Michael Hayes

About Michael Hayes

Strategic Senior Sales Operations Executive with a proven and consistent record of optimizing sales productivity that drives revenue and profitability in high growth and multi-$billion organizations. Proactive leader with strong cross-functional collaboration skills across Sales, Finance, Marketing, HR, Customer Success, and Legal. An innate sales-driven person whose strong analytical skills produce practical, battle-tested solutions. Results-driven and competitive. I bring a reliable and scalable methodology to assess, monitor, and drive excellence and operational performance across software portfolios. These insights were accumulated from first-hand Sales/Sales Management experience, then formulated and refined from over 15 years of Sales Operations leadership in driving results across startups, high growth SaaS companies, and multi-$billion global corporations. The result is faster growth and improved mean-time-to-first-results through superior line of sight and predictability. These disciplines include: sales processes and methodologies, data analytics, GTM strategy, strategic planning, forecasting and pipeline metrics, compensation management, deal desk, sales readiness/execution, and marketing automation.

Experience

1. Vice President of Sales - Operations

   Revops360

   Jan 2019 — Present

   Strategic consulting practice to drive operational performance across startups, high growth SaaS companies, and multi-$billion global corporations. Some of the recent engagements include:Zebra Technologies: GTM strategy, forecasting and pipeline analysis, Deal Desk, Operations, and OM. Responsible for optimizing processes from funnel creation to deal fulfillment. Designed and tested automated workflows for creating, processing, and booking sales and services orders. Result is 68% reduction in order processing and fulfillment time.Cisco/Kenna Security: Pipeline analysis and deep dive into sales stages, conversion rates, and velocity of deals. Restructured sales motions, compensation, and behaviors to drive 2.5x improvement in funnel size and 18% increase in bookings.20-year-old intelligent communications platform company: Strategic planning and execution. In-depth assessment of sales and marketing processes, systems, and staffing. Restructured sales and marketing, redesigned sales comp, built analytics-driven approach to improve performance.

Education

• Penn State University

  B.S., Business

Skills

• Sales
• Strategy
• Competitive Analysis
• Forecasting
• Leadership
• Sales Operations
• Professional Services
• Customer Relationship Management (Crm)
• Lead Generation
• Sales Process
• Management
• Product Launch
• Software as a Service (Saas)
• Business Development
• Saas
• Strategic Partnerships
• Cloud Computing
• Solution Selling
• Account Management
• Direct Sales
• Business Intelligence
• Enterprise Software
• Sales Management
• Salesforce.com
• Crm