Timothy Lauritz
Canberra,ACT
Summary
With over 12 years of experience in data analysis, sales operations, and revenue operations, I have developed a strong track record of leveraging data to drive business insights, optimize sales performance, and streamline operations across diverse industries. My career spans roles in data analysis, data governance, and cross-functional collaboration, with a strong focus on delivering actionable, data-driven solutions that inform strategic decision-making.
Overview
14
14
years of professional experience
Work History
Deal Operations Analyst
Rapid7
06.2023 - Current
- Monitor deal support ticket queue, providing quoting assistance and addressing common Proposal to Cash process inquiries.
- Advise sales reps on complex requests and escalate issues as needed to ensure policy and revenue compliance.
- Collaborate with teams (Proposals, Order Management, Finance, Legal, Operations) to facilitate deal closure.
- Use NetSuite, Salesforce, and Zendesk to build complex quotes that align with pricing and booking policies.
- Handle quotes for sales promotions, complex deal structures, and custom billing/renewal language.
- Provide post-booking support by resolving Quote to Cash errors and working with internal teams.
- Support new initiatives through User Acceptance Testing and training for Proposal to Cash teams.
- Maintain process documentation for Deal Operations.
- Optimized resource allocation through effective scheduling and workload management, ensuring timely completion of tasks and projects.
Lead Data Analyst
Krishna Village Wellness and Yoga Retreat
02.2022 - 01.2023
- AI Algorithm Refinement: Continuously improve and refine AI algorithms in playground.ai to enhance automated email responses, increasing their relevance and effectiveness in engaging prospective customers and volunteers. Monitor and evaluate algorithm performance to drive higher conversion rates and engagement.
- Conversion Rate Tracking: Develop and manage a robust system for tracking and analyzing conversion rates at each milestone within the customer and volunteer journey. Leverage data insights to identify trends, improve strategies, and maximize overall conversion and retention.
- System & Platform Architecture: Design and document detailed system and platform diagrams to demonstrate the cohesion between various business processes and technologies. Use these diagrams to pinpoint inefficiencies, highlight areas for process improvement, and facilitate the optimization of workflows.
- Data Lake & Automated Reporting: Utilize SQL programming to architect and build a centralized data lake, aggregating key business and operational data. Implement automated reporting systems to deliver real-time insights and performance metrics, enabling data-driven decision-making and continuous process improvements.
- Building system and platform diagram to showcase cohesiveness and identify areas of improvement for current processes
- Using SQL programming to build data lake and subsequently implementing automated reporting
Global Revenue Operations Manager
Buildxact
07.2021 - 02.2022
- Salesforce Ownership & Administration: Oversee and manage Salesforce, with both administration and developer rights, ensuring proper governance and smooth functionality. Produce insightful reports and dashboards to help guide sales strategies and monitor performance.
- Quota Development & Executive Reporting: Lead the development and deployment of sales quotas for the executive team, providing actionable insights into sales performance and goal achievement.
- Sales Enablement & Optimization: Empower sales teams to exceed key performance indicators (KPIs) by creating a comprehensive sales playbook, optimizing lead funnels, and implementing sales engagement platforms to streamline processes and drive efficiency.
- CRM & Sales Tools Management: Manage key sales tools, including Salesforce CRM, Outreach, and Aircall, ensuring they are fully optimized to support sales activities and enhance productivity.
- Sales Training & Strategy Feedback: Provide ongoing sales training and collaborate with management to refine sales strategies based on data-driven insights. Offer regular feedback to improve sales effectiveness and execution.
- Onboarding & Team Support: Support the onboarding of new sales team members by ensuring they have access to all necessary tools, resources, and training to succeed in their roles.
- Collaboration with Marketing & Demand Generation: Work closely with Marketing and Demand Generation teams to maintain a consistent flow of high-quality leads, aligning efforts to maximize sales opportunities.
