Karthik Narayanan
Revenue Operations Leader | GTM Strategy, Sales Operations, SaaS Growth, Forecasting & Pipeline Optimization
ex-MotiveI am a driven and results-oriented Revenue Operations & GTM Strategy executive with 20+ years of experience leading global teams, transforming operating models, and delivering measurable growth across both large multinational corporations and high-growth organizations.
More
I have built a career on turning Revenue Operations into a true growth engine—aligning sales, marketing, and customer success to drive predictable, scalable revenue. I’ve partnered with CROs, CFOs, and GTM leaders to redesign coverage models, build capacity plans, and optimize compensation structures, while bringing data-driven clarity to complex decisions. At Collibra, I reduced GTM spend by $5M while driving an 80% Y/Y increase in multi-year deals. At Motive, I led the redesign of the GTM coverage model resulting in improved AE productivity by 27%. At Citrix, I led the WW Sales Operations group supporting $3B+ in revenue, increasing forecast accuracy by 30%, fueling pipeline growth and increasing pipelne conversion rates. My mission: to transform Revenue Operations into a strategic driver of growth and efficiency, aligning people, process, and technology so organizations can scale with confidence. I can be reached at net
GTM Index
- INSTRUCTUREJOB
- VP, Revenue Operations6M
Vice President, Revenue Operations
Instructure
- COLLIBRAJOB
- Global Head of GTM Operati…2Y 11M
Global Head of GTM Operations & Strategy
Collibra
Lead GTM Operations function at Collibra. Provide operations and strategic support to all customer facing functions. Business advisor to CRO, CMO, and CCO at Collibra. Partner with company leadership to translate company objectives into actionable GTM strategies and targets to drive New ARR growth and retention. Key Achievements: * Transformed coverage & compensation models – Redefined field sales structure, territories, and incentives, driving an 80% Y/Y increase in multi-year deals and 20% improvement in partner/BDR productivity. * Annual GTM planning & execution – Owned end-to-end GTM strategy, quota design, and compensation planning across all customer-facing teams. * Operational effi…
- MOTIVEJOB
- Senior Dir, Sales Strategy…11M
Senior Director, Sales Strategy & Operations
Motive
Led sales strategy and operations for a high-growth GTM organization, partnering directly with the CRO and cross-functional leaders to scale processes, improve productivity, and deliver measurable business impact. Key Achievements: * Accelerated growth: Redefined GTM segmentation, introducing a Named Account model and AE specialization that delivered a 27% boost in sales productivity. * Enabled scalability: Partnered with FP&A to design long-range capacity and coverage models, aligning GTM execution with the product roadmap and corporate goals. * Increased efficiency: Drove $10M+ in savings through GTM headcount optimization, tool rationalization, and budget management. * Strengthened acco…
- CITRIX SYSTEMSJOB
- Senior Dir, WW Sales Strat…2Y 1M
Senior Director, WW Sales Strategy & Operations
Citrix Systems
Promoted to lead Citrix’s global sales operations function, managing a 40+ person team across 3 regions and supporting a $3B+ revenue organization. Oversaw GTM strategy, annual planning, sales programs, forecasting, partner and renewal operations, and reporting. Key Achievements: * Revenue accountability – Owned ACV/TCV bookings policy and governance, overseeing $3B+ in annual transactions and system enhancements. * Strategic planning leadership – Directed annual GTM planning, covering compensation strategy, bookings plan, headcount and territory design, and quota deployment. * M&A integration – Led operations workstream for the $2.3B Wrike acquisition, integrating systems, consolidating A…
- Dir, Sales Operations4Y 1M
Director, Sales Operations
Citrix Systems
Led Sales Forecasting and Pipeline Analytics team in WW Sales Strategy & Operations. Served as a trusted business partner to Chief Revenue Officer and sales leadership on all topics related to forecast, pipeline management, and market intelligence functions. Key Achievements: *Mentored and managed a team of 7 direct reports. Successfully transformed an underperforming team into one of the highest performing groups within Sales Operations (NPS Score = 90) *Developed analytical framework for measuring and predicting CQ+1 – CQ+4 performance with over 90% accuracy. Required pipeline coverage rates reduced by 40% over a 3-year period. *Owned global sales forecast process, governance, and repo…
- Senior Mgr, Business Strat…1Y 9M
Senior Manager, Business Strategy - Professional Services
Citrix Systems
Acted as Chief of Staff for VP, Professional Services. Manage a team responsible for strategic planning, pricing, and business analytics for Professional Services at Citrix. Key Achievements: *Identified $5M in margin improvement for ES by renegotiating existing agreements with vendors *Established KPIs for Education Services Business Unit and overhauled business management system in order to provide real-time visibility into business performance *Led annual planning efforts for ES with Finance and built detailed bottoms-up plan including establishing growth targets by product line to achieve financial goals
- DELL TECHNOLOGIESJOB
- Senior Mgr, Business Trans…1Y 8M
Senior Manager, Business Transformation Programs Office
Dell Technologies
