Sunil Chhabra

Revenue & GTM Operations | CRO & CFO Partner Driving Predictable, Scalable Growth

San Francisco

Amagi

ex-AISERA

ex-Fusion Risk Management

Revenue strategy and GTM operations leader with deep experience scaling high-growth SaaS organizations by operationalizing GTM strategy into predictable, repeatable revenue outcomes.
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Proven partner to CROs and executive teams across forecasting, pipeline management, territory and capacity planning, GTM execution, enablement, and analytics. Known for building scalable revenue infrastructure, aligning Sales, Marketing, and Customer Success, and driving adoption of tools, processes, and insights that improve forecast accuracy, win rates, and revenue efficiency.

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GTM Index

AMAGIJOB
1. VP - Revenue Strategy and…
  6M
AISERAJOB
1. VP of Revenue Operations
  2Y 8M
2. Global Head of Revenue Ope…
  8M
FUSION RISK MANAGEMENTJOB
1. SVP Revenue Operations
  1Y 4M
CONGAJOB
1. VP - GTM, Global Revenue E…
  1Y 1M
VLOCITYJOB
1. VP, GTM, Sales Development…
  2Y 6M
ORACLEJOB
1. VP - Revenue Operations (R…
  4Y 2M
SALESFORCEJOB
1. Senior Dir, GTM & Pre-Sale…
  1Y 11M
HPJOB
1. Senior Dir HP Cloud Mktg
  1Y
CISCOJOB
1. Dir of Product Management…
  5Y 11M
MCAFEEJOB
1. Dir Of Mktg And Product Ma…
  3Y 11M

