Shilah Piggott
Revenue Operations Leader
ex-Cloudflare, Inc.
ex-Twilio Inc.As Vice President of GTM Strategy & Operations at Celonis, I lead global teams across Value Engineering, Services, and Ecosystem functions.
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With a focus on revenue orchestration and partner support, my priorities include driving strategic initiatives and fostering operational excellence to enhance business outcomes. With over three years of prior experience at Cloudflare, I contributed to revenue growth through AI-driven sales process optimization and operational transformation. My work has consistently emphasized streamlining processes, scaling support capacity, and aligning teams with overarching go-to-market strategies to drive measurable impact.
GTM Index
- CELONISJOB
- VP, GTM Strategy & Operati…4M
Vice President, GTM Strategy & Operations
Celonis
Lead the Global Strategy & Operations teams across Value Engineering, Services and Ecosystem
- CLOUDFLARE,JOB
- Senior Dir, Business Appli…3Y
Senior Director, Business Applications & Sales Efficiency
Cloudflare, Inc.
President's Club Winner for GTM Revenue Ops Key Contributor of the Year for 2025. Accelerate Revenue Growth by Elevating Customer Engagement & Sales Experience leading the adoption and embedding of AI and Automation across GTM. Recruited to lead enterprise-wide transformation of GTM business systems, sales support, partner strategy, and operational delivery. Launched the first global outsourcing model for Deal Support and Partner Desk, scaling support capacity with efficiency. Drove 82% adoption of a streamlined single-signature order process within 90 days, accelerating deal velocity. Built global proposal team influencing $33.6M in potential ACV, improving progression rate 10x in first ye…
- TWILIOJOB
- Senior Dir, Communications…4M
Senior Director, Communications Platform Business Operations
Twilio Inc.
• Pricing & Monetization – provide strategic pricing support for new and existing offers across the Communications Platform including list price maintenance, automation efforts for tiered pricing, and promotional evaluations. • Global Deal Strategy – Quote to Signature business process owner providing governance and compliance leadership for the deal life cycle including policy, process, and automation. • Strategy & Operations – Lead highly strategic, cross-functional projects that drive significant revenue impact and reduce operational expense. • Program Management Office – Confluence of Technical program management, business system architecture and training program managers designed to dr…
- Senior Dir, Global Deal St…2Y 2M
Senior Director, Global Deal Strategy & Operations
Twilio Inc.
• Lead business transformation for Global deal strategy team responsible for overseeing the negotiating, structuring, and management of nonstandard contractual documents that establish business relationships with customers and partners. • Built team from 18 to 55 FTE including Deal Strategy, Support, Proposal / Bid Management, Policy & Process Improvement and Analytics. Developed career development framework that was adopted globally resulting in 98% Management Effective score. • Established Global Approval Matrix and Sales Policy Guide to remove friction from the life cycle and improve the account executive experience resulting in 76% reduction in work required to be touched by Legal.
- RED HATJOB
- Dir, GTM Operations1Y 10M
Director, GTM Operations
Red Hat
• Transformed Commercial & Public Sector Deal Desk to align with enterprise selling goals. • Scaled organization from 8 to 40+ with global adoption of standardized onboarding and development programs. • Oversaw all commercial negotiations and deal structure strategies to enable consistent, scalable revenue execution.
- VERITAS TECHNOLOGIESJOB
- Senior Dir, Sales Operations1Y 8M
Senior Director, Sales Operations
Veritas Technologies LLC
• Recruited to own operations for $600M sales org, including RFX, coverage modeling, and strategic planning. • Led multilingual operations team of 20+ supporting over 300 field sellers across the Americas. • Advised on global coverage models and business systems improvements to enhance forecast accuracy and pipeline hygiene.
- ORACLEJOB
- Senior Dir, NAA Business O…2Y 7M
Senior Director, NAA Business Operations, Field Operations & Governance
Oracle
• Lead team of 30+ tasked with providing best of class sales and business operations support including managing team of Chief’s-of-Staff, BRD and implementation of CRM tooling, project management, forecasting and pipeline hygiene, territory management, compensation strategy and policy, for >$1.5B License and SaaS business supporting >4,500 employees. • Defined, designed, and built Customer Success and Insides Sales Business Operations support teams.
- Senior Dir, Sales Operations14Y 4M
Senior Director, Sales Operations
Oracle
• Directed go-to-market planning, M&A integration, and analytics for North America Applications. • Managed team of Chiefs of Staff, improving coverage, performance, and business reviews. • Established Customer Success and Inside Sales Operations teams. • Led Business Intelligence to track KPIs and trends for a $1.5 billion business line. • Integrated acquisitions into North America Applications with strategic planning and training. • Managed the Program Management Office for corporate/customer programs, territory planning, and strategic initiatives.
- Dir of Business Operations…1Y 11M
Director of Business Operations, North America Applications, Analytics, M&A, and Governance
Oracle
• Lead BI & Analytics team creating, analyzing, and managing activity against KPIs, identifying trends for $1.5B LOB. • Lead integration of acquisitions into North America Applications including resource planning, go-to-market, and training. • Ran Program Management Office for corporate initiatives, customer programs, territory planning, and strategic imperatives.
- Sales Operations Mgr10Y 7M
Sales Operations Manager
Oracle
• Sales ops for $250M new and existing customers for High Tech, A&D, E&C, Automotive, CPG, Discrete Manufacturing, and Natural Resource Verticals. • Managed implementation of CRM tool across organization of ~275. • Designed and implemented SOP resulting in additional $1M of Net License on one deal alone, greater than 85% forecasting accuracy, and efficient use of support resources for contract drafting. • Process refinement within Sales Process identified as best practices and cascaded across broader Sales organization of 1,500.
- HEWLETT-PACKARDJOB
- Systems Eng3Y 6M
Systems Engineer
Hewlett-Packard
Provided technical sales support to sales executives for Compaq’s systems integrators and OEM group. Managed team of internal resources and contractors to successfully deliver multi-million dollar SI and OEM projects. Managed cross-functional proposals, contracts, and administration for multi-million dollar engagements. Project planning and cost controls for SI projects, hardware rollouts, and software development. Customers included ADP, SAIC, Boeing, CSC, Lockheed Martin, and the County of San Diego Country.
- Project Coordinator8Y 3M
Project Coordinator
Hewlett-Packard
Developed detailed statement of works and project plans for Systems Integrations program valued from $1M to $250M. Provided financial, statistical reporting, and portfolio tracking for all SI Programs for the Western States Region. Assisted with the day-to-day activities of Program Management Office for DEC’s largest SI project for Boeing (~$150M project).
- Job: Celonis — Vice President, GTM Strategy & Operations · 2026-06 – present · 2 mo — Lead the Global Strategy & Operations teams across Value Engineering, Services and Ecosystem
- Job: Cloudflare, Inc. — Senior Director, Business Applications & Sales Efficiency · 2023-06 – 2026-06 · 3y — President's Club Winner for GTM Revenue Ops Key Contributor of the Year for 2025. Accelerate Revenue Growth by Elevating Customer Engagement & Sales Experience leading the adoption and embedding of AI and Automation across GTM. Recruited to lead enterprise-wide transformation of GTM business systems, sales support, partner strategy, and operational delivery. Launched the first global outsourcing model for Deal Support and Partner Desk, scaling support capacity with efficiency. Drove 82% adoption of a streamlined single-signature order process within 90 days, accelerating deal velocity. Built global proposal team influencing $33.6M in potential ACV, improving progression rate 10x in first ye…
- Job: Twilio Inc. — Senior Director, Communications Platform Business Operations · 2023-02 – 2023-06 · 4 mo — • Pricing & Monetization – provide strategic pricing support for new and existing offers across the Communications Platform including list price maintenance, automation efforts for tiered pricing, and promotional evaluations. • Global Deal Strategy – Quote to Signature business process owner providing governance and compliance leadership for the deal life cycle including policy, process, and automation. • Strategy & Operations – Lead highly strategic, cross-functional projects that drive significant revenue impact and reduce operational expense. • Program Management Office – Confluence of Technical program management, business system architecture and training program managers designed to dr…
- Job: Twilio Inc. — Senior Director, Global Deal Strategy & Operations · 2020-12 – 2023-02 · 2y 2mo — • Lead business transformation for Global deal strategy team responsible for overseeing the negotiating, structuring, and management of nonstandard contractual documents that establish business relationships with customers and partners. • Built team from 18 to 55 FTE including Deal Strategy, Support, Proposal / Bid Management, Policy & Process Improvement and Analytics. Developed career development framework that was adopted globally resulting in 98% Management Effective score. • Established Global Approval Matrix and Sales Policy Guide to remove friction from the life cycle and improve the account executive experience resulting in 76% reduction in work required to be touched by Legal.
