Gillian Kingston

About Gillian Kingston

Experienced in Sales Operations and Financial Analysis with the skills to improve the effectiveness and efficiency in reporting and analysis (KPIs). Experience with budgeting, forecasting, and commission/compensation management.

Experience

1. Sales Operations Director

   Brivo

   Apr 2023 — Present · Boston, MA, US

   Executing all aspects of Sales Operations at a pioneer in cloud-based access control.• Manage sales incentive process from budget through individual quota assignments for 140+ direct and overlay quota carriers• Project managed significant year-over-year changes to comp plan structure & secured executive buy-in• Modeled and executed on a new quota methodology to balance retaining top talent and controlling expense• Created a territory model to realign and balance geographies to optimize coverage and assign quotas equitably• Collaborated with corporate analytics team to create single source of truth dashboards for the global sales organization• Weekly forecast roll-up, large deal commentary and analysis (week over week +/-)• Continuous pipeline review, clean-up and maintenance• Process improvement: Commission, Revenue Forecast & KPI Reporting• Analyzed and reported on actuals versus budget & forecast – revenue & expenses• Inaugural Sales Operations hire (stood up the Sales Ops function)

Skills

• Sales
• Enterprise Software
• Sales Compensation
• Salesforce.com
• Sales Operations
• Business Intelligence
• Cloud Computing
• Saas
• Forecasting
• Budgets
• Finance
• Training
• Process Improvement
• Cross-Functional Team Leadership
• Analytics
• Business Analysis