Hubspot
Anurag Roongta
Associate Director, Revenue Operations
Bengaluru
Summary
Dedicated and accomplished Associate Director of Revenue Operations with a strong focus on optimizing operational efficiency and driving revenue growth. Leveraging 5 years of experience at DataWeave, I pioneered the development of Sales Ops, CS Ops, and Marketing Ops frameworks, streamlining processes and analyses across departments. My expertise in conducting assessments and identifying process gaps has allowed me to design and implement targeted solutions, leading to enhanced productivity and improved reporting structures.
Overview
12
12
years of professional experience
7
7
years of post-secondary education
Work History
Associate Director, Revenue Operations
DataWeave
8 2022 - Current
- Pioneered the development of Sales Ops, CS Ops, and Marketing Ops frameworks, establishing streamlined processes and analyses across departments
- Conducted comprehensive assessments of Sales, Marketing, and Customer Success processes, identifying gaps and bottlenecks to devise targeted solutions
- Designed and implemented effective solutions to address bottlenecks, encompassing process improvements, metrics definition, and the establishment of robust reporting structures
- Demonstrated technical expertise by automating existing reports and processes, optimizing efficiency and accuracy
- Successfully streamlined the CRM (Hubspot) and CS Tool (Planhat), enhancing data accessibility and collaboration between teams
- Conducted thorough evaluations of multiple sales and customer success enablement tools, guiding the selection of the most suitable solutions
- Collaborated with leadership on strategic business decisions, providing valuable insights into GTM (Go-to-Market) strategy, lead generation, and marketing strategies
- Designed and owned the OKR framework for the Revenue Growth vertical, ensuring timely tracking and insights into the progress of the OKRs and their measurable impact on the company's overall revenue growth
- Partnered with the Customer Success and Account Management teams to identify and capitalize on expansion opportunities for existing clients
- Facilitated sales and customer success reviews with leadership during offsite meetings, ensuring transparency and alignment with business objectives
- Collaborated with the Finance team to design incentive structures and improve revenue reporting accuracy
- Provided leadership with a holistic view of key performance indicators, including pipeline analysis, new revenue, retention and expansion metrics, win-loss analysis, client health metrics, churn forecasting, and engagement planning
- Concurrently fulfilled the role of Senior Manager, Customer Success, leading a team of one Sales and Marketing Ops Analyst, two CS Ops analysts, and two Customer Success Managers.
Senior Manager, Customer Success
DataWeave
09.2021 - 12.2022
- Successfully led a team of two Customer Success Managers (CSMs) responsible for managing a substantial revenue of approximately $3 million
- Effectively supervised both internal and external meetings and calls conducted by the CSMs, providing valuable feedback for improvement. This led to an impressive increase in Net Promoter Score (NPS) from 7 to 10 for three top-tier clients
- Demonstrated exceptional multitasking abilities by handling multiple escalations simultaneously, collaborating with the team to achieve swift and satisfactory resolutions
- Proactively identified areas for team development and facilitated their growth by providing necessary training and courses to enhance their skills and expertise
- Collaborated closely with the Account Management and senior leadership teams, regularly engaging with strategic contacts to provide insights on current engagements, use cases, and the impact of solutions. These efforts contributed significantly to the growth and retention of key accounts
- Exhibited strong problem-solving and collaboration skills by working closely with internal and external stakeholders to address complex challenges that required collective expertise
- Set clear and measurable goals for the team and regularly monitored their progress, providing continuous support for their career advancement and professional growth
- Concurrently fulfilled the role of a Customer Success Manager for key strategic accounts, demonstrating hands-on expertise in managing crucial client relationships.
