James Villarreal
Global Head of Revenue Operations and Chief of Staff @Calero
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WORK HISTORY
Global Head of Revenue Operations and Chief of Staff @Calero
At Calero, we’re empowering organizations to streamline and optimize their technology investments through Technology Expense Management, Technology Lifecycle Management and Managed Technology Services. • Launched organization’s first Revops team to design and execute GTM strategy, optimize ecosystem alignment, enable scalable sales growth and accelerate onboarding • Leaeffectiveness across Sales, Customer Success and Marketing operations • Redesigned reporting and dashboards to align KPI visibility, audit pipeline health, conduct data analytics, enhance lead flow by 54% and identify key sales trends • Implemented best-in-class processes to improve opportunity management, boost sales rep productivity by 18%, and tighten forecasting accuracy to within a 10% variance • Drive alignment across Sales, Customer Success, Marketing, Finance, Product and Legal • Own full sales tech stack driving optimization, efficiency and data integrity • Steer annual planning, QBRs, comp plan and quotas, sales territory designs, and account segmentation to support end-to-end operational efficiency and foster revenue growth • Collaborate with Marketing to define Ideal Customer Profile (ICP), streamline lead qualification and routing, amplify pipeline generation and develop targeted sales plays • Established sales enablement rhythm to reduce ramp times, improve win rates by 13%, expand sales tool usage by over 250%, and enforce consistent sales methodology • Chief strategist and trusted partner to CRO and executive leadership
EDUCATION
University of Colorado Boulder
Bachelor of Arts - BA
University of Colorado Denver
Master of Business Administration - MBA
SKILLS
ABOUT JAMES VILLARREAL
With over 12 years of experience developing and implementing GTM strategy for sales and revenue growth, I am a highly-recognized sales operations and commercial strategy leader. • Trusted with $20M signing authority, I am a leader who has served as Chief of Staff to SVPs of Sales and CROs, to whom I’ve been a decision-maker and adviser on key operational and strategic decisions for global sales orgs as large as 450. • I\'ve spearheaded commercial transformation, formalized sales enablement, standardized and automated reporting, developed centralized dashboards and directed extensive data analytics to support sales and leadership, enabling annual revenue growth to $2.5B. • With a customer-centric focus, I\'ve successfully established high-volume deal desks, and implemented creative deal development and dynamic pricing strategy to consistently improve win rates while preserving deal margins. • I\'ve built and led multiple teams of high-performers with a high retention rate (only 1 voluntary departure in 11 years) • Partnering with company-wide ecosystem leaders, I have implemented process improvement measures and standards to enhance the customer experience, eliminate corrupt-time for sellers and optimize operational efficiency. • I pro-actively align with the rhythm of the business by contributing to and presenting on Quarterly Business Reviews and to Boards. • Collaborating with peers in EMEA, APAC and LATAM, I embrace the challenges and opportunities that come with global selling solutions. I get excited about opportunities to innovate and create success in matrixed environments, and delivering benefits to a broad set of stakeholders. Want to connect? “It was a pleasure working with James at Level 3 and CenturyLink! He is an outstanding and dedicated professional. James has strong financial, contract, and product skills and is creative in the way he develops solutions to complex problems. James always goes above and beyond to exceed the organization’s expectations and was instrumental to me and my team’s success. James is highly respected and I would welcome the opportunity to work with him again in the future. I highly recommend James to any organization!” – Michael DAngelo, EVP Sales, Everstream SolutionsGTM Strategy ǀ Strategic Planning ǀ CRM Optimization ǀ Process Improvement ǀ Operational Efficiency ǀ Sales Enablement ǀ Commercial Strategy ǀ Customer Success ǀ Revenue Retention ǀ Pricing Analysis ǀ Contract Negotiation ǀ Deal Desk ǀ Sales Tech Stack ǀ SalesForce.com ǀ KPIs ǀ Forecasting Accuracy ǀ Coaching/Mentoring
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