Dan Jiao

VP, Revenue Operations @ Aircall | Scaling GTM Teams, Revenue Productivity, & AI-Native Growth

Seattle5.6k followers

Aircall

ex-Wiz

ex-Signifyd

I’m a Revenue Operations and Go-To-Market leader with experience scaling high-growth SaaS businesses across sales, customer success, partnerships, marketing, enablement, and international
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My career has centered on building the operating systems that help revenue teams grow faster, execute more consistently, and scale with greater discipline. I’ve led across Enterprise Sales, RevOps, GTM Strategy, Enablement, new market expansion, and cross-functional transformation — giving me both the frontline perspective of a seller and the systems-level perspective of an At Ekata, acquired by Mastercard in 2021, I expanded the company’s global footprint across EMEA and APAC, while opening new verticals across Payments and Financial Services. At Signifyd, I built the Revenue Operations function from the ground up and spearheaded strategic expansion into Travel and Ticketing. At Wiz, acquired by Google in 2026, I owned GTM Excellence Operations, driving operational readiness, program management, enablement analytics, tools and AI adoption, content governance, and integration planning during a period of rapid Today, I lead global Revenue Operations at Aircall, where I’m focused on helping the company scale efficiently through its next phase of AI-native I’m at my best when bringing clarity to complexity: designing GTM operating models, building high-performing teams, improving revenue productivity, and connecting people, process, data, and technology to create durable business I enjoy networking with other RevOps, GTM, and SaaS leaders who are thinking about how revenue organizations need to evolve in the age of AI, so please feel free to connect to trade best practices.

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AIRCALLJOB
1. VP, Revenue Operations
  5M
WIZJOB
1. Head of GTM Excellence Ope…
  9M
SIGNIFYDJOB
1. VP, Revenue Operations & S…
  7M
2. VP, Revenue Operations
  1Y 6M
3. Senior Dir, Revenue Operat…
  7M
4. Senior Dir, Sales Strategy…
  10M
EKATA, A MASTERCARD COMPANYJOB
1. Senior Dir, Global Sales S…
  3M
2. Dir, Asia Pacific Sales
  1Y 11M
3. Enterprise Account Executive
  1Y 11M
4. Mid-Market Account Executive
  7M
CHEMPOINTJOB
1. Account Mgr
  1Y 1M
MOSES LAKE INDUSTRIESJOB
1. Research Chemist II
  10M
MOSAIC MATERIALSJOB
1. Eng Intern
  8M
LAWRENCE BERKELEY NATIONAL LABORATORYJOB
1. Undergraduate Researcher
  4M
DUPONTJOB
1. Bioprocess Eng Intern
  3M