Manager, Customer Success
DataWeave
07.2019 - 09.2021
- Led the management of a diverse portfolio of Enterprise accounts, with a cumulative Annual Recurring Revenue (ARR) of $2.75 million, including the top 2 clients generating a combined ARR of $1.5 million
- Cultivated and nurtured strong relationships with high-level executives, such as Directors, VPs, COOs, and CEOs, fostering a collaborative approach to customer success
- Skillfully resolved multiple escalations, successfully transitioning 3 highly escalated accounts to a stable Business-As-Usual (BAU) state, showcasing exceptional problem-solving abilities
- Achieved an impressive 81% retention rate over a 2-year period, demonstrating a keen focus on customer satisfaction and long-term relationships
- Effectively managed 10 Proof-of-Concepts Projects (POCs) from inception to completion, boasting an outstanding conversion rate of 80%, highlighting persuasive and solution-oriented skills
- Made significant contributions to Marketing initiatives, aiding the marketing team in obtaining G2 crowd reviews and other valuable testimonials from satisfied clients
- Actively participated in team building efforts by referring 5 candidates, resulting in the successful conversion of 3 individuals into Customer Success Managers (CSMs)
- Played a pivotal role in the onboarding process for 5 new team members, guiding them through a seamless onboarding experience and ensuring a smooth transition
- Collaborated extensively with internal and external stakeholders, leveraging effective communication and relationship-building skills to address business challenges for both DataWeave and its clients
- Developed the CSM Playbook from scratch, creating comprehensive guidelines for CSMs at every stage of the customer lifecycle, along with checklists and essential documentation, including an extensive Knowledge Base for reference.
Customer Success Manager
Simplotel
12.2018 - 04.2019
- Led and supervised the Customer Success Department, overseeing a team of four analysts, and successfully managed the following tasks:
- Demonstrated strong communication skills to address client concerns via inbound calls, emails, messages, and tickets, ensuring timely resolution and client satisfaction.
- Provided valuable consultation to clients on growth strategies, showcasing excellent business acumen and industry expertise.
- Leveraged persuasive skills to convince clients to adopt new products and features launched by the Tech team, driving product adoption and customer retention.
- Devised comprehensive plans and charters to optimize departmental operations, ensuring smooth functioning and efficient client management:
- Exhibited effective leadership by assigning dedicated account managers to active clients, fostering strong client relationships through regular communication and rapport-building.
- Set departmental goals and established measurable targets, enabling performance evaluation and continuous improvement.
- Utilized exceptional motivational skills to inspire the team through team-building activities, outings, and personalized interactions.
- Managed high-value accounts with a monthly recurring revenue (MRR) of more than INR 2 lakhs, demonstrating exemplary analytical and marketing skills:
- Conducted regular business analysis using Google Analytics and Webmasters for the website, extracting actionable insights for clients' growth.
- Analyzed hotel bookings data for clients and provided valuable suggestions to optimize conversion rates.
- Proficiently handled Google Ads and Google My Business pages for clients at a beginner level, ensuring effective online visibility and brand presence.
Senior Consultant
PwC
05.2018 - 09.2018
- Worked extensively on projects in the petrochemicals and LNG sectors, focusing on devising market entry strategies, conducting comprehensive feasibility analyses, and facilitating international trade.
- Conducted in-depth market studies of 25 petrochemical products on both global and national scales, resulting in a prioritized ranking of viable product opportunities.
- Undertook a thorough feasibility analysis of the ethylbenzene value chain, providing key recommendations for optimal product selection and capacity configurations.
- Employed data-driven techniques to assess trade volumes for petrochemical products at Dahej port, delivering accurate long-term volume forecasts.
- Conducted a detailed analysis of the Indian LNG market in various industrial segments, including refineries, CGD, and petrochemicals.
- Developed strategic proposals catering to national and international clients across diverse domains.
- Successfully crafted a proposal for target shortlisting for the acquisition of a company in the carbon fibre industry.
- Prepared comprehensive proposals for feasibility analyses of bio-refinery setups in India and South Africa.
- Presented a proposal for establishing a petrochemical trading hub in Bangladesh.
- Created a detailed proposal encompassing location and financial analysis for setting up a PVC plant in Taiwan.
- Spearheaded a proposal for the feasibility analysis of a polypropylene (PP) plant in Vietnam.
- Demonstrated leadership by managing teams of three or more consultants for the aforementioned projects.
- Actively participated in bidding for consultancy services through tenders floated by various PSU Oil & Gas Companies.
- Acted as the Single Point of Contact (SPOC) for brand management, overseeing marketing collaterals and project deliverables.
- Made substantial contributions in preparing thought leadership pieces, flyers, and sales pitch presentations, significantly enhancing marketing efforts.
Consultant
PwC
07.2016 - 04.2018
- Feasibility Study of Ethylbenzene-based Value Chain Products:
Conducted an extensive analysis of the ethylbenzene-based value chain to identify high-potential products for market entry and growth. - Employed advanced time series analysis techniques to forecast global supply, demand, and pricing trends for screened products until 2030.
- Performed a comprehensive review of feedstock options, cutting-edge technologies, and market-driven product substitution trends for shortlisted products.
- Utilized a market analysis approach, manufacturing process review, and competitiveness analysis to determine the Total Addressable Market and strategic opportunities.
- Market Study of Petrochemicals in India:
- Led a comprehensive market study encompassing 24 petrochemical products with a focus on India's growth potential and key international players.
- Utilized robust forecasting models to project supply, demand, and trade dynamics for petrochemical products globally up to 2035.
- Identified end-user industries and conducted a region-specific demand analysis to pinpoint lucrative market segments within India.
- Calculated product prices with a detailed cost of production, logistics, feedstock, and technology assessment, resulting in actionable net realization strategies.
- Traffic Assessment at Dahej Port for Petrochemicals:
- Spearheaded a thorough feasibility analysis for petrochemical imports through Dahej port, optimizing transportation and logistics efficiency.
- Analyzed historical import patterns across various ports, leveraging data-driven insights for informed decision-making.
- Developed a forward-looking traffic movement forecast using the Total Logistics Cost Framework, supporting long-term planning for the next 15 years.
Mechanical Engineer
Grasim Industries Limited, Pulp & Fibre
07.2012 - 05.2014
- Utilized the SAP ERP system to track purchase requisitions (PRs) and purchase orders (POs) across multiple projects, creating detailed status reports to monitor material deliveries.
- Maintained constant communication with vendors, suppliers, and the material department, ensuring accurate reporting and efficient coordination.
- Generated regular inventory reports to track assets in use and provided comprehensive explanations for materials not in use.
- Conducted thorough feasibility analyses and return on investment (ROI) assessments to design new projects, identifying potential cost savings and business benefits.
- Prepared detailed material and cost estimates and sanctioned reports for new Financial Year projects, ensuring accurate budgeting and funding approval.
- Oversaw the installation of projects and managed maintenance activities during the Annual Plant Shutdown, ensuring smooth operations and adherence to safety protocols.
Education
MBA - European Business
07.2014 - 02.2016
MBA - International Management
07.2014 - 03.2016
Bachelors of Technology - Mechanical Engineering
07.2008 - 05.2012
Skills
Leadership and Team Management
Strategy and Operations
Revenue Analysis and Forecasting
Key relationship management
Inter-department collaboration
Microsoft Outlook, Word and Excel
Software
Planhat
Microsoft Excel
Microsoft Powerpoint
Google Analytics
Languages
English
Advanced
Hindi
Advanced
Spanish
Intermediate
Timeline
Senior Manager, Customer Success - DataWeave
09.2021 - 12.2022
Manager, Customer Success - DataWeave
07.2019 - 09.2021
Customer Success Manager - Simplotel
12.2018 - 04.2019
Senior Consultant - PwC
05.2018 - 09.2018
Consultant - PwC
07.2016 - 04.2018
ESCP Business School - MBA, European Business
07.2014 - 02.2016
Management Development Institute (MDI) - MBA, International Management
07.2014 - 03.2016
Mechanical Engineer - Grasim Industries Limited, Pulp & Fibre
07.2012 - 05.2014
Malaviya National Institute of Technology (MNIT) - Bachelors of Technology, Mechanical Engineering
07.2008 - 05.2012
Associate Director, Revenue Operations - DataWeave
8 2022 - Current