Portfolio Optimization, Program Management, Business Analytics - Business Transformation Programs Office. Led cross-functional teams that were responsible for delivering data driven insights for transformation initiatives across the organization. Key Achievements: * Led a team of data scientists and database engineers to analyze ~40M PC shipments using tools such as Tableau and SAS to identify patterns in customer buying behavior. Collaborated with product marketing, merchandising, and regional teams to recommend a fixed hardware configuration catalog, effectively reducing product complexity by an estimated 75%. * Analyzed sales data to identify key trends/patterns associated with adoptio…
- Strategic Planning Consult…11M
Strategic Planning Consultant, End-User Computing Solutions
Dell Technologies
Partnered with internal and external stakeholders to develop industry benchmarks and provide market insights to the executive leadership team for strategic planning. Key Achievements: * Developed landed cost and profitability benchmarks against major PC competitors to identify key levers driving cost/profitability differences. Proposed strategic alternatives to address cost gaps and identified cost saving opportunities in excess of $50M
- HPJOB
- Senior Product Mgr, Retail…2Y
Senior Product Manager, Retail Solutions
HP
Senior Product Manager (Retail Segment Lead) in the Large-Format Printing Supplies & Solutions Group. Owned and managed large-format output product portfolio and roadmap. Key Achievements: * Developed and maintained 3-year product roadmap by conducting extensive primary and secondary research * Successfully positioned product portfolio and established product pricing. Grew segment revenue by 150% in 12 months * Led the development and launch of a home decor solution for Fortune-1 retailer * Conducted an in-depth profitability analysis of over 150 SKU's for the HP Large-Format Printing Materials business. Developed FY'10 obsolescence plan that resulted in savings of $5M Day-to-Day Activ…
- POLYCOMJOB
- Pricing Strategy Intern2M
Pricing Strategy Intern
Polycom
Interacted with key stakeholders and collaborated with third-party vendors to identify and define core system requirements for the Product Information Management (PIM) solution. Defined as-is and to-be business processes for pricing operations organization. Key Achievements: * Consulted with decision makers throughout the organization to streamline product lifecycle management processes. Reduced cycle time by an estimated 25% for the NPI and End-of-Life business processes.
- APPIAN CORPORATIONJOB
- Senior Product Eng3Y 6M
Senior Product Engineer
Appian Corporation
Founding member of Appian Support Services team. Developed best practices and managed support team of 10+ engineers as product sales ramped up. Assisted and advised partners/customers on product launch and implementation strategy. Worked with marketing, sales, professional services, and product management teams on developing new product features and addressing current product limitations.
- Job: Instructure — Vice President, Revenue Operations (RevOps) · 2026-04 – present · 4 mo
- Job: Collibra — Global Head of GTM Operations & Strategy (Head of GTM Engineering) · 2023-05 – 2026-04 · 2y 11mo — Lead GTM Operations function at Collibra. Provide operations and strategic support to all customer facing functions. Business advisor to CRO, CMO, and CCO at Collibra. Partner with company leadership to translate company objectives into actionable GTM strategies and targets to drive New ARR growth and retention. Key Achievements: * Transformed coverage & compensation models – Redefined field sales structure, territories, and incentives, driving an 80% Y/Y increase in multi-year deals and 20% improvement in partner/BDR productivity. * Annual GTM planning & execution – Owned end-to-end GTM strategy, quota design, and compensation planning across all customer-facing teams. * Operational effi…
- Job: Motive — Senior Director, Sales Strategy & Operations · 2022-06 – 2023-05 · 11 mo — Led sales strategy and operations for a high-growth GTM organization, partnering directly with the CRO and cross-functional leaders to scale processes, improve productivity, and deliver measurable business impact. Key Achievements: * Accelerated growth: Redefined GTM segmentation, introducing a Named Account model and AE specialization that delivered a 27% boost in sales productivity. * Enabled scalability: Partnered with FP&A to design long-range capacity and coverage models, aligning GTM execution with the product roadmap and corporate goals. * Increased efficiency: Drove $10M+ in savings through GTM headcount optimization, tool rationalization, and budget management. * Strengthened acco…
- Job: Citrix Systems — Senior Director, WW Sales Strategy & Operations · 2020-05 – 2022-06 · 2y 1mo — Promoted to lead Citrix’s global sales operations function, managing a 40+ person team across 3 regions and supporting a $3B+ revenue organization. Oversaw GTM strategy, annual planning, sales programs, forecasting, partner and renewal operations, and reporting. Key Achievements: * Revenue accountability – Owned ACV/TCV bookings policy and governance, overseeing $3B+ in annual transactions and system enhancements. * Strategic planning leadership – Directed annual GTM planning, covering compensation strategy, bookings plan, headcount and territory design, and quota deployment. * M&A integration – Led operations workstream for the $2.3B Wrike acquisition, integrating systems, consolidating A…
- Job: Citrix Systems — Director, Sales Operations · 2016-03 – 2020-04 · 4y 1mo — Led Sales Forecasting and Pipeline Analytics team in WW Sales Strategy & Operations. Served as a trusted business partner to Chief Revenue Officer and sales leadership on all topics related to forecast, pipeline management, and market intelligence functions. Key Achievements: *Mentored and managed a team of 7 direct reports. Successfully transformed an underperforming team into one of the highest performing groups within Sales Operations (NPS Score = 90) *Developed analytical framework for measuring and predicting CQ+1 – CQ+4 performance with over 90% accuracy. Required pipeline coverage rates reduced by 40% over a 3-year period. *Owned global sales forecast process, governance, and repo…
- Job: Citrix Systems — Senior Manager, Business Strategy - Professional Services · 2014-05 – 2016-02 · 1y 9mo — Acted as Chief of Staff for VP, Professional Services. Manage a team responsible for strategic planning, pricing, and business analytics for Professional Services at Citrix. Key Achievements: *Identified $5M in margin improvement for ES by renegotiating existing agreements with vendors *Established KPIs for Education Services Business Unit and overhauled business management system in order to provide real-time visibility into business performance *Led annual planning efforts for ES with Finance and built detailed bottoms-up plan including establishing growth targets by product line to achieve financial goals
- Job: Dell Technologies — Senior Manager, Business Transformation Programs Office · 2012-08 – 2014-04 · 1y 8mo — Portfolio Optimization, Program Management, Business Analytics - Business Transformation Programs Office. Led cross-functional teams that were responsible for delivering data driven insights for transformation initiatives across the organization. Key Achievements: * Led a team of data scientists and database engineers to analyze ~40M PC shipments using tools such as Tableau and SAS to identify patterns in customer buying behavior. Collaborated with product marketing, merchandising, and regional teams to recommend a fixed hardware configuration catalog, effectively reducing product complexity by an estimated 75%. * Analyzed sales data to identify key trends/patterns associated with adoptio…
- Job: Dell Technologies — Strategic Planning Consultant, End-User Computing Solutions · 2011-09 – 2012-08 · 11 mo — Partnered with internal and external stakeholders to develop industry benchmarks and provide market insights to the executive leadership team for strategic planning. Key Achievements: * Developed landed cost and profitability benchmarks against major PC competitors to identify key levers driving cost/profitability differences. Proposed strategic alternatives to address cost gaps and identified cost saving opportunities in excess of $50M
- Job: HP — Senior Product Manager, Retail Solutions · 2009-09 – 2011-09 · 2y — Senior Product Manager (Retail Segment Lead) in the Large-Format Printing Supplies & Solutions Group. Owned and managed large-format output product portfolio and roadmap. Key Achievements: * Developed and maintained 3-year product roadmap by conducting extensive primary and secondary research * Successfully positioned product portfolio and established product pricing. Grew segment revenue by 150% in 12 months * Led the development and launch of a home decor solution for Fortune-1 retailer * Conducted an in-depth profitability analysis of over 150 SKU's for the HP Large-Format Printing Materials business. Developed FY'10 obsolescence plan that resulted in savings of $5M Day-to-Day Activ…
- Job: Polycom — Pricing Strategy Intern · 2009-06 – 2009-08 · 2 mo — Interacted with key stakeholders and collaborated with third-party vendors to identify and define core system requirements for the Product Information Management (PIM) solution. Defined as-is and to-be business processes for pricing operations organization. Key Achievements: * Consulted with decision makers throughout the organization to streamline product lifecycle management processes. Reduced cycle time by an estimated 25% for the NPI and End-of-Life business processes.
- Job: Appian Corporation — Senior Product Engineer · 2004-09 – 2008-03 · 3y 6mo — Founding member of Appian Support Services team. Developed best practices and managed support team of 10+ engineers as product sales ramped up. Assisted and advised partners/customers on product launch and implementation strategy. Worked with marketing, sales, professional services, and product management teams on developing new product features and addressing current product limitations.
- School: Rice University — MBA
- School: The University of Texas at Austin — BS, Electrical Engineering
- School: International School of Penang, Uplands — IGCSE A-Levels, Mathematics, Physics, Chemistry
Skills
Playbooks
All playbooks →No playbooks indexed for this profile yet.
More GTM Engineers
Browse all →- Henry HernándezSenior Solutions Engineer @ TrendAI | Cloud & AI security that makes sense — for the people who run it, build it & buy it | Vision One · CNAPP · XDR · Exposure Mgmt · GTM Engineer · ADHD Coach · Father · Human
Trend Micro
ex-Turbonomic
- Michael Zhang Qiangex-Azure OpenAI, Sustainable AI Business Builder
Googleex-Microsoft
- Pierre NdiayeVP and Go-to-Market Acceleration | Driving profitable growth through AI-first operating models, cross-functional collaboration, and outcome-led execution. Shipped, not theorized.
Red Hat
ex-SharkNinja
- Ameen Khan SThought Leader in Data Manangement | Data & AI | GTM | Field Technical Advisor | Mentor | Public Speaker
Amazon Web Services (AWS)ex-Cognizant
