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Summary

Revenue operations leader with 12 years of experience aligning sales, success, marketing, and finance teams around clear forecasting systems. Known for building crisp operating rhythms, translating data into decisions, and improving pipeline quality across international growth teams.

Experience

Head of Revenue Operations

Northstar Cloud Systems

02/2021 - Present Austin, TX

Designed a global forecasting cadence that lifted quarter-close accuracy by 31% across enterprise and mid-market segments.
Unified sales, success, and marketing data into a single operating dashboard adopted by 42 leaders across four regions.
Built pipeline governance rituals that reduced stalled late-stage opportunities and improved win-rate visibility.
Partnered with finance on capacity models that guided hiring plans, territory changes, and annual revenue targets.

Director of GTM Analytics

BrightLayer Commerce

07/2017 - 01/2021 Denver, CO

Led a six-person analytics team supporting acquisition, expansion, retention, and board reporting workflows.
Rebuilt lead routing and lifecycle definitions, improving sales response speed by 24% within two quarters.
Created executive dashboards that connected campaign spend, pipeline quality, churn risk, and expansion signals.
Launched enablement reviews that helped frontline managers coach toward measurable pipeline behaviors.

Sales Operations Manager

VantageGrid Software

05/2013 - 06/2017 Chicago, IL

Owned CRM hygiene, territory planning, quota tracking, and monthly performance packages for a 90-person sales team.
Automated renewal alerts and account health reports that gave customer teams earlier risk visibility.
Coordinated training for new account executives on pipeline stages, handoff rules, and forecast expectations.

Languages

English

Native

Spanish

Professional

Key Achievements

Rebuilt Forecasting Governance

Introduced a weekly operating model that improved forecast confidence and gave executives a cleaner view of revenue risk.

Accelerated Pipeline Response

Modernized lead routing and SLA reporting, helping regional teams respond faster to high-fit accounts.

Created Board-ready Metrics

Consolidated lifecycle analytics into a board package used for planning, investor updates, and leadership reviews.

Improved Enablement Adoption

Rolled out practical coaching rhythms that helped managers connect deal inspection with team development.

Skills

Revenue Forecasting, GTM Systems Strategy, Lifecycle Analytics, Salesforce & HubSpot, Executive Dashboards, Enablement Programs, Pipeline Governance, Cross-functional Leadership

Education

Master of Science in Business Analytics

University of Texas at Austin

2011 - 2013 Austin, TX

Training / Courses

Revenue Architecture Intensive

Advanced program focused on forecasting, territory models, and operating cadences for scaling SaaS teams.

Data Storytelling for Executives

Workshop on presenting complex analytics clearly for boards, senior leaders, and cross-functional partners.

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Elena Novak