Gregory Selvan

Revenue Operations and Deal Desk professional with 8+ years of experience in deal structuring, pricing governance, Quote-to-Cash execution, and enterprise deal management. Experienced in managing $750M+ ARR deal pipelines, complex commercial structures, cross-functional approvals, and revenue compliance across EMEA, APAC, and North America.

Revenue Operations Specialist - Coursera

(2024-12)

Drive enterprise deal operations, pricing governance, customer onboarding, approvals, and cross-functional resolution across regional sales and customer success teams.

• Review and validate 450+ enterprise deals per quarter worth approximately $120M, ensuring pricing accuracy and preventing revenue leakage.
• Partner with EMEA and APAC Sales teams to structure complex enterprise deals, reducing average deal approval time from 5 days to 2 days.
• Own customer onboarding coordination for 180+ new enterprise accounts, ensuring accurate provisioning and seamless Sales-to-Customer Success handoffs.
• Triage and resolve 350+ Salesforce and JIRA tickets monthly, reducing average resolution time by 40%.
• Built Deal Desk governance frameworks adopted across 12 regional teams, reducing 35% policy-related escalations.

Deal Desk Analyst - ADOBE

(2022-02 - 2024-11)

Managed enterprise deal approvals, commercial structuring, pricing exceptions, revenue compliance, and stakeholder coordination across Sales, Finance, Legal, and Operations.

• Managed 2000+ enterprise deals annually approvals with $250K per deal, coordinating multi-stakeholder sign-offs.
• Structured complex multi-year enterprise deals involving bundling, discounting, and non-standard commercial terms, contributing to $500M+ closed enterprise revenue.
• As primary Deal Desk liaison across - Legal, Finance, Sales Operation, Revenue team – keeping 98% of deals on schedule.
• Audited deal structures against ASC 606 and internal policies, maintaining a 99.8% clean audit record.
• Mentored and onboarded 12 Deal Desk analysts, creating training documentation and playbooks that reduced new-hire ramp time by 35%.

Process Analyst - ALLIANCE DATA

(2021-03 - 2022-02)

Managed sales-related requests, escalations, order issues, and case queues while coordinating with cross-functional teams to ensure timely resolution, SLA adherence, and data accuracy.

• Managed end-to-end Sales Coordination and Sales Operations for complex multi-year enterprise deals, supporting bundling, pricing, discounting, renewals, and non-standard commercial terms, contributing to $500M+ in closed enterprise revenue.
• Acted as a key liaison between Sales, Finance, Legal, