David Bentley

Experience

1. Head of Revenue Operations

   Gridpoint

   Jun 2022 — Present · Reston, VA, US

   Following a $75 million private equity investment, I created a Revenue Operations function from scratch covering marketing operations, sales operations, business operations, and customer success operations, supporting a 90 person revenue organization• Marketing Operationso Lead scoring; lead routing; Marketo integration; campaign, lead, and marketing program ROI metrics; lead dashboards; digital marketing tracking and effectiveness• Sales Operations• GTM Strategyo Sales Strategy: partner with CRO to design GTM strategies, territories, and sales coverage modelso Assign sales quotaso Partner with Finance on revenue forecasting and the planning / budgeting processo Analyzed Gridpoint’s TAM, converted the sales team from named accounts to industry verticals• Sales Forecasting, Sales Analytics, Deal Desk, and Sales Compensationo Designed and implemented a Salesforce-based forecasting process, eliminating spreadsheetso Created sales rep analytics and dashboards to performance manage the sales and BDR teamso Develop and administer sales compensation plans for AEs, RVPs, BDRs, and Seso Establish a lead a Deal Desk function, run weekly deal desk meeting with Sales and Finance• Sales Enablemento Launched and trained sales team on new sales stages and sales processo Implemented and trained sales team on MEDDIC• Salesforce.como Inherited a faltering 300 seat instance of Salesforceo Established a cross-departmental Salesforce Steering Committee to drive strategy for the Salesforce ecosystem, breaking down data silos across the companyo Established data governance principles; purged twelve years of bad data; revised Profiles and Layouts• Sales Toolso Deployed Outreach, Salesforce Einstein, and 6 Sense Revenue AIo Rolled out ZoomInfo and LinkedIn Sales Navigator to the sales team• Perform M&A analysis, create quarterly reporting packages for investors• Hire, manage, and mentor team of analysts and Salesforce administrators

Education

• University of Virginia Darden School of Business

  MBA, General Management

• Williams College

  BA, Political Economy

Skills

• Business Strategy
• Account Management
• Cross-Functional Team Leadership
• Salesforce.com
• Competitive Analysis
• Contract Negotiation
• Start-Ups
• Strategic Partnerships
• Management
• Sales
• New Business Development
• Forecasting
• P&L Management
• Business Development
• Crm
• Business Planning
• Business Analysis
• Sales Operations
• Strategic Planning
• Sales Process
• Saas
• Product Management
• Direct Sales
• Marketing
• Sales Management