Sebastian Silva
Orleans,Ontario
Summary
A natural story-teller, ruthless problem solver, and passionate people-first leader. Inspired by an insatiable curiosity, which led to being data-driven, results-oriented, and eager to tackle new and unique challenges. At home when speaking in front of a crowd and finding great motivation in working with a team to harness ideas and build amazing outcomes. A true love for technology, and constantly improving processes, creating a driving force towards innovation. Currently most passionate about building world class revenue teams through revenue operations excellence to exponentially grow company revenue.
Overview
10
10
years of professional experience
Work History
Lead Strategist, GTM Strategy & Revenue Operations
York IE
09.2022 - Current
- Responsible for closing and delivery of over 750k USD of services revenue since acquisition
- Developed GTM advisory practice to provide consistent but tailored offering to clients
- Supported businesses ranging from Seed to Post series B / PE owned
- Devised successful GTM strategy in cyber security, real estate tech, health tech, ed tech, hospitality tech, supply chain, recruiting tech, and many more
- Delivered value through advising CROs, Founders, VP Sales/Marketing, and through tactical support in campaigns, tech stack, data stewardship, and sales training
- Personally managed 14 clients at once while overseeing team managing 32+ clients
- Established official HubSpot partnership and developed York IE into a certified Platinum partner in record time (7 months).
Founder
Jameson Strategies
11.2018 - 09.2022
- Identified a gap in the market for accessible RevOps services for small and high growth businesses and launched an offering to fill it
- Achieved over 100% YoY growth for the last 3 years
- Supported businesses in a wide range of industries ranging from B2B cybersecurity to B2C real estate
- Designed the RevDynamiksTM methodology for Go-To-Market optimization and successfully used it to support multiple businesses in enacting positive impact to their pipelines
- Established numerous channel partnerships
- Created website, marketing collateral, and service templates
- Implemented Salesforce to operate business for selling and account management
- Handled incorporation, banking, and invoicing for the business.
Manager of Revenue Automation, Tooling, & Enablement - Global Revenue Ops & Tech
Shopify
01.2022 - 07.2022
- Manage team of 8 business systems analysis & revenue operations analysts working cross functionally with program managers, data/analytics/research, and enablement
- Directly hired 100% of this team
- Responsible for leading the Revenue Automation program which is forecasted to generate 91 million in revenue in 2022 and save over 11k hours of work from internal teams as well as an estimated 300k hours for our clients
- Act as a hub for business stakeholders to engage with our Salesforce & Marketo development teams, RnD engineering teams, and product teams
- Responsible for all technology enablement for the revenue organization (>1,000 people)
- All training in Salesforce, Marketo, 3rd party tools, and Go-to-Market process is designed and delivered both globally and with regional partners
- Portfolio management of all 3rd party tools for revenue teams
- Evaluate, procure, and implement to achieve business objectives.
Manager of Post Sales / Evolution (RevOps) - Global Revenue Ops & Tech
Shopify
01.2021 - 01.2022
- Founding member of the Global Rev Ops & Tech department / worked with the head of department to design the team structure and working methodology
- Lead team of 4 business systems & revenue operations analysts
- Lead the design and implementation of an automated upgrade tool that generated over 13 million in ARR within 5 months from upselling existing clients
- Responsible for all Salesforce and tooling management for the Post sales org (>400 people) to ensure they had the necessary processes and technology to meet their objectives
- Maintained direct RevOps responsibilities for the Shopify Fulfillment Network to ensure continuity and eventual assimilation into the wider Shopify Go-to-Market environment
- Designed and conducted a technology research study across all revenue roles at Shopify to address technology perceptions, training inadequacies, and process gaps
- Achieved statistical significance and published a report encompassing the finding to set objectives & roadmap for the year.
Revenue Operations Specialist - Shopify Fulfillment Network
Shopify
08.2020 - 02.2021
- Managed the Go-to-Market strategy and design for the fulfillment network
- This included sales process, onboarding process, renewals/account management, and marketing campaigns
- Implemented Salesforce for this product in conjunction with a heavily diversified Salesforce instance for the rest of Shopify
- Provided all reporting for Go-to-Market performance through a combination of Salesforce, Mode, and Google Sheets
- Ran marketing automation campaigns in Salesforce Marketing Cloud and managed the marketing to sales hand-off process
- Managed the 'Revenue Acceleration' function (Sales Development) which increased lead generation by 62%
- Implemented Salesloft, Gong.io, Chilipiper, and Linkedin Sales Nav for the sales team
- Created lightning component to integrate dynamic Mode dashboards to Salesforce to enable sales teams to access critical data faster without performance impacts to load times and data model.
