Sfoglia categorie
Esplora
Fiverr Pro
Italiano
$
USD
Nicolas Soto
@nicolassotoliza
Revenue Operations, B2B SaaS
Cile
Inglese, Spagnolo
Chi sono
I run revenue operations for a B2B SaaS company, reporting to the CFO: metrics, forecast, CRM and process for 54 people across two business units.
Seven years selling SaaS in Latin America first. I moved into RevOps because I was tired of forecasting off numbers I could not defend. Since then: forecast accuracy to 80%, USD 300k of stalled ARR unstuck, 480 hours a year of manual reporting gone, and MCP agents over the CRM and ERP the sales team queries itself.
If a number cannot be defended I will say so, instead of handing you a cleaner one.
English and Spanish.
Competenze
Nicolas Soto
offline •
Consulta i miei servizi
Operazioni di vendita
I will audit your b2b saas revenue operations and deliver a prioritized fix list
Budget e previsioni
I will build your b2b saas sales forecast, quota and capacity model
Esperienza lavorativa
Revenue Operations Manager
Lemontech
Feb 2024 - Present • 2 yrs 7 mos
• Own the revenue layer of a USD 16M ARR business across two business units: metrics, forecasting, CRM and process design for 54 people (18 AEs, 12 CSMs, 7 SDRs, 8 in onboarding, 7 in finance and 2 in partnerships). • Built the executive dashboard on top of HubSpot and NetSuite (Google Apps Script, SQL) with documented metric definitions; it replaced a QuickSight instance with no business rules and now feeds the board, leadership committees and weekly reviews. • Raised forecast accuracy to 80% by enforcing pipeline update discipline, stage exit criteria and a weekly forecast call. • Redesigned the pipeline and the operating cadence: stage exit criteria, weekly forecast call, QBRs and board pack. • Integrated HubSpot with NetSuite so both systems hold the same information, with the CRM as system of record and automated alerts for missing or malformed data. • Modelled custom objects in HubSpot (Retentions, Implementations, Partnerships) and recovered unused properties, enabling deal-level churn, NRR and GRR calculation. • Enabled evidence-based executive decisions: discontinuation of a product whose churn plus sales and onboarding cost exceeded its revenue; cut of paid spend with no return in specific countries; refocus of prospecting toward higher-converting segments; and resizing of TAM and SAM by country. • Led the Mexico launch (market research, sizing, pricing and packaging): 106 new customers and USD 404k of new ARR in twelve months. • Built AI agents and automations (MCP servers over HubSpot and NetSuite, n8n workflows) now used by the commercial team for self-service data queries and reporting.
