Aha Ideas, Conga, Outreach, High Velocity Sales, LinkedIn Sales Navigator, ZAgile, LeanData, Qualtrics, Survey Monkey, Octane11, HubSpot, Marketo, HighSpot etc
- Successfully retired a third-party solution like Anaplan used for Forecasting and built a custom Forecasting Model in Salesforce
- Scoped, Built and Supported Commissions model in salesforce based on Revenue generated by Sales Team, this was a complex solution built considering existing business and new business won
- Maintain and support two salesforce community sites for customers and partners
- Built complex Dashboards in Salesforce, Looker for data visualization
- Providing Training and Advice on best practices, both in utilizing Salesforce functionality and for general Business Process Improvement
- Calculating ROI for new products launched and identifying KPI's to measure success of each new third-party technical solution implemented
- Owning Annual NPS survey implementation
- Worked on Upgrading the Application from Classic to Lightning
- Owning Change Management across all the salesforce Products and Integrated App Exchange Products
- Maintain and modify programs, make approved changes by amending flow charts, develop detailed programming logic, and coding changes
- Worked on customizing Sales Cloud, Service Cloud and Communities
- Support provision of weekly reports and updates for business prioritization of backlog work
- Responsible for maintaining 6 highly available lightening applications and made several enhancements based on the requirements
- Provided ongoing salesforce.com maintenance and administration services including periodic data purging, custom objects, workflow.
Senior Consultant - Salesforce Practice
Amtrak
06.2017 - 02.2018
- Worked in Coordination with Business Users gathering requirements and providing the solution effectively
- Created Customer Portal and Communities so that Customers can register and manage their Accounts
- Experienced in handling help desk tickets for all types of salesforce.com and Integration requests
- Working on Opportunity, Lead, Products, Quotes, Accounts, Cases objects with business for Salestool and Marketing
- Experienced with Data loader for insert, update, and bulk import or export of data from Salesforce.com objects
- Used it to read, extract and load data from comma-separated values (CSV), implanted Automation of their loads
- Implementing Email to Case for Customer Service
- Implemented Case Management by creating record-types specific to the user groups, assignments rules, escalation rules, case templates, workflow rules and actions, etc
- Created lookup and master-detail relationships on the objects and created junction objects and various advanced fields like Pick list, Custom Formula, Filed Dependencies, Sharing rules, Approval Process for automated alerts, field updates and Email generation
- Creating and managing custom fields, page layouts, Visual Force pages, triggers, search layouts, record types, workflows, approval processes and validation rules
- Performing development, customization, and administration on the Salesforce.com CRM application for mapping it to the existing business process
- Manage the software testing process, creating test classes to achieve the desired test coverage for migration of code
- Experience in using Change Sets to deploy code between the Sandbox and Production environments for final implementations and prepared Deployment documents
- Experienced in SFDC configuration.
Salesforce Consultant
Rabbit LLC
12.2015 - 05.2017
- Worked on Account and Contact Management, Opportunity Management, Contract Management, Product Management, Price Books, Asset Management, Territory Management, Security, Roles and Hierarchy
- Implemented mass data loads and pre-deployment testing
- Interacted with various business team members to gather requirements and documented the same
- Worked on advanced workflow rules & Approval processes
- Prepared BRD's implementing ER Diagrams, Mock Screenshots, Algorithms and Pseudo codes in the document as per the requirements
- Designed Test Scenarios, expected results for the Use Cases, and documented them
- Worked on Regression tests based on fixes and new enhancements
- Worked on implementing new business logic using Apex code (Classes, Triggers and VisualForce Pages)
- Involved in developing Salesforce Lightning Apps, Components
- Hands on experience on Sales force lightning for Customizing Reports and Dashboards for business use
- Created triggers to enforce the constraints on the fields and to schedule tasks
- Created auto assignment rules using the workflow process to route tasks
- Created Test Classes to check the validation of triggers and workflow rules with 90% code coverage
- Standard and custom controllers were used to handle queries
- Customized page layouts, search layouts to organize fields, custom links, related lists, and other components on record pages
- Used the Change Sets to deploy code between the Sandbox and Production environments for final implementations and prepared Deployment documents
- Implemented Service Cloud including: Service Console, Customer Portal & Communities, Case Feed, Knowledge Base and Entitlements
- Worked on Agile Methodology.
Account Manager - Contract Desk
Hays Recruitment Experts Worldwide
08.2014 - 05.2015
Talent Acquisition Specialist
ManpowerGroup Services
09.2011 - 12.2012
Product Trainer
[24]7 customer
06.2010 - 08.2011
Education
Master of Science - Management Information Systems
VIU
Fairfax08.2015
Some College (No Degree) - Business Management
Conestoga College
Kitchener, CanadaBachelor of Science - Information Systems
Jawaharlal Nehru Technological University
Hyderabad, India05.2011
Skills
- GTM Tech Stack
- Forecasting & Pipeline Management
- Data Analytics
- Resource Allocation
- Strategic Planning
- Business Performance Management
- Cross-Functional Collaboration
- Documentation and Reporting
- Project Management
- Contract and Vendor Management
- CRM integration
- Salesforce and Hubspot
Timeline
Director of Growth - RevOps
JumpCrew
05.2024 - Current
Director - Revenue & Sales Operations
Intentsify
02.2023 - 04.2024
Sr Manager - Revenue Operations/Consultant
MediaMath
02.2018 - 02.2023
Senior Consultant - Salesforce Practice
Amtrak
06.2017 - 02.2018
Salesforce Consultant
Rabbit LLC
12.2015 - 05.2017
Account Manager - Contract Desk
Hays Recruitment Experts Worldwide
08.2014 - 05.2015
Talent Acquisition Specialist
ManpowerGroup Services
09.2011 - 12.2012
Product Trainer
[24]7 customer
06.2010 - 08.2011
Master of Science - Management Information Systems
VIU
Some College (No Degree) - Business Management
Conestoga College
Bachelor of Science - Information Systems
Jawaharlal Nehru Technological University
Similar Profiles
Brianna D'ErricoBrianna D'Errico
Director of Sales at JumpCrewDirector of Sales at JumpCrew
Jerry SurrattJerry Surratt
Head of People Operations at JumpCrewHead of People Operations at JumpCrew
Zaria HallZaria Hall
Business Development Representative at JumpCrewBusiness Development Representative at JumpCrew
Angelica AbuqueAngelica Abuque
Home Childcare Provider at BRADLEY MAZDAHome Childcare Provider at BRADLEY MAZDA
Shana KhoshnawShana Khoshnaw
Tutor at Toronto District School BoardTutor at Toronto District School Board