Revenue Operations Specialist/Salesforce Admin
Assent Compliance
05.2018 - 08.2020
- Own the journey from prospect to customer across the company and ensure hand off from department to department was smooth and all engagements were driving the leads forward through the marketing and sales pipeline
- Use data generated across a multitude of points to improve processes for revenue generating activities with a focus on converting leads to qualified opportunities in the most cost effective manner
- Checking in with each departmental operations manager to ensure corporate alignment and best practice
- Manage a team of 17 Data & Research Associates (located in Kenya) to handle company wide information gathering efforts and data governance
- Created the integration across Salesforce, Hubspot and Salesloft and developed the governance surrounding this to ultimately destroy the data silos that existed between marketing, sales, and customer success which has opened up unparalleled visibility in the organization as a whole
- Performed the role of Salesforce Technical Architect and Salesforce Developer while also designing all multi-departmental solutions where data enters or exits a system.
Sales Operations Manager
Assent Compliance
01.2018 - 05.2018
- Designed business development lead generation process from the ground up
- From writing email templates, call scripts, integrating software, and training reps on best practices
- Administer Salesforce and Salesloft for the entire sales department, having effectively introduced process improvements that directly decreased administrative work for reps and increased visibility to key data points required to complete a sale
- Develop strategic cadences for sales reps and analyze results to constantly improve outcomes with prospects
- Work with the marketing department to identify prospective customers and then implement their campaigns with the sales reps to ensure operational cooperation between departments
- Provide VP of Sales with accurate reports and work with reps to forecast and optimize dashboards
- Managed team of 5 sales researchers (located in Kenya) to enrich leads and support sales reps to build pipeline.
Business Development Representative
Assent Compliance
11.2016 - 12.2017
- Responsible for developing prospects into qualified leads to add to the sales pipeline, having effectively generated over one million dollars in potential revenue and exceeding quotas
- Managing 500 named accounts, each with numerous contacts, to ultimately develop interest and product fit by leveraging a wide array of assets (such as marketing collateral, subject matter expertise, demonstrations, etc)
- Using Salesforce, Salesloft, & Hubspot to effectively track all activity and capture valuable insight into the interactions between Assent and the prospects
- Successfully sourcing and guiding to close a fortune 500 company which was the first for Assent's business development program
- Working with a team to achieve company quotas and actively learning the newest lead generation tactics to exceed expectations.
Accountant
Collins Barrow LLP (Now Baker Tilly Ottawa LLP)
01.2014 - 04.2016
- Audits, reviews and compilations for Canadian corporations
- Responsible for efficient, autonomous work managing multiple projects (often overlapping) across a diverse array of companies
- Communicating and working close both remote and onsite, with a diverse array of client staff from Admin to C-Suite, in order to gather information necessary to perform audit & assurance engagements
- Use of generally accepted accounting principles to compile client's financial information into financial statements and tax returns
- Providing helpful insights to companies to improve operational efficiencies and establishing proper financial controls.
Education
Bachelors of Commerce Honors (Accounting) -
Carleton University
Ottawa, ON05.2016
Skills
- Extremely proficient in Salesforce, Hubspot, Apollo/Salesloft/Outreach, Gongio, ChiliPiper, etc
- Building & Leading high performance teams
- Building strategic campaigns, analyzing results and developing forecasts
- Designing Marketing and Sales automation to optimize user time and capture robust data
- Certified Agile Practitioner
- Experience handling massive data sets and manipulating it to draw insights or reports using SQL Spreadsheets
- Managing roadmaps and stakeholders to support company initiatives
- Building prospect lists and researching firmographic data
- Developing processes to increase growth and revenue
References Available
Available upon request
Languages
English
Native or Bilingual
Timeline
Lead Strategist, GTM Strategy & Revenue Operations
York IE
09.2022 - Current
Manager of Revenue Automation, Tooling, & Enablement - Global Revenue Ops & Tech
Shopify
01.2022 - 07.2022
Manager of Post Sales / Evolution (RevOps) - Global Revenue Ops & Tech
Shopify
01.2021 - 01.2022
Revenue Operations Specialist - Shopify Fulfillment Network
Shopify
08.2020 - 02.2021
Founder
Jameson Strategies
11.2018 - 09.2022
Revenue Operations Specialist/Salesforce Admin
Assent Compliance
05.2018 - 08.2020
Sales Operations Manager
Assent Compliance
01.2018 - 05.2018
Business Development Representative
Assent Compliance
11.2016 - 12.2017
Accountant
Collins Barrow LLP (Now Baker Tilly Ottawa LLP)
01.2014 - 04.2016
Bachelors of Commerce Honors (Accounting) -
Carleton University
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