- Quarterly Reporting & Analysis: Develop and distribute quarterly revenue and performance analysis reports using advanced software tools, providing clear insights to management on sales trends, opportunities, and areas for improvement.
Global Sales Operations Manager
Videomyjob
07.2019 - 11.2020
- Quota, Incentive, and Commission Frameworks: Design, implement, and optimize quota setting, incentive structures, and commission plans to align with business goals and drive sales performance.
- Sales Efficiency & Conversion Optimization: Analyze lead generation, pipeline progression, and deal stage conversions, implementing strategies to streamline processes and improve conversion rates. Collaborate with sales teams to enhance sales content and resources.
- Board & Forecast Reporting: Develop and present monthly sales performance reports for the leadership team and stakeholders, including detailed forecasting and variance analysis to support data-driven decision-making.
- Sales Rules of Engagement: Create and maintain clear, actionable sales rules of engagement to ensure accurate forecasting, lead handoff processes, and alignment across teams.
- Sales Tools & Technology Rollout: Lead the implementation and optimization of new sales technologies and tools, ensuring seamless adoption and maximizing their effectiveness in improving sales productivity.
- Sales Playbooks: Develop, manage, and update comprehensive sales playbooks that provide sales teams with actionable strategies, best practices, and resources to accelerate the sales process.
- Power BI Automation: Utilize Power BI to automate reporting processes, providing real-time dashboards and visualizations that support key performance metrics and decision-making.
- HubSpot CRM Management: Oversee the management and optimization of the HubSpot CRM system, ensuring data integrity, system efficiency, and alignment with sales processes to drive pipeline growth.
ANZ Sales Operations Manager
Red Hat
09.2017 - 07.2019
- Quota & Territory Planning: Deploy data-driven quota models and territory plans based on market potential and sales performance, regularly adjusting strategies for optimal coverage and revenue growth.
- Sales Rules of Engagement: Manage and refine sales rules to ensure alignment with business goals and accuracy in forecasting, opportunity management, and lead distribution.
- Sales Forecasting & Analytics: Lead weekly sales forecasting, analyzing pipeline health, sales velocity, and linearity. Provide actionable insights to improve forecast accuracy and pipeline performance.
- Process Automation & Optimization: Drive the automation of sales processes across APAC, streamlining workflows to enhance sales efficiency and reduce operational friction.
- APTTUS Quoting Tool Rollout: Oversee the deployment and training of the APTTUS quoting tool, ensuring effective usage and seamless integration into sales processes.
- Salesforce CRM Management: Manage Salesforce CRM for the ANZ team, ensuring data integrity and alignment with sales strategies to optimize performance.
- Business Reviews & Insights: Present quarterly, half-yearly, and annual business reviews, delivering data-driven insights on sales performance to regional leaders and stakeholders.
- Customer Behavior Analysis: Analyze customer behavior and sales metrics, providing the sales team with insights to refine strategies and improve targeting.
Data Analytics Lead
Xero Accounting Software
06.2017 - 09.2017
- Small Business Data Analysis: Analyze large datasets to identify trends and insights within the Australian small business sector. Deliver five key metrics that reflect the health and behaviour of small businesses, with the intent to broker this data to government and media outlets.
- Data Governance & Risk Management: Collaborate with the General Counsel and Data Governance Committee to ensure that all metrics and analyses comply with legal and regulatory standards, mitigating any potential data risks.
- Cross-Functional Collaboration: Work closely with subject matter experts (SMEs) across business functions to incorporate all relevant variables when analyzing small business behaviour and ensuring the accuracy of metrics. Provide data-driven recommendations that reflect the full scope of business conditions.
- Root-Cause Analysis & Issue Resolution: Perform root-cause analysis on data-related system issues, identifying gaps and recommending or executing corrective actions to resolve discrepancies and improve data quality.
- Data Extraction & Merging: Use SQL and Amazon Redshift to extract and merge data from multiple platforms and the data warehouse, ensuring a consolidated and accurate dataset for analysis.