- Job: Red Hat — Director, GTM Operations · 2019-02 – 2020-12 · 1y 10mo — • Transformed Commercial & Public Sector Deal Desk to align with enterprise selling goals. • Scaled organization from 8 to 40+ with global adoption of standardized onboarding and development programs. • Oversaw all commercial negotiations and deal structure strategies to enable consistent, scalable revenue execution.
- Job: Veritas Technologies LLC — Senior Director, Sales Operations · 2017-06 – 2019-02 · 1y 8mo — • Recruited to own operations for $600M sales org, including RFX, coverage modeling, and strategic planning. • Led multilingual operations team of 20+ supporting over 300 field sellers across the Americas. • Advised on global coverage models and business systems improvements to enhance forecast accuracy and pipeline hygiene.
- Job: Oracle — Senior Director, NAA Business Operations, Field Operations & Governance · 2014-11 – 2017-06 · 2y 7mo — • Lead team of 30+ tasked with providing best of class sales and business operations support including managing team of Chief’s-of-Staff, BRD and implementation of CRM tooling, project management, forecasting and pipeline hygiene, territory management, compensation strategy and policy, for >$1.5B License and SaaS business supporting >4,500 employees. • Defined, designed, and built Customer Success and Insides Sales Business Operations support teams.
- Job: Oracle — Senior Director, Sales Operations · 2003-02 – 2017-06 · 14y 4mo — • Directed go-to-market planning, M&A integration, and analytics for North America Applications. • Managed team of Chiefs of Staff, improving coverage, performance, and business reviews. • Established Customer Success and Inside Sales Operations teams. • Led Business Intelligence to track KPIs and trends for a $1.5 billion business line. • Integrated acquisitions into North America Applications with strategic planning and training. • Managed the Program Management Office for corporate/customer programs, territory planning, and strategic initiatives.
- Job: Oracle — Director of Business Operations, North America Applications, Analytics, M&A, and Governance · 2012-12 – 2014-11 · 1y 11mo — • Lead BI & Analytics team creating, analyzing, and managing activity against KPIs, identifying trends for $1.5B LOB. • Lead integration of acquisitions into North America Applications including resource planning, go-to-market, and training. • Ran Program Management Office for corporate initiatives, customer programs, territory planning, and strategic imperatives.
- Job: Oracle — Sales Operations Manager · 2002-05 – 2012-12 · 10y 7mo — • Sales ops for $250M new and existing customers for High Tech, A&D, E&C, Automotive, CPG, Discrete Manufacturing, and Natural Resource Verticals. • Managed implementation of CRM tool across organization of ~275. • Designed and implemented SOP resulting in additional $1M of Net License on one deal alone, greater than 85% forecasting accuracy, and efficient use of support resources for contract drafting. • Process refinement within Sales Process identified as best practices and cascaded across broader Sales organization of 1,500.
- Job: Hewlett-Packard — Systems Engineer · 1998-01 – 2001-07 · 3y 6mo — Provided technical sales support to sales executives for Compaq’s systems integrators and OEM group. Managed team of internal resources and contractors to successfully deliver multi-million dollar SI and OEM projects. Managed cross-functional proposals, contracts, and administration for multi-million dollar engagements. Project planning and cost controls for SI projects, hardware rollouts, and software development. Customers included ADP, SAIC, Boeing, CSC, Lockheed Martin, and the County of San Diego Country.
- Job: Hewlett-Packard — Project Coordinator · 1989-10 – 1998-01 · 8y 3mo — Developed detailed statement of works and project plans for Systems Integrations program valued from $1M to $250M. Provided financial, statistical reporting, and portfolio tracking for all SI Programs for the Western States Region. Assisted with the day-to-day activities of Program Management Office for DEC’s largest SI project for Boeing (~$150M project).
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