Becky Stone

Leading Revenue Operations at Morning Consult, architecting scalable systems and processes to drive growth across professional services and SaaS business lines. -Building and leading high-performing RevOps teams to deliver operational excellence and cross-functional alignment across Sales, Marketing, Customer Success, and Finance -Driving data-driven decision-making through advanced analytics, forecasting, and revenue reporting that enables executive leadership and board-level insights -Architecting the business technology stack and implementing AI-driven solutions to enhance forecasting, pipeline management, and operational efficiency -Leading GTM planning, capacity modeling, territory design, and compensation frameworks to optimize revenue growth and customer value

Revenue operations leader specializing in building predictable demand systems for growth-focused companies. Leverage advanced AI tools, CRM best practices, and sales process optimization to transform fragmented data into clear strategy, scalable processes, and measurable revenue outcomes. Known for bridging strategy and execution to create sustainable systems that drive growth. -Consolidating & cleansing multiple databases, implementing a unified sales process that improves data accuracy and pipeline visibility. -Built and automated an AI-powered intent data system, streamlining lead qualification and boosting conversion efficiency.

Transformed CRM database and platform, inclusive of CPQ, to re-engineer data structure and overhaul comprehensive commercial, product and financial datasets & processes in support of scalable growth. Implemented systems mapping in support of Quote to Cash initiatives and consistent & reliable invoicing, down to product and revenue categories. Implemented multiple cross-function processes & operations to support Sales Development, Sales, Customer Experience, Support, Partnerships and Finance to drive efficiency & profitable growth. ● Modified full Lead to Revenue process & custom development work to meet updated corporate business requirements as part of acquisition activity. ● Optimized revenue operations and customer experience/data management functions increasing bookings by 56% and revenue by 136% in one year.

I was brought on with CGM to establish and reinforce core business values, revenue operations functions, and a highly skilled revenue operations management team. As a result of my contribution to process optimization and revenue strategy development, CGM saw revenue growth from $1M to $4M within 2 years. Bringing the same revenue strategy and operationalization to clients, I counseled and guided client companies experiencing growth. My efforts focused on bringing product(s) to market, and meeting revenue goals quickly and sustainably via robust revenue strategy and analysis, establishing and optimizing operational cadence and processes, and driving business line growth. - Built and implemented novel internal revenue operations and full-funnel demand generation functions growing from $0 to more than $1M within 2 years. - Established scalable and future-focused RevOps functions, enabling executional excellence and optimized performance for continued growth and development.

I provided subject matter expertise and guided client companies experiencing growth. My efforts focused on bringing product(s) to market, and meeting revenue goals quickly and sustainably by establishing intelligent systems to drive revenue, establish and optimize strategy with operational cadence and processes.

Oversee marketing consulting projects in conjunction with 621 Consulting, a strategic partner of Compound Growth Marketing

During my time with Workable I was an integral part of the commercial management team. Our work was dedicated to growing the Sales team from 5 to over 100, including the Sales & Marketing Operations team from 1 to 8. As part of this growth, I spearheaded the full development of the CRM (salesforce.com), which involved creating the Qualification & Sales Process/Stages and building a proprietary Configure Price Quote/Invoicing system between Salesforce.com, NetSuite & backend Product to support global billing in multiple currencies. Concurrently, I led the development of the organization’s sales onboarding & training program which reduced onboarding time by 50% and hired over 100 Sales employees. My work necessitated regular collaboration with legal, compliance, product, and finance to ensure alignment of commercial gain and risk. As a result of the positive impact and successful oversight, I was trusted to make unilateral decisions, and interface with stakeholders across all business units, sales, and marketing. - Developed, implemented, and maintained the Configure Price Quote system and automated Quoting/Invoicing. This involved creating processes and data mapping, collecting business requirements, overseeing development, and implementation and roll out. - Enhanced real time reporting on all commercial efforts and increased affinities across all metrics to drive revenue growth and advise executive leadership on data informed strategic decision making. - Built Outbound Business Development program responsible for 50% of pipeline creation for Global Sales with a focus on enterprise go to market approach for small to medium client organizations. - Developed RFP Desk and supported a 40%-win rate for RFP responses, involving Sales enablement, and assisting in RFP & sales support. - Developed incentive compensation strategy with C-suite and operationalized to drive results via enablement and real-time performance reporting across all levels of the business

In this role I oversaw and led the entire sales operations department. This involved establishing project timelines, forecasting, conducting revenue and sales performance analysis, and developing robust operations strategies. I supervised, developed, trained, and mentored high performing sales and revenue teams to drive organizational growth and profitability increases. Guided revenue strategies and operationalized processes for streamline and efficient approaches to sales and revenue functions.

Within one year of hiring I was promoted to the Director of Global Sales Operations. In this role I drove efficiency improvements for commercial business lines and supported sales/account management teams. As part of this I was relied on as a SME for revenue strategy, sales operations, and change management efforts. My efforts focused efforts on regarding the refinement of sales/revenue systems and processes for greater efficiency and performance across all business units. In pursuit of this, I cultivated strong relationships with finance, sales, and support. - Grew team 100% as a result of improvement efforts and growth in business lines. - Reengineered comp plans for greater measurability, clarity to reps, and real time performance visibility. - Improved business process efficiency and client onboarding to integrated systems, increasing client satisfaction and retention rates.

I was hired here to leverage my expertise in Salesforce and compensation plans. As part of this I managed all sales data, created reports, set sale goals, and created revenue forecasts. My work in this role drove operations improvement and increased efficiency for greater profitability and team performance.

Across all my roles with Iron Mountain I have guided the strategy for Sales Operations and Revenue Strategies, contributing to corporate growth and profitability increases. In my most senior role I was relied on to support 700+ employees in Customer and Business Development for North America. This included developing commissions and compensation plans. Operationally, I created and managed initiatives, projects, and communication, as well as further operationalized initiatives to enhance efficiency, productivity, and success. Driving Sales and Revenue strategies I ensured the attainment of goals to achieve revenue growth via project management, leveraged sales tools, and facilitating training & documentation. I also, managed the Bid Process in response to RFPs for large opportunities. 2010 - 2012 Member of Board of Directors for local Chapter of the Association of Proposal Management Professionals (APMP).

Based on superior performance contributing to sales operations efficiency I was promoted to Senior Proposal Manager. In this role I managed the bid process for large opportunities. This involved engaging with internal and external stakeholders to gather information, create timelines, and facilitate effective full life cycle sales operations. I was relied on as a SME to provide guidance, support, and management of sales team with distributed workloads.

My efforts here were focused on identifying and engaging with stakeholders, managing large opportunity bid processes, and guiding revenue and sales strategies for clients and the organization. In support of this I wrote and edited proposals, managed timelines, and supported sales teams in the development of material and collateral.

- Board lead in producing award-winning Symposium

Once the operational cadence of the front office was established, I was again promoted. As a Principal Broker I supervised and guided the revenue growth from 2004 startup to $7.43M gross sales in 2006 and increasing net profit. In order to accomplish this I utilized data analysis and reporting to generate forecasting models for clients and the office, and implemented strategic revenue growth strategies. I also took the initiative to acquire broker's license to launch a new sales office with a sales team of 9 agents.

Within the first year with Country Village I was promoted to Office manager and tasked with maintaining accounting and bookkeeping. I prepared tax forms for clients and two offices and provided basic IT and networking support across both offices. As I established this Office Manager position, I was able to optimize and streamline processes related to office administration increasing efficiency and reliability across departments and the organization. Based on the success of the optimized administrative processes I was able to assist in growing the sales team from 3 to 15 agents and trained staff of sales and administrative processes.

Transitioning into real estate I was brought on to support transactions and day-to-day business affairs via administration and communication. As such, I was responsible for scheduling clients appointments and showings as well as scheduling for the office staff. Acquired and developed a deep skill set in real estate and office management via research and classroom training.