Job: Amagi — Vice President - Revenue Strategy and Operations · 2026-04 – present · 4 mo — • Leading global teams in SalesOps, MarOps, Deal Desk, and Enablement to enhance operational efficiency. • Addressing common SaaS challenges such as pipeline generation, billing, and Salesforce modernization. • Implemented strategies for data hygiene and product catalog management, streamlining processes across departments.
Job: AISERA — Vice President of Revenue Operations (RevOps) · 2023-08 – 2026-04 · 2y 8mo — • Led the Global Sales Operations function, overseeing teams based in India to enhance operational efficiency. • Directed the Annual Operating Plan (AOP) process for a nearly half-billion dollar ARR company, ensuring alignment with strategic goals. • Fostered collaboration across departments to optimize revenue generation and streamline processes.
Job: AISERA — Global Head of Revenue Operations (RevOps - Marketing, CS, Sales) and Sales Development (RevOps) · 2023-08 – 2024-04 · 8 mo — • Led Revenue Operations (including Sales Ops, Marketing Ops, CS Ops and Enablement functions) - ensuring pipeline hygiene, deal build for the Quarter, forecasting - leading to 20% YoY growth in ARR • Equipped C-suite (including the CEO, CRO and CFO) with actionable insights and recommended actions to improve the health of the business • Led Revenue Strategy, Sales Operations, Marketing Operations, Analytics and Reporting, Pricing and Packaging, Revenue Enablement, Customer Success Alignment, Technology and Systems, Cross-Functional Collaboration, and Sales Development • Led Enterprise West Sales team - in addition to RevOps role - led deal reviews; deal prep; meeting with prospects key sta…
Job: Fusion Risk Management — SVP Revenue Operations (RevOps) · 2024-04 – 2025-08 · 1y 4mo — • Led Revenue Operations and Enablement functions, leading to 14% YoY ARR growth • Created, and implemented a GTM approach for reps to act as "CEOs of their territory" • Proposed and operationalized a simplified comp plan, aligning the organization with bookings, resulting in the company's first signed comp plans in its 17-year history • Developing re-vamped sales lifecycle related processes: rolling out Solution Selling, activities per sales stage and exit criteria per stage using MEDDIC and MEDDPICC frameworks • Built FY25 Strategic Annual Operating Plan - modeled sales capacity planning • Optimized sales team (US vs. EMEA, New vs. Existing, senior reps vs. junior reps) • Cross-functional…
Job: Conga — Vice President - GTM, Global Revenue Enablement, RevOps (RevOps) · 2022-02 – 2023-03 · 1y 1mo — Reduced seller ramp time by > 40% and increased revenue by 28% by building a new team focused on product messaging, positioning and enablement ● Created content, messaging and buyer personas w/ SMEs ● Applied Demand Gen tools (6Sense, Clari, Gong, Brandfolder) ● Created self-paced Onboarding, gamification and badging regimen ● Defined and presented strategy to senior leadership - member of SLT ● Identified and established KPIs to improve sales performance ● Organized and led Sales Kick-O (SKO) - first time in 3 years for 500 sellers; managed $2.5M budget; “best SKO in my career” - CEO Revenue Enablement and Sales Operations ● Identified top performing sellers by vertical, geography and pr…
Job: Vlocity — Vice President, GTM, Sales Development & Global Enablement - Salesforce Industries · 2019-08 – 2022-02 · 2y 6mo — Increased deal velocity by 95% - allowing sellers to pursue more opportunities, resulting in 30% incremental ARR for a Series C SaaS by building a new team of 15 professionals to enable sales/ pre-sales with industry vertical focused positioning, demo engineering and demand gen. Marketing ● Built a high-performing team for content, and demand generation ● Created messaging and content for Salesforce Industries verticals ● Influenced $55M ARR on $150M run-rate business Demand Generation/ Sales Development Reps (SDR) ● Led 8 person Demand Generation team - performed lead scoring, identified MQLs ● Ensured 100 contacts per day across LI, phone and email ● Designed and implemented sequences/c…
Job: Oracle — Vice President - Revenue Operations (RevOps) & BD (RevOps) · 2015-06 – 2019-08 · 4y 2mo — Improved up-sell/cross-sell by 20% at installed base and drove $120M ARR overall for Oracle CX (SaaS CRM) while building high-caliber GTM team GTM (Marketing and Outbound Product Management) ●Led all GTM for industry verticals: created buyer personas, competitive, first call decks ● Developed content, blogs, podcasts, videos and “What Is” series for sellers and partners ● Collaborated with AEs to penetrate new accounts, conduct research and prepare presentations/demos to prospects ● Delivered multiple Oracle Cloud Day keynotes and fireside chats Revenue Enablement and Sales Operations ● Ran Sales Operations function: produced and analyzed reports for e.g., Budget vs. Forecast vs. Closed/W…
Job: Salesforce — Senior Director, GTM & Pre-Sales Salesforce1 Platform Marketing · 2014 – 2015 · 1y — Launched Salesforce1 Platform Spark while creating new team resulting in Salesforce’s focused entry into Enterprise segment and increased ARR by 45% ● Led consultative customer engagements with Fortune 500 accounts ( Safeway, Freeman, BMC, ...) ● Influenced over $10M in ARR in first nine months Partners and Alliances ● Coached partners (e.g., Appirio) on Community Cloud and Salesforce1 Platform
Job: HP — Senior Director HP Cloud Marketing · 2013-04 – 2014-04 · 1y — Created team across all Marketing functions (partners, developer community, competitive, positioning and messaging, thought leadership) - launched HP Cloud - $55M revenue in first year ● Built HP Cloud Marketing department from scratch (25+ headcount) to develop & communicate technology messaging and value proposition ● Created new branding for HP Cloud (HP Helion) with branding agency ● Created first competitive function; developed whitepapers with analysts (IDC, Gartner, Forrester) ● Influenced revenue of $25M in first year Led panel discussions with industry leaders at multiple conferences (e.g., HP Discover and Gartner Summit Orlando) ● Managed $25M budget - created competitive functio…
Job: Cisco — Director of Product Management & Marketing · 2008 – 2013 · 5y — Developed unique IaaS/Cloud value proposition methodology resulting $200M+ deal influence; and also scaling team to over 15 senior professionals across all Cisco product lines; led Cisco Powered Program (CPP) for Partners resulting in 25% increase in partners and 30% increase in revenue ● Created new team of 10 high-performing marketing professionals focused on Service Providers and large Enterprises - influenced $200M+ in deal revenue over five years ● Created messaging, collateral and value-proposition tools for launches ● Created thought leadership Points of View and whitepapers with analysts (IDC, Forrester) ● Managed $2M annual budget Partners and Alliances ● Led Cisco Powered Progra…
Job: McAfee — Director Of Marketing And Product Management · 2005 – 2008 · 3y — Led GTM campaign for Service Providers: built messaging, content and value-prop, engaged with press and analysts to present and test; resulting in 8x growth (to $40M) in 12 month period ● Led GTM strategy including buying journey, launch and pricing ● Created messaging and content for launch of SP focused initiatives ● Engaged with press and analysts to present and test messaging ● Built unique ROI/TCO models for prospects' value-proposition ● Grew SP security business from $5M to $40M in 12 month period ● Focus on end-point encryption, anti-virus signatures and intrusion prevention ● Developed PR, AR decks, 1st call decks, Business Decision Maker and Technical Decision Maker decks
School: University of Michigan - Stephen M. Ross School of Business — MBA, Marketing, Strategy
School: Oakland University — MS, Electrical and Computer Engineering
School: Anna University — BE, Electrical and Electronics Engineering
School: St. Columba's
School: Trailhead by Salesforce — Ranger

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Operations AdministrationBusiness GrowthGrowth ManagementBusiness ReviewsSales LeadershipPerformance MetricsExecutive PresentationsSales OperationsMarketing OperationsPresentation DevelopmentOnline Content CreationDemand GenerationExecutive ManagementPresenterCloud ComputingEnterprise SoftwareProduct MarketingProduct ManagementPresentation SkillsMarketing

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Sunil Chhabra

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