Carl Westervelt

About Carl Westervelt

Driving scalable growth by translating strategy into disciplined sales execution.\"Senior Sales and Revenue Operations leader with extensive experience partnering with CROs, VPs of Sales, and GTM leadership in high-growth B2B SaaS and enterprise technology environments. Known for translating strategy into execution through disciplined operating rhythm, forecasting, planning, territory and quota design, and performance analytics. Proven record of improving sales productivity, forecast accuracy, and revenue outcomes across global organizations ranging from $100M to multi-billion-dollar scale. Experience working at private equity (PE) backed companies. Collaborative, data-driven leader with strong business acumen and executive presence.NOTABLE ACHIEVEMENTS• Drove 160% year-over-year ARR growth for a strategic SaaS add-on business by defining KPIs, operating cadence, and execution focus.• Improved forecast accuracy and timeliness across organizations with $100M–$2B+ in annual revenue.• Led and developed global Sales Operations and Analytics teams supporting multi-billion-dollar GTM organizations.• Designed and executed annual planning, quota setting, and compensation frameworks, including post-restructuring resets.• Recognized by senior sales leaders for enabling clarity, focus, and execution in complex, fast-moving environments.CORE COMPETENCIESSales Operations LeadershipRevenue OperationsGo-To-Market StrategyGlobal Field OperationsForecasting & Pipeline ManagementAnnual & Strategic PlanningTerritory & Quota DesignSales Compensation & IncentivesKPI & Performance AnalyticsSaaS & Subscription ModelsCross-Functional LeadershipSalesforce (SFDC)Tableau

Experience

1. Director, Global Revenue Operations

   Aspect Software

   Apr 2025 — Present · Raleigh-Durham-Chapel Hill, NC, US

   Partner with senior sales leadership to redesign go-to-market strategy, improving pipeline visibility, execution discipline, and sales efficiency.• Rebuilt forecasting and reporting infrastructure within first 90 days, significantly improving leadership confidence and decision-making.• Designed and led the annual planning cycle following mid-year restructuring, including quota resets and capacity planning.• Developed and presented a business case to increase sales headcount by 30%, approved by executive leadership.• Own global sales and customer success operations, including forecasting, planning, and incentive compensation.

Education

• Brown University

  BS, Mechanical Engineering

• Columbia Business School

  MBA, Finance & Operations Management

Skills

• Sales Operations
• Process Improvement
• Business Process Improvement
• Strategic Partnerships
• Business Planning
• Management
• Program Management
• Strategy
• Mergers
• Crm
• Forecasting
• Strategic Planning
• Accounting
• Strategic Financial Planning
• Business Strategy
• Outsourcing
• Cost Accounting
• Product Costing
• Erp
• Mergers & Acquisitions
• Customer Relationship Management (Crm)
• Product Development
• Analysis
• Cross-Functional Team Leadership
• Leadership
• Financial Modeling
• Salesforce.com
• Product Marketing