Shanna Mikaelian

Spearhead high-performing team of nine professionals, leading sales and marketing operations across organization providing innovative project management software. Oversee full sales cycle from business development and lead generation, to sales presentations and negotiation, to closing the deal. Develop and implement effective marketing strategies and sales plans, leveraging discipline and creativity to quickly respond to competitive market and achieve aggressive sales goals.

• Identified and integrated finance, marketing, and sales support systems including Salesforce.com, Marketo, Outreach, Zendesk, and QuickBooks, establishing non labor-intensive workspace and reducing costs.
• Guided organizational culture of fiscal responsibility, piloting process for RIO evaluation for all tool purchases.
• Promoted through roles of increased scope and accountability, moving from Sales Operations Manager to Director of Sales and Marketing Operations before assuming current role.
• Formed profitable sales funnel, reducing Customer Acquisition Cost (CAC) by 50% and realizing Opportunity Conversion of 70+%.

Drove strategic partnership between sales and marketing departments to maximize organizational success. Strategized effective marketing promotions and sales initiatives to expand market growth and increase new sales opportunities. Designed and employed efficient processes to boost sales funnel, enhance cross-functional collaboration, and engage teams to exceed organizational objectives.

• Integrated CRM and marketing automation, driving full technical implementation of Salesforce.com and Marketo, delivering high quality, high conversion prospects (Funnel conversion CAC 2.5).
• Championed clear, open channels of communication between Sales and Marketing teams, aligning operations around marketing champaigns and sales initiatives to ensure team synchronization.
• Strategized profitable marketing practices, expanding sales funnel efficiency and reducing CAC by 50%.

Directed daily sales operations for five associates, supervising workflow, assigning tasks, and prioritizing assignments. Oversaw performance assessment and improvement, providing coaching and informative feedback, ensuring staff development opportunities, and creating aggressive but attainable goals. Managed forecasting and revenue expectations for +150 clients across North America, designing effective processes, leading discipline in execution, and surpassing financial goals by 30%

• Recognized for outstanding leadership abilities and promoted from Sales Operations Analyst to lead team as Sales Operations Manager.