Hanish Rathod

GTM Strategy & AI-First Operations Executive

San Francisco3.7k followers

Gusto

ex-ZipRecruiter

ex-ServiceTitan

A seasoned GTM Strategy & Operations (Revenue Operations) executive known for driving strategy, revenue growth and operational excellence across tech giants and high growth companies, including VMware, Zendesk, ServiceTitan, and ZipRecruiter.
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A recognized thought partner and trusted advisor to the C-suite audience known for consistently delivering impactful results. Excels in business transformations, strategy, operations and execution by leveraging deep insights into revenue analysis and market trends. Currently reside on First Graduate Board of Directors Key Areas: Cloud / SaaS - GTM Strategy & Operations - Strategy - Strategic Planning - Financial Modeling - Business Analytics - Messaging & Positioning - Change Leadership - Chief of Staff - Process Improvement - Sales Enablement - Market Intelligence - Program Management - Sales Strategy & Analytics - Marketing Strategy & Analytics - Customer Success Strategy & Operations - Sales Operations - Revenue Operations - Marketing Operations - Success Operations - Business Operations - Process and Systems - Deal Desk - Partner Operations - Compliance and Audit - CRM / Salesforce - GTM Tech Stack - Teambuilding & Mentoring - AI / Artificial Intelligence

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GTM Index

GUSTOJOB
1. VP Revenue Operations
  1Y 1M
ZIPRECRUITERJOB
1. VP, Revenue Operations (GT…
  2Y 9M
SERVICETITANJOB
1. GTM Strategy & Operations…
  1Y 6M
ZENDESKJOB
1. Sr. Dir, GTM (GTM) Strateg…
  4Y 2M
THE CLIMATE CORPORATIONJOB
1. Group PMM
  1Y 10M
VMWAREJOB
1. Lead PMM
  1Y 9M
MORGAN STANLEYJOB
1. Senior Research Associate,…
  3Y 4M
CITIGROUP INVESTMENT RESEARCHJOB
1. Research Associate, Energy…
  1Y 2M
RAYTHEON MISSILES & DEFENSEJOB
1. Associate Mgr, Corporate S…
  11M
2. Process Eng, Business Proc…
  2Y
RAYTHEON SPACE AND AIRBORNE SYSTEMSJOB
1. Analog
  1Y 10M

Job: Gusto — VP Revenue Operations | AI Operations (RevOps) · 2025-09 – present · 11 mo
Job: ZipRecruiter — VP, Revenue Operations (GTM Strategy & Ops) (RevOps) · 2022-12 – 2025-09 · 2y 9mo — Lead an organization of 30+ FTEs with functional responsibilities including: ➛ Sales Operations ( Incl. Sales Compensation & Incentives) ➛ Marketing Operations ➛ Success Operations ➛ Compliance & Audit ➛ CRM (SFDC) Administration / Developers ➛ GTM Process & Tools (Tech Stack)
Job: ServiceTitan — GTM Strategy & Operations (Rev Ops) Executive (VP Level) (RevOps) · 2021-06 – 2022-12 · 1y 6mo — Lead an organization of 50+ FTEs with functional responsibilities including: ➛ Sales Operations ➛ Marketing Operations ➛ Process / Systems Operations ➛ Partner Operations ➛ Outbound Operations ➛ Deal Desk ➛ Market Intelligence
Job: Zendesk — Sr. Director, Go-To-Market (GTM) Strategy & Analytics · 2017-04 – 2021-06 · 4y 2mo — ➛ Partnered with C-Suite and senior leadership to scale the business from ~$400M to $1.3B+ over 4 years ➛ Led and built the GTM / Sales strategy & analytics org, relentlessly focused on business improvement and growth opportunities ➛ Responsible for sales strategy, sales analytics and strategic programs / initiatives (e.g. long-range planning (LRP), operationalize sales motions / programs, establish company OKRs and targets, growth strategies, market entry strategy) ➛ Revamped comp plans, rules of engagement, sales motions to support upmarket growth through direct & indirect channels by working with regional sales & marketing leadership, finance and operational teams ➛ Built and executed pa…
Job: The Climate Corporation — Group Product Marketing Manager · 2015-06 – 2017-04 · 1y 10mo — • Lead $B+ product portfolio strategy to cultivate innovation and prioritize product investments for development • Developed and drove global GTM channel strategy to accelerate market adoption and boost bookings • Drive customer segmentation, competitive and market sizing research studies to focus product marketing and sales efforts • Present at sales kickoff and industry conferences, including TD University global ag. conf. in Mexico on future of digital Ag
Job: VMware Inc. — Lead Product Marketing Manager · 2013-09 – 2015-06 · 1y 9mo — Lead Product Marketing Manager, vSphere with Operations Management (vSOM) • Leveraged field teams (sales, marketing, service, support) to drive global GTM and up-sell/cross-sell strategy • Drove channel strategy through cross-functional teams which resulted in 3x normal quarterly sales pipeline build and product bookings growth by ~50% y/y to ~$100M/qtr (~130% in 14 months) • Presented at VMworld with over 600+ attendees and achieved an audience rating of 4.1/5.0 (~50% rated at 5/5 – Excellent) • Thought Leadership: Lead author for “Virtualization 2.0 For Dummies,” published by Wiley (20k+ copies in 1st 2 months) • Lead go-to-market strategy, product positioning and messaging, partner…
Job: Morgan Stanley — Senior Research Associate, Technology Investments · 2010-05 – 2013-09 · 3y 4mo — Certification: Series 7, 63, 86, 87 Industry expertise in credit cards, payment processors, cyber security, big data, cloud computing and business analytics • Experienced analyzing the strategic and financial impact of industry trends, market sizing, competitor analysis, operational scenarios, M&A, and restructurings while performing financial analysis on equity investments, valuation, and credit • Led discussions with C-level executive management and investors at industry conferences, road shows and receptions • Established strategies and performed market & valuation analysis in collaboration with investment bankers and analyzed M&A deals such as Western Union’s $976 million acquisition of…
Job: Citigroup Investment Research — Research Associate, Energy Investments · 2008-05 – 2009-07 · 1y 2mo — • Spearheaded new quarterly industry research product on oil prices by deep diving into market drivers and leveraging personal relationships in the Middle East and developing countries to obtain unique insight • Achieved ‘Top Call’ distinction for innovative quant oil model which provided an edge in forecasting sector earnings • Top performing summer Associate resulted in receiving one of two full-time offers in 2008 • Established a reputation as the expert in quantitative analysis and served as a trusted resource for 5 research groups • Developed a comprehensive natural gas supply/demand model that formed the basis for industry margin forecasts • Authored research for traders, sales force,…
Job: Raytheon Missiles & Defense — Associate Manager, Corporate Strategy & Partnerships · 2006-08 – 2007-07 · 11 mo — • Reduced procurement costs by over 10% ($5M) through cross-functional strategy involving supplier partnerships and driving internal change in product development processes • Negotiated long-term strategic supplier partnerships worth over $50M for a major supply chain overhaul • Established corporate supplier strategy by incorporating risk management, technology roadmaps and market trends • Identified the top four performing companies in Hybrids, Substrates, and Multi-Chip module groups through due diligence efforts: models, financial, operational, management, technical, competitiveness, market sizing, risk and industry trends
Job: Raytheon Missiles & Defense — Process Engineer, Business Process Innovation · 2004-10 – 2006-10 · 2y — Developed and implemented operational processes for enhanced product development and manufacturing. • Reduced program cost & schedule overruns by developing and implementing an innovative project management process utilizing a quant algorithm to forecast impact of product development metrics • Led a team to perform internal audit to help Space & Airborne division achieve CMMI Level 4 & 5 certification • Achieved over 90% compliance with Sensors Center metrics process deployment by leveraging internal relationships Awards: • Raytheon Achievement Award (October 2005) • Raytheon Spotlight on Team Excellence Award (September 2005) • Raytheon Spotlight on Team Excellence Award (June 2005) • Ra…
Job: Raytheon Space and Airborne Systems — Analog / Digital Microprocessor Desgin Engineer, Research and Development · 2004-10 – 2006-08 · 1y 10mo — • Led product verification team for the direct digital synthesizer (DDS) and related radio frequency (RF) module • Helped develop the next generation waveform module microprocessor for advanced radar systems
School: Harvard Business School — MBA, Strategy, Finance and Asset Management (VC/PE)
School: Stanford University Graduate School of Business — Executive Program
School: London School of Economics and Political Science — Economics/Econometrics
School: University of California, Los Angeles — Masters of Science, Electrical Engineering -- Wireless Integrated Circuits and Systems
School: Vanderbilt University — Bachelor of Engineering, Triple Major: Electrical Engineering (Honors), Computer Science, Mathematics with Minor in Physics

Skills

SalesforceProduct ManagementProduct MarketingFinancial ModelingValuationDue DiligenceVenture CapitalCorporate FinanceFinancial AnalysisInvestmentsInvestment BankingEquitiesQuantitative AnalysisProduct DevelopmentEquity ResearchAsset ManagementTeam-orientedBusiness StrategyStart-upsEntrepreneurshipCorporate Strategy Formulation

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Hanish Rathod

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