Murali Mahesh
RevOps & GTM Operations Specialist For Startups
Hyderabad
Summary
RevOps & GTM Operations Expert with 10 years of experience owning end-to-end GTM operations in enterprise B2B SaaS, from early-stage ($1–10M ARR) to growth-stage ($10–50M+ ARR) environments. Known for building and scaling RevOps functions, establishing robust analytics and systems, and driving operating rigor that enables predictable revenue growth in partnership with CRO, CFO, CEO, and functional leaders.
Overview
11
11
years of professional experience
Work History
Director, Revenue Operations
Pando.ai
Chennai
06.2023 - Current
- Partner with CRO, CEO, and CFO to drive AOP build, annual GTM planning, and in-year execution across US and EU regions.
- Own end-to-end GTM analytics and KPI framework across Sales, Marketing, and CS.
- Sales Process Standardization (Lead → Close)
- Lead forecasting, pipeline management, territory and account alignment, and quota deployment.
- Run core RevOps operating cadences including forecasting calls, pipeline reviews, and Leadership business reviews and deal desk cadence
- Own Deal Desk operations and quote-to-cash automation for complex enterprise deals.
- Manage, mentor, and grow a high-performing RevOps team (3+ members).
- Collaborate with Sales and CS leadership across lead-to-opportunity, opportunity-to-order, and renewal motions.
- Govern and scale the GTM tech stack driving adoption, standardization, and ROI.
- Deliver investor- and board-ready reporting to support fundraising and decision-making.
Senior Manager, Marketing Automation & Operations
Yellow.ai
Bangalore
03.2022 - 06.2023
- Led global GTM operations and marketing automation supporting enterprise and mid-market motions.
- Lead Salesforce CRM migration and Pardot → HubSpot marketing automation migration.
- Re-architected lead lifecycle, attribution models, and CS handoffs post-migration.
- Owned Salesforce, HubSpot, Marketo, and Pardot ensuring clean GTM data flows.
- Built forecasting dashboards, funnel diagnostics, and performance analytics.
- Drove governance, data hygiene, adoption, and regional consistency.
Manager, Business & Campaign Operations
HighRadius
Hyderabad
05.2015 - 02.2022
- Built and scaled BizOps and GTM analytics for a 90+ member global Sales and Marketing organization.
- Owned end-to-end GTM analytics as the single source of truth for KPIs and reporting.
- Delivered player-level analytics for quarterly and yearly incentive payouts.
- Partnered with Sales, Finance, and HR on quota tracking and Variable incentive governance and support timely pay-outs.
- Designed automated dashboards for incentives, pipeline contribution, and productivity.
- Led a 12-member global GTM operations team.
- Provided executive insights on TAM building, pipeline health, funnel performance, and capacity utilization.
- Build real-time dashboards for campaign performance
- Analyze TAM and database and provide actionable insights to improve data quality and phone connect and email delivery rates.
Education
MBA - Marketing & Finance
K L University
IN01-2014
B.Tech - Computer Science
JNTU Kakinada
IN01-2012
Core Competencies
- Lead end-to-end Revenue Operations across Marketing, Sales & Business Operations
- Executive, Board & Investor Reporting
- Develop executive dashboards, board reporting & QBR/WBR business reviews
- GTM Analytics, Forecasting, Pipeline Health & Funnel Diagnostics
- Improve funnel conversion through analytics & attribution modeling
- Annual Operating Planning (AOP) both Bottom-up and Top-down
- Capacity Planning, Quota & Headcount Modeling
- Performance Analytics & Incentives pay-outs
- Process Design & Scalable Automation
- Build scalable automation across the GTM tech stack (CRM, MAP, sales tools)
- Lead GTM systems governance, integrations & vendor management
- Architect and optimize the full lead-to-revenue lifecycle (MQL → SQL → Close → Expansion)
- Team Building, Mentorship & Org Scaling
Timeline
Director, Revenue Operations
Pando.ai
06.2023 - Current
Senior Manager, Marketing Automation & Operations
Yellow.ai
03.2022 - 06.2023
Manager, Business & Campaign Operations
HighRadius
05.2015 - 02.2022
MBA - Marketing & Finance
K L University
B.Tech - Computer Science
JNTU Kakinada