Job: Aircall — Vice President, Revenue Operations (RevOps) · 2026-05 – present · 3 mo — • Leading global Revenue Operations for Aircall’s next phase of growth, transforming from cloud telephony system to AI customer communications platform. • Driving the evolution from a global functional GTM model to a regional GM-led operating model to increase YoY growth to 25%+. • Architecting AI-native workflows and tooling to improve field productivity, execution quality, and executive decision-making. • Owning the end-to-end GTM operating system, including annual planning, capacity, territories, segmentation, quotas, pipeline motions, sales process, post-sales handoffs, renewals, and expansion. • Partnering with CRO and CFO to scale the operating system for accelerated AI-driven, multi-…
Job: Wiz — Head of GTM Excellence Operations (Head of GTM Engineering) · 2025-08 – 2026-05 · 9 mo — • Oversaw GTM Excellence PMO and operating rhythm, ensuring structured intake, scoping, prioritization, capacity planning, and delivery of high-impact revenue initiatives. • Built and democratized analytics scorecard that quantified the ROI of key enablement investments (onboarding, platform certification, value consulting, leadership development). • Designed and rolled out Sales Command Center (curated Looker dashboards for 1st line sales managers to operate as the GMs of their own businesses) with 90%+ adoption. • Accelerated adoption and enablement of AI, platforms, and tools to optimize GTM workflows across the customer lifecycle (planning, discovery, demos, proposals, renewals, expansi…
Job: Signifyd — Vice President, Revenue Operations & Strategic Verticals (RevOps) · 2025-01 – 2025-08 · 7 mo — • Led both global RevOps functions and the expansion of the Emerging Verticals practice, spearheading growth into the Travel & Ticketing markets. • Operated as the GM for Emerging Verticals, building and executing the full GTM strategy to capture market share in previously untapped industries. • Defined target account strategy, demand generation motions (outbound plays, field events, executive connectors), and enablement assets (playbooks, pitch decks, one pagers, battlecards). • Designed tailored sales process (purpose-built for Emerging Vertical opportunities), and trained account executives to execute this playbook to win net-new logos. • Partnered with Product and Risk teams to align so…
Job: Signifyd — Vice President, Revenue Operations (RevOps) · 2023-07 – 2025-01 · 1y 6mo — • Led the global RevOps organization, spanning GTM Strategy & Processes (Marketing, Partner, Sales, and CS Ops), RevTech (Tools, Systems, Data, Analytics), Enablement, and Commissions. • Owned strategic planning and the multi-year RevOps roadmap, driving GTM process optimization, tech stack integrations, and analytics infrastructure enhancements. • Refined GTM operating system (“RevOS”), improving forecasting accuracy, capacity models (headcount, quotas, territories), and business review cadences (QBRs, annual planning). • Scaled and operationalized the end-to-end revenue engine across Marketing, Sales, and Customer Success, standardizing how teams generate demand, qualify pipeline, close b…
Job: Signifyd — Senior Director, Revenue Operations (RevOps) · 2022-11 – 2023-06 · 7 mo — • Built and led Signifyd’s first Revenue Operations (RevOps) organization, unifying Marketing, Sales, and Customer Success (CS) Operations, alongside RevTech (GTM Systems) and Commissions functions. • Established the RevOps charter, OKR-driven operating rhythm, project governance framework, and cross-functional meeting cadence that scaled with company growth. • Partnered with Product and Executive Leadership to define the company’s Ideal Customer Profile (ICP) and standardize product offerings across global eCommerce verticals and regions. • Designed and launched 20+ verticalized sales territories across six segments, increasing prospecting focus and account ownership within sales pods (AE…
Job: Signifyd — Senior Director, Sales Strategy & Operations · 2022-01 – 2022-11 · 10 mo — • Led the Sales Operations team through a period of rebuild, establishing structure, process, and analytics to support rapid growth. • Introduced an OKR-driven culture and implemented foundational systems, including Jira for project management and Confluence for enablement documentation. • Owned end-to-end sales strategy and operations, covering lead routing, rules of engagement, territories, forecasting, commissions, and GTM reporting & analytics. • Built and developed a high-performing team of managers and analysts through hiring, onboarding, certification, and coaching best practices. • Launched the Deal Desk function and approvals process from 0→1, improving governance, deal velocity, a…
Job: Ekata, a Mastercard company — Senior Director, Global Sales Strategy & Excellence · 2021-10 – 2022-01 · 3 mo — • Repatriated and promoted to lead global sales strategy and excellence initiatives, focused on elevating commercial execution and revenue performance across all regions. • Served as Chief of Staff to the SVP of Global Sales & Partnerships, driving alignment across strategy, operations, partnerships, and field execution. • Designed and launched a new global sales compensation framework to incentivize scalable, customer-centric selling behaviors. • Partnered with Sales Operations to enhance CRM governance, pipeline management, and core GTM processes for predictability and visibility. • Led territory segmentation and account prioritization initiatives that sharpened focus on high-potential eC…
Job: Ekata, a Mastercard company — Director, Asia Pacific Sales · 2020-01 – 2021-12 · 1y 11mo — • Spearheaded Ekata’s expansion into the Asia Pacific (APAC) region, scaling annual recurring revenue from <$300K to $3M+ during the COVID-19 pandemic. • Built the APAC sales organization from the ground up: hiring, onboarding, and developing a high-performing team of Account Executives covering SE Asia, ANZ, China, Japan, Korea, and India. • Defined and executed go-to-market strategy across key verticals including eCommerce, Marketplaces, Travel, Payments, and Financial Services. • Developed and operationalized sales playbooks covering discovery, objection handling, POVs, and pricing to ensure consistency and scalability. • Led deal inspection and pipeline reviews to maintain forecast accu…
Job: Ekata, a Mastercard company — Enterprise Account Executive · 2018-01 – 2019-12 · 1y 11mo — • Closed flagship enterprise deals that established Ekata’s presence in EMEA, accelerating international expansion and positioning the company for global scale. • Opened new Payments and Financial Services verticals, securing top-tier customers including leading credit card networks, payment service providers, and online lenders. • Activated and enabled global channel partners to land the company’s first customers in new markets and extend reach across regions. • Partnered with Product and Executive Leadership to deliver market feedback that shaped solution offerings for EMEA and Payments segments. • Represented Ekata at industry conferences and events (MRC, Money20/20), driving brand aware…
Job: Ekata, a Mastercard company — Mid-Market Account Executive · 2017-05 – 2017-12 · 7 mo — • Converted inbound demand for Whitepages.com (Ekata spun off from this brand in 2019) free data search offering into high-value B2B contracts for the Web and API identity data solutions. • Consistently exceeded sales targets, achieving 120% of FY2017 quota, which earned an early promotion to the Enterprise Sales team. • Drove commercial adoption across Mid-Market customers by aligning product capabilities to fraud-prevention and identity verification use cases.
Job: ChemPoint — Account Manager · 2016-04 – 2017-05 · 1y 1mo — • Grew chemical sales territory by providing technical consultation to key accounts.
Job: Moses Lake Industries — Research Chemist II · 2015-05 – 2016-03 · 10 mo — • Developed electroplating systems for next-generation semiconductor processing.
Job: Mosaic Materials — Engineering Intern · 2014-09 – 2015-05 · 8 mo — • Synthesized and scaled up novel metal-organic frameworks for alkane-alkene separation and carbon dioxide capture applications.
Job: Lawrence Berkeley National Laboratory — Undergraduate Researcher · 2014-05 – 2014-09 · 4 mo — • Investigated the delithiation of lithium iron phosphate crystals for battery characterization studies.
Job: DuPont — Bioprocess Engineering Intern · 2013-05 – 2013-08 · 3 mo — • Optimized chromatography processes for enzyme product purification.
School: University of California, Berkeley — Bachelor of Science (B.S.), Chemical Engineering

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Revenue OperationsSales OperationsSales ManagementPerformance ManagementSales ProcessDeal StrategySales ProspectingConsultative SellingGenerative AILead QualificationEnterprise SalesInternational SalesInside SalesSales EnablementBusiness StrategyChange ManagementStrategic PlanningBusiness DevelopmentCoachingResearch

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Dan Jiao

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