- Stakeholder Engagement & Data Acquisition: Liaise with business unit leaders to secure the release of key datasets required for merging with other platform data, ensuring comprehensive datasets for project completion.
- Data Quality Assurance: Conduct ongoing data quality initiatives, including data cleansing, washing, and reconciliation processes, to ensure data integrity and consistency across multiple systems.
- Business-As-Usual (BAU) Testing: Perform routine testing to monitor and maintain the quality and functionality of data systems, ensuring they meet project requirements and data governance standards.
Senior Sales Operations Analyst
Xero Accounting Software
09.2016 - 09.2017
Marketing Information Analyst
Grant Thornton
10.2015 - 09.2016
Sales Operations Analyst
REA Group
12.2014 - 10.2015
Sales Operations Coordinator
REA Group
02.2014 - 12.2014
Risk Analyst
National Australia Bank
06.2013 - 02.2014
Marketing Assistant
Shortcuts Smarter Business Technology
09.2010 - 07.2012
Education
Associate of Applied Science - Multimedia And Web Design
Australian College Information Technology
High School
Trinity Lutheran College - Gold Coast
Primary School
Saint Francis Xavier
Skills
- Data analysis and insights
- Sales Playbook development, rollout and refinement
- Business intelligence
- System implementation (Zoom, APPTUS, Salesloft)
- Data visualization and presentations
- Data governance, cleaning and quality assurance
- SQL, Tableau, Amazon Redshift, Excel, PowerBI, Salesforce, HubSpot, Marketo, Hootsuite, Mailchimp
- Statistical analysis, revenue and sales forecasting
- Pricing strategy
- Customer segmentation and Territory Planning
- Sales enablement and training
- Process/Continuous improvement
- Quota deployment, reporting and commission framework (Regional quota $200M)
- Month-end closing support
Accomplishments
- Buildxact - Successfully implemented Salesloft which enabled call and activity reporting and also measure outcomes of calls via AI Integration into Salesforce.
- Videomyjob - Built sales KPI and incentive framework; prior sales only received a salary.
- Redhat - Built key sales insight dashboard which received recognition and was then used as a prototype to build the same dashboard for other APAC regions (India, Japan, China, Korea).
- Redhat - Created an automated commission checking tool by turning commission rules into coding that ran against the manual figures Finance came up with at end of month and quarter to serve as a second set of eyes to ensure no errors when paying sales. This was a huge success and I travelled to Indonesia to present my work to all APAC Operations Staff. It was also adopted by all other APAC regions.
- Won Xero Monthly Award (Out of entire company, only 1 per month) for "Partner Heatmapping" which was a segmentation combining ability to spend, growth and engagement on the Xero website. Similar to Lead Scoring but a scoring system for current partners and customers ie understanding if there is room to upgrade, increase spend in comparison to their interest in the higher tier products via web activity.
Timeline
Deal Operations Analyst
Rapid7
06.2023 - Current
Lead Data Analyst
Krishna Village Wellness and Yoga Retreat
02.2022 - 01.2023
Global Revenue Operations Manager
Buildxact
07.2021 - 02.2022
Global Sales Operations Manager
Videomyjob
07.2019 - 11.2020
ANZ Sales Operations Manager
Red Hat
09.2017 - 07.2019
Data Analytics Lead
Xero Accounting Software
06.2017 - 09.2017
Senior Sales Operations Analyst
Xero Accounting Software
09.2016 - 09.2017
Marketing Information Analyst
Grant Thornton
10.2015 - 09.2016
Sales Operations Analyst
REA Group
12.2014 - 10.2015
Sales Operations Coordinator
REA Group
02.2014 - 12.2014
Risk Analyst
National Australia Bank
06.2013 - 02.2014
Marketing Assistant
Shortcuts Smarter Business Technology
09.2010 - 07.2012
High School
Trinity Lutheran College - Gold Coast
Primary School
Saint Francis Xavier
Associate of Applied Science - Multimedia And Web Design
Australian College Information Technology
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