Dhruv Chopra
Sales Operations Specialist
Gurugram
Summary
Results-driven Sales Operations Specialist with 6+ years of cross-functional experience spanning revenue operations, sales enablement, business analysis, and B2B sales. Proven track record of optimizing CRM systems (HubSpot), building scalable forecasting models, and driving data-backed decision-making across sales functions. Adept at managing cross-regional operations, stakeholder alignment, and process automation to improve sales performance and operational efficiency. Demonstrated expertise in CPQ tools (DealHub), Excel-based forecasting, and dashboarding (Power BI, HubSpot). Combines a strong analytical foundation with hands-on sales experience to deliver impactful, revenue-oriented solutions in high-growth SaaS environments.
Overview
8
8
years of professional experience
Work History
Sr. Sales Operations Specialist
Darwinbox
06.2022 - Current
- Spearheaded end-to-end management of the firm’s CRM (HubSpot), ensuring sales data accuracy, process reliability, and seamless cross-team alignment across Sales, Marketing, Partnerships, and Customer Success.
- Led sales operations and enablement for the Southeast Asia region, driving data-backed strategies that enhanced sales productivity and improved revenue outcomes.
- Built and maintained customized dashboards using HubSpot, and Excel to support weekly sales reviews and provide actionable insights to leadership and field teams.
- Developed a robust Excel-based quarterly sales forecasting model to predict CARR over the next six quarters, leveraging pipeline trends, historical win rates, closure velocity, and projected conversion rates segmented by region and quarter.
- Played a key role in quarterly internal sales reviews and Board-level performance reviews, delivering insights and recommendations based on performance data and forecast health.
- Championed a CRM transformation initiative to establish HubSpot as the single source of truth, streamlining operations across Sales, Partnerships, and Customer Success.
- Led governance initiatives involving CPQ optimization via DealHub, driving improvements in billing structure for better transparency and scalability.
- Supported the Expansion contracting digitization project, transitioning from offline processes to structured workflows within DealHub.
- Drove enhancements to DealHub–HubSpot integration, utilizing the line items object to centralize and improve SKU-level data visibility and governance.
Sr. Sales Operations Specialist
Darwinbox
06.2022 - Current
- Spearheaded end-to-end management of the firm’s CRM (HubSpot), ensuring sales data accuracy, process reliability, and seamless cross-team alignment across Sales, Marketing, Partnerships, and Customer Success.
- Led sales operations and enablement for the Southeast Asia region, driving data-backed strategies that enhanced sales productivity and improved revenue outcomes.
- Built and maintained customized dashboards using HubSpot, and Excel to support weekly sales reviews and provide actionable insights to leadership and field teams.
- Developed a robust Excel-based quarterly sales forecasting model to predict CARR over the next six quarters, leveraging pipeline trends, historical win rates, closure velocity, and projected conversion rates segmented by region and quarter.
- Played a key role in quarterly internal sales reviews and Board-level performance reviews, delivering insights and recommendations based on performance data and forecast health.
- Championed a CRM transformation initiative to establish HubSpot as the single source of truth, streamlining operations across Sales, Partnerships, and Customer Success.
- Led governance initiatives involving CPQ optimization via DealHub, driving improvements in billing structure for better transparency and scalability.
- Supported the Expansion contracting digitization project, transitioning from offline processes to structured workflows within DealHub.
- Drove enhancements to DealHub–HubSpot integration, utilizing the line items object to centralize and improve SKU-level data visibility and governance.
Business Analyst
Gain-Insights
05.2021 - 06.2022
- Served as a client-facing business analyst for a North American B2B Cloud Service Provider, focusing on data analytics, segmentation, and marketing operations.
- Conducted detailed descriptive analytics and visualization of ISP subscriber data across the US and Canada, helping the client uncover market trends and behavioral insights.
- Supported the development of marketing campaign creation tools, enabling smarter targeting and improved lead conversion.
- Identified and classified target market segments using demographic and usage-based data to inform campaign strategies and personalization.
- Collaborated with client teams to gather data-related requirements, ensuring solutions were tailored to business needs and aligned with marketing goals.
- Produced high-impact prototypes and executive-ready presentations using PowerPoint and Excel to support data storytelling and stakeholder decision-making.
Business Analyst
Gain-Insights
05.2021 - 06.2022
- Served as a client-facing business analyst for a North American B2B Cloud Service Provider, focusing on data analytics, segmentation, and marketing operations.
- Conducted detailed descriptive analytics and visualization of ISP subscriber data across the US and Canada, helping the client uncover market trends and behavioral insights.
- Supported the development of marketing campaign creation tools, enabling smarter targeting and improved lead conversion.
- Identified and classified target market segments using demographic and usage-based data to inform campaign strategies and personalization.
- Collaborated with client teams to gather data-related requirements, ensuring solutions were tailored to business needs and aligned with marketing goals.
- Produced high-impact prototypes and executive-ready presentations using PowerPoint and Excel to support data storytelling and stakeholder decision-making.
Sales Executive
VIS Networks
03.2017 - 08.2018
- Drove B2B sales for telecommunication software and hardware solutions from leading OEMs such as Avaya, Juniper, Oracle, and NICE.
- Consistently generated and pursued leads, contributing to quarterly and annual sales targets.
- Worked with a Pre-sales team for solution design and client engagement, supporting long-term account growth and retention.
Sales Executive
VIS Networks
03.2017 - 08.2018
- Drove B2B sales for telecommunication software and hardware solutions from leading OEMs such as Avaya, Juniper, Oracle, and NICE.
- Consistently generated and pursued leads, contributing to quarterly and annual sales targets.
- Worked with a Pre-sales team for solution design and client engagement, supporting long-term account growth and retention.
Education
MBA - Marketing & Analytics
Great Lakes Institute of Management
Chennai, India04-2021
B.Tech - Information Technology
Manipal University Jaipur
Jaipur, India06-2016
Skills
- CRM proficiency in HubSpot and Salesforce
- Excel data analysis skills
- Sales data analysis
- Slide deck creation - Powerpoint
- Power BI data visualization
- Sales process optimization
Accomplishments
- Case Study published in MICA ICMC, 2021, A Tale Of 3 Consoles: Microsoft, Sony, And Nintendo: A Case Study
- Lean Six Sigma - Green Belt, KPMG
- Dell EMC Cloud Infrastructure & Services Certified
- Consumer Analytics Certified, Coursera
- Operations Analytics Certified, Coursera
- Google Data Analytics Certification, Coursera, In Progress
Timeline
Sr. Sales Operations Specialist
Darwinbox
06.2022 - Current
Sr. Sales Operations Specialist
Darwinbox
06.2022 - Current
Business Analyst
Gain-Insights
05.2021 - 06.2022
Business Analyst
Gain-Insights
05.2021 - 06.2022
Sales Executive
VIS Networks
03.2017 - 08.2018
Sales Executive
VIS Networks
03.2017 - 08.2018
MBA - Marketing & Analytics
Great Lakes Institute of Management
B.Tech - Information Technology
Manipal University Jaipur
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