Christopher Roan

• • Fractional RevOps for B2B SaaS companies ($5M – $75M ARR): CRM architecture, revenue tech stack, sales operations, and pipeline optimization. Clients saw 15–30% forecast accuracy gains and 20–40% pipeline visibility improvement.
• • Architected an AI-augmented process-automation application using intelligent workflow logic in a 60-day sprint. Reduced a 4-person team to 1 operator + software: $145K/yr savings, 3-month ROI, freed capacity to support a 50-agent sales org scaling.
• • Deployed AI-native Clay for intelligent lead enrichment and LLM-powered outbound sequencing. Designed inbound lead management and routing for a legal-services firm delivering a 19% conversion lift, zero missed calls, ROI-positive before day 30.

• • Recruited to build the Revenue Operations function from zero for a B2B SaaS company. Owned CRM architecture, sales operations, pipeline management, territory design, quota setting, revenue forecasting, analytics, and board-level reporting across a 12-rep Sales and Customer Success org.
• • Rebuilt HubSpot CRM from scratch and owned the revenue tech stack architecture. Designed territory assignments, lead-scoring models, quota dashboards, and comp tracking using SQL + Looker. Drove 100% rep adoption within 60 days; reps hit quota for the first time in company history, delivering 308% attainment against budget in H1 2025.
• • Architected a probability-weighted revenue-forecasting system (custom SQL model) that improved forecast accuracy from 40% to 92% within 90 days and held at 90%+ across multiple quarters. Delivered monthly C-suite analytics on pipeline health, CAC payback, and LTV by segment.
• • Built a predictive ML churn model that identified at-risk accounts 30 days pre-churn: 30% churn reduction, improved NRR, and automated upsell triggers that unlocked expansion revenue.
• • Implemented Gong for conversation intelligence; designed the deal desk for enterprise contracts. Collaborated 1:1 with EQT on growth initiatives. Led GTM alignment that shortened deal cycle 25% and cut rep admin time 40%.

Took quota to validate the RevOps infrastructure I built.

• • Transitioned to an uncapped quota role to validate the pipeline infrastructure I'd built. Closed $3.5M in bookings across six months as the #1 Mid-Market producer. Largest deal: a $2M Fortune 50 contract requiring cross-functional negotiation with procurement, legal, and red-line review.
• • Continued owning sales operations infrastructure for the Mid-Market team: HubSpot pipeline architecture, deal-desk workflows, lead scoring, automation sequences, and pipeline-optimization dashboards.

• • Led a 3.5-year transformation from a manual broker model to an automated marketplace. Owned supply-side revenue operations, onboarding and compliance structure design, sales analytics, and executive reporting. Partnership-driven growth enabled 258% YoY ARR growth ($70M to $250M); the inbound sales org scaled from 8 to 40+ reps.
• • Built and managed a team of 4 (2 onboarding, 2 compliance). Designed hiring plans, performance standards, and scalable processes. Team and infrastructure still operational more than two years after departure.
• • Scaled the supplier network 460% (75 to 420+ partners). Drove booking-system adoption from 0% to 70% of booked revenue.
• • Built reporting frameworks adopted by Tritium Partners for investment thesis. Supported quarterly board-level reporting on marketplace health, unit economics, and supply-side KPIs via Looker dashboards.

• • Led cross-functional alignment across Sales, Product, and Support to improve sales productivity and reduce enterprise churn: 25% fewer complaints, 20% adoption increase, 25% expansion revenue growth.

• • Owned customer-retention P&L for strategic accounts: $120K annual cost reduction through proactive account management and Product team collaboration.
• • Built a sales enablement LMS via Udemy and created a certification program for customers and internal teams.

• • Led end-to-end CRM implementations (SugarCRM, Salesforce) for enterprise clients: scoped requirements, configured custom objects, built integrations, and trained users. Increased license renewals by 30%+.

• • Reduced backlog 62% and resolution time 78% (9 days to 2 days) in four months. Designed and implemented ZenDesk for Support and Product teams.

Apple · The Aaron's Company (team of 16, POS deployment across 2,000+ locations).