Dinesh Kumar Krishnaraju

Transforming complex sales compensation challenges into high-performance solutions is my passion! With 3 years of hands-on experience in driving innovative compensation strategies at Freshworks, I’ve successfully planned and designed the sales constructs, optimized pay-mix models, ensured accurate commissions payouts, and streamlined processes to save over $250K annually. My 12 years in PMO at Cognizant sharpened my ability to work cross-functionally, driving alignment between Sales, Finance, HR, and IT teams. I’m now eager to bring my expertise in Sales Compensation to a dynamic team, where I can continue to fuel growth and maximize performance through data-driven strategies.

• PMP (Project Management Professional), PMI Credential ID: 3554774, Completed: 04/01/23
• SQL Masterclass, Udemy, Completed: 11/01/23
• SaaS Masterclass, Udemy, Completed: 03/01/23
• ChatGPT Masterclass, Udemy, Completed: 03/01/24
• Six Sigma Yellow Belt, Cognizant, Completed: 10/01/15
• Star Certification, Cognizant, Completed: 04/01/19
• Diploma in Web Designing, CSC Computer Education, Completed: 02/01/14
• C, C++, SSI Institute of Technology, Completed: 11/01/08

Member of Cognizant Millennial Council (2016 - 2018)

Member of PMI (2023 - Present)

FRESHWORKS, PROJECTS:

1. Optimizing GTM Efficiency Through “Quota-Capacity Alignment”

• Enhanced quota effectiveness contributed to a measurable uplift in ARR, from $150M to $180M over two fiscal years.

2. Driving Revenue Growth Through “Strategic SPIFF Programs”

• Achieved 1.25x the expected bookings target each quarter, significantly exceeding initial forecasts.

3. Enhancing BDR/SDR teams “Pipeline Quality and Boost SAL Conversion”

• Helped transforming enhanced pipeline quality and boosted near-term pipeline volume significantly.

4. Optimizing “OTE to Quota Ratio” for ARR Efficiency

• Adjusted OTE to Quota ratios, especially for SMB teams, aligning them closer to industry standards. This ensured meaningful target-setting, improved quota attainment, and streamlined sales performance.

5. GTM Sales “Compensation Feedback Survey”

• Enhanced alignment of the sales comp structure with both industry standards and employee expectations, driving better engagement and performance.

6. Streamlined "Sales Territory” Assignments for Efficiency

• Eliminated inefficiencies by merging teams and reallocating territories that also align with the existing TAM (Total Addressable Market).

7. “Standardizing Guaranteed Payouts” for New Joiners and Internal Job moves:

• Achieved a significant reduction in the ramping period for hunting teams from 6 months to 3 months, enabling faster deal closures and improving sales productivity.

COGNIZANT TECHNOLOGY SOLUTIONS, PROJECTS:

1. Travel and Expense Re-Billing to End Clients

• Identified clients willing to accept re-billing of T&E costs, implemented the process effectively with a savings above $25,000/month for many platinum clients.

2. Adjustments of Open Credits and On-Account Cash Receipts

• Streamlined the adjustments of open credits and unallocated cash receipts to reduce indirect costs yielded a savings $60,000 in indirect AR costs.

3. Master Service Agreement (MSA) Clause Analysis

• Reviewed MSA contract clauses to identify opportunities for charging interest on delayed client payments resulted in a savings of $75,000/ quarter from the high-revenue accounts.

4. Invoice Submission Acceleration Exercise

• Addressed root causes of delayed invoice submissions by resolving internal and external dependencies, expediting invoice processing.

• Transforming Sales Compensation
• Cost efficiency in Sales Commissions
• Pipeline quality enhancements
• Streamlined Guaranteed payouts
• Accelerated Cash inflows
• Revenue and Margin Optimization