Pablo Garfunkel

Skills

Revenue Operations – Sales Operations – Customer Success Operations - Go to Market – Quote to Cash – Deal Desk – Pipeline & Forecast Management – Business Analysis – Project Management

About

Revenue Operations and Sales Operations leader with over a decade of accomplishments:

➢ Matured a US Customer Success group of 20 ICs to 50+ Account Managers globally, driving
an increase of 35% in Upsell, 40% in Cross-Sell, 80% in multi-year deals, and 30% reduction in revenue churn YoY, leading to a CAGR of 50% over 4 years
➢ Reduced OPEX by $400K annually, reduced sales cycle touchpoints by 20%, and improved
Gross Profits by 20% in under 6 months by strategizing hiring and optimizing processes
➢ Improved win rates 20% YoY by modernizing a $1.5B+ sales pipeline, instrumenting and
improving the process of sales qualification, lead conversion, and Marketing to Sales
handoffs
➢ Fostered a Call To Action mindset in multiple teams, leveraging sales playbooks, Salesforce
dashboards, automation, and motivating compensation plans
➢ Founded, hired, and scaled a Deal Desk of 35+ across the globe, governing compliance with
ASC606, ensuring auditability and readiness for an IPO
➢ Established Revenue Assurance team & playbook mitigating $10M+ revenue loss annually
➢ Migrated Quote to Cash platform from Zuora to SFDC CPQ in 6 months, accelerated deal
velocity by 60%, and drove ICP ideation that resulted in the formation of the strategic
accounts team
➢ Delivered turn-key projects of ~$60M within Latin America customers with months-long
presence in region, having founded, hired, and scaled local customer support operations in
Colombia, Mexico, and Costa Rica