01
GTM Strategy & Operating Model
Global GTM strategy, coverage design, and operating model architecture across multiple lines of business, regions, and customer segments — including operating model redesign for the AI era.
What this looks like:
Annual planning cycle governance and institutionalized global kickoff processes. Coverage model design aligning capacity to TAM. Sales Performance Framework tying seller KPIs to company objectives. Cross-functional alignment across CRO, CFO, CHRO, and Product leadership.
Institutionalized Oracle's global GTM planning process — aligning 4 regions, 3 LOBs, and 6 industry units across Sales, Finance, HR, and Product.
02
Revenue Operations & Annual Planning
End-to-end annual planning ownership: territory assignments, quota architecture, capacity modeling, and Finance integration. Sales policies, rules of engagement, and exception governance.
What this looks like:
Territory design and segmentation across product, geo, and motion. Bottoms-up capacity modeling with validated ramp curves. Quota calibration aligning top-down targets to bottoms-up reality. Unified Sales-Finance planning architecture eliminating data silos.
Compressed Oracle's planning cycle from 16 weeks to 10 weeks and delivered $22M in savings through unified planning architecture.
03
Incentive Compensation & Sales Performance
Enterprise incentive comp governance across regions, lines of business, and industry units. Plan design, SPIF rationalization, pool funding optimization, ROE clarification, and dispute resolution frameworks.
What this looks like:
Comp plan standardization across business segments. Exception governance reducing escalation volume. SPIF and pool funding analysis identifying excess spend. Dispute root-cause analysis and resolution SLA design.
Standardized comp principles across Oracle's 4 regions, 3 LOBs, 6 industry units — driving 75% reduction in plan exceptions. $19M in FY2024 savings via SPIF rationalization.
04
AI-Powered GTM Transformation
Practitioner-led AI deployment across the GTM stack — territory intelligence, predictive capacity, embedded sales plays, and planning automation. AI readiness diagnostics that translate strategy into deployable workflows.
What this looks like:
GTM AI readiness assessment and roadmap. Sales planning application design with embedded AI targeting. Data management platform architecture with enrichment automation. Vendor stack evaluation across the modern GTM intelligence layer — including ChatGPT, Claude, Seismic, D&B, ZoomInfo, HG Insights, DataBook, Pitchbook, Crunchbase, and Gong.
Designed and shipped Oracle's Sales Planning Application — 20,000+ weekly active users across 40,000+ sales staff. Built the GTM data platform achieving 97.6% match rate across 3.2M accounts.
05
Operational Efficiency & Cost Rationalization
GTM cost-to-serve diagnostics, span-of-control analysis, and process redundancy assessment. Headcount rationalization, territory consolidation, and vendor portfolio restructuring.
What this looks like:
Coverage cost analysis with territory consolidation modeling. Capacity planning identifying overstaffing and white-space gaps. Vendor portfolio audit and renegotiation. Process automation assessment for manual GTM workflows.
Delivered 20%+ coverage cost reductions across Oracle's global sales org. Restructured vendor portfolio from $15M+ to $9M while expanding coverage. $41M+ in combined recent cost savings.