Elias Gisin

Revenue & GTM Leader | Building Scalable GTM Engines for B2B SaaS

Barcelona3k followers

Doctoralia España

ex-Factorial

ex-MessageBird

I currently lead Revenue Operatios at Doctoralia, focusing on designing and implementing the most robust and effective path to GTM success. This includes commercial planning and scaling the next generation of AI-driven efficiencies across the sales & CX
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Over the past 10 years, I have been helping B2B SaaS companies scale their revenue engines with:- Strategic planning: where to focus and why, how to structure teams, and how to allocate resources in order to ensure consistent growth- Process improvement: designing and recommending the next best action for every GTM member- Systems & automation: building and implementing innovative automation that removes all manual work, most recently with the help of AI- Reporting & Analytics: Equip GTM leaders with the data and insights they need to make the right decisionsWhile the first half of my career was more around mastering the technical "how" (processes & systems), the latter was more about imagining and designing the strategic "where" (planning & My values are mainly around zero-ego and company-first leadership:Although I am a second line manager today, I prioritize scalable systems over personal headcount. Throughout my career I learned that being able to partner with cross-functional teams can be just as powerful as "owning" every topic myself.

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DOCTORALIA ESPAÑAJOB
1. Head of Revenue Operations
  4M
FACTORIALJOB
1. Dir, Sales Strategy & Oper…
  6M
2. Head of Outbound Growth
  8M
3. Head of Sales Operations &…
  1Y 2M
4. Senior Mgr, Sales Operations
  9M
MESSAGEBIRDJOB
1. Global Sales & Mktg Operat…
  1Y 4M
360LEARNINGJOB
1. Mktg Operations Mgr
  1Y 6M
DOCUSIGNJOB
1. Mgr, Global GTM Operations
  7M
2. Senior Analyst, Global GTM…
  1Y 3M
3. Analyst, EMEA Sales Produc…
  6M
LINKEDINJOB
1. Business Leadership Progra…
  1Y 1M
HEC PARISSCHOOL
1. Grande Ecole - Master in M…
  3Y 11M
CEMS - THE GLOBAL ALLIANCE IN MANAGEMENT EDUCATIONSCHOOL
1. Master's degree, Internati…
  1Y 11M
INDIAN INSTITUTE OF MANAGEMENT, CALCUTTASCHOOL
1. CEMS - Semester abroad, In…
  1Y 11M
FOODPANDAJOB
1. Global BD
  5M
EYJOB
1. Financial Audit Intern
  5M
AZURI TECHNOLOGIESJOB
1. External Consultant
  2M
MACQUARIE UNIVERSITYSCHOOL
1. Exchange Semester, Busines…
  1Y 11M
HEC LAUSANNE - THE FACULTY OF BUSINESS AND ECONOMICS OF THE UNIVERSITY OF LAUSANNESCHOOL
1. Bachelor of Science (BSc),…
  3Y 11M
TENNIS CLUB LAUSANNE-SPORTSJOB
1. Tennis Coach
  2Y 7M

Job: Doctoralia España — Head of Revenue Operations (RevOps) · 2026-06 – present · 2 mo
Job: Factorial — Director, Sales Strategy & Operations · 2025-12 – 2026-06 · 6 mo — Supporting the VP of Sales with design and oversight of commercial success, building out the most credible hypothesis on how to reach GTM targets and creating the operational environment to back execution. Revenue Orchestration & Analytics: Responsible for the strategic roadmap to achieve global revenue targets. This involves deep-dive analytics, performance modeling, and cross-functional alignment to ensure every part of the commercial engine is optimized for growth. AI & Innovation Integration: Continuing to lead the charge in GTM innovation by scaling AI and automation technologies across the entire Sales organization. I focus on turning experimental "GTM Engineering" wins into standar…
Job: Factorial — Head of Outbound Growth / GTM Engineering · 2025-04 – 2025-12 · 8 mo — "Nominated" to solve the company’s primary growth challenge in 2025: scalable pipeline generation. I pivoted from broad operations to building a "GTM Engineering" function, replacing manual, entry-level workflows with high-leverage automation and AI, successfully tripling pipeline generation (3x YoY) while simultaneously reducing required headcount by 50%. This was achieved by transitioning the team from manual outreach to an automated, data-driven growth engine. GTM Tech Transformation: Architected a cutting-edge outbound stack leveraging Clay, Smartlead.ai, and HeyReach. I moved the organization away from "spray and pray" tactics toward highly personalized, automated prospecting at scale…
Job: Factorial — Head of Sales Operations & Enablement · 2024-01 – 2025-03 · 1y 2mo — Expanded remit to lead a multi-functional organization across Sales Ops, Enablement, and Outbound Growth. This phase was defined by organizational restructuring and scaling the team into a second-line management structure. Strategic Function Building: Identified a critical gap in the GTM motion and successfully advocated to the CRO for the creation of a dedicated Sales Enablement function. Personally sourced and hired the entire team, establishing the framework for rep onboarding and continuous performance improvement. Organizational Centralization: Redesigned the "Outbound Growth" engine by centralizing fragmented lead generation roles into a unified, high-velocity team. This restructuri…
Job: Factorial — Senior Manager, Sales Operations · 2023-03 – 2023-12 · 9 mo — Joined Factorial as the first Sales Ops hire to build the function from the ground up. Established the foundational infrastructure, team, and operating rhythms necessary to support the company’s rapid scaling. Team Leadership & Methodology: Scaled a high-performing 6-person Sales Operations team. Introduced operational excellence by implementing OKR frameworks and Agile project management to handle high-velocity GTM demands. Commercial Planning & Incentives: Architected a new Sales and SDR commission structure. This included setting targets based on industry-standard quota-to-OTE ratios and aligning incentive plans with long-term revenue goals. Predictability & Process: Overhauled the en…
Job: MessageBird — Global Sales & Marketing Operations Manager · 2021-11 – 2023-03 · 1y 4mo — Managed the convergence of Marketing and Sales operations during a high-growth period, leading the technical and operational integration of acquired company systems into the global stack. M&A Integration & Governance: Spearheaded the migration and integration of a secondary Salesforce and Marketo instance into the existing core architecture. This included a total overhaul of data hygiene, enrichment workflows, and cross-functional data automation between Product, Marketing, and Sales. Full-Stack Marketing Operations: Owned the end-to-end MarTech stack (Marketo, 6sense, LeanData, Chili Piper) and the Marketing Analytics framework. I delivered executive-level QBR reporting and built multi-t…
Job: 360Learning — Marketing Operations Manager · 2020-04 – 2021-10 · 1y 6mo — Transitioned to a high-ownership role as the sole lead for Marketing Operations. Shifted from a specialized corporate environment to full end-to-end responsibility for the marketing tech stack, budgeting, and global growth strategy. Full-Stack Ownership & Administration: Served as the primary system administrator for the entire Marketing tech stack, including Marketo, LeanData, and Chili Piper. Directly managed all system architecture, integrations, and lead flow logic without the support of specialized back-end teams. Strategic ABM Launch: Architected and rolled out the company’s first Account-Based Marketing (ABM) program. Orchestrated the alignment between Marketing and Sales on accoun…
Job: DocuSign — Manager, Global Go-to-Market Operations · 2019-08 – 2020-03 · 7 mo — Promoted to lead the end-to-end identification, planning, and execution of global initiatives. I owned the full project lifecycle—from initial discovery to field enablement—focused on modernizing the buyer and seller experience across all global regions (US, EMEA, LATAM, and APAC). Full-Cycle Project Leadership: Orchestrated the complete GTM project roadmap. This included conducting gap analyses and discovery, mapping future-state processes, and partnering with Enablement and Analytics to ensure field adoption and impact measurement. Strategic POC & Modeling: Architected and executed Proof of Concepts (POCs) in close collaboration with global Sales and Marketing leaders. This iterative ap…
Job: DocuSign — Senior Analyst, Global Go-to-Market Productivity · 2018-04 – 2019-07 · 1y 3mo — Promoted to a US-based global team to design and execute initiatives across the entire Go-To-Market motion, expanding scope beyond Sales to include Marketing and Customer Experience (CX). Strategy & Execution: Designed and led high-leverage initiatives worldwide that delivered measurable results across the full customer lifecycle. Strategic Advisory: Acted as a trusted advisor to Sales, Marketing, and CX leadership, providing data-driven recommendations to guide commercial decision-making. Systems Innovation: Identified and unlocked opportunities within new and existing global systems to improve cross-functional alignment and operational efficiency.
Job: DocuSign — Analyst, EMEA Sales Productivity · 2017-09 – 2018-03 · 6 mo — Managed the EMEA Sales Development engine, focusing on process optimization and change management to drive rep productivity. Processes: Scaled the SDR org by streamlining lead routing, task prioritization, and outbound orchestration to maximize rep ROI. Systems: Served as the super-user for the tech stack (Salesforce, Outreach, Sales Navigator), driving adoption and ensuring maximum tool ROI. Enablement: Led GTM training and onboarding for new hires. Managed the 3-month SDR internship program and supported the hiring process for the EMEA region.
Job: LinkedIn — Business Leadership Program Associate - Global Sales · 2016-07 – 2017-08 · 1y 1mo — The vision of the Global Sales - Business Leadership Program is to identify, inspire and develop LinkedIn's future leadership. Global Sales Associates rotate through multiple business units before taking on a full-time roles within our Global Sales Organization. Throughout the rotations, Associates participate in monthly learning & development workshops focused on building core business skills and interactive speaker series with our senior business leaders. Upon completing the program, Associates are equipped with the skills, opportunities, and relationships to build a successful career at LinkedIn and beyond.
Job: foodpanda — Global Business Development · 2015-03 – 2015-08 · 5 mo — - Part of Global Business Development Team, directly reporting to the Global Head of Business Development - Fast paced work environment - Tremendous amount of responsibility and pressure Operations (Malaysia, 3 months): - Restructuring of a call center of 80 employees (Org Chart, Reporting structure, SOPs, Quality Assurance, Trainings, Improvement of various processes, Improvement of work place) - Hiring of 30+ qualified Call Center Agents - Interim Management of Daily Operations (Interim Head of Call Center) Sales Operations (Singapore, 3 months): - Restructuring of Sales Deck (Use Cases, ROI Calculator, USP, Key value proposition) - Improvement of Sales / Account Management Processes…
Job: EY — Financial Audit Intern · 2014-09 – 2015-02 · 5 mo
Job: Azuri Technologies — External Consultant · 2014-06 – 2014-08 · 2 mo — - In charge of measuring social impact of Azuri's flagship product "indigo" solar panel - Interviewed 100+ customers all over Kenya - Analyzed Excel data and created a metrics tool for continuous measurement - Presentation of operational and strategic business improvements
Job: Tennis Club Lausanne-Sports — Tennis Coach · 2010-09 – 2013-04 · 2y 7mo — - Tennis lessons for children and adults
Job: No-company. (Self-employed.) — Tennis Coach · unknown – present
Job: Mike Ollefs — Tennis Coach · unknown – present
Job: Go To Market Engineering — Tennis Coach · unknown – present
School: HEC Paris — Grande Ecole - Master in Management, Business Administration and Management, General · 2013 – 2016
School: CEMS - The Global Alliance in Management Education — Master's degree, International Business · 2015 – 2016
School: Indian Institute of Management, Calcutta — CEMS - Semester abroad, International Business · 2015 – 2016
School: Macquarie University — Exchange Semester, Business Administration and Management, General · 2012 – 2013
School: HEC Lausanne - The Faculty of Business and Economics of the University of Lausanne — Bachelor of Science (BSc), Business Administration and Management, General · 2010 – 2013

Skills

ClayMakeMarketoautomationAcquisition IntegrationSystem ArchitectureData GovernanceMarketing Budget ManagementReportingOutbound SalesSales PlanningMarket AnalysisGTM EngineeringICPTeam OrganizationSales StrategyForecastingGo-to-Market StrategyPlanning Budgeting & ForecastingStakeholder ManagementObjectives and Key Results (OKRs)GTM Strategy & Operations

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Elias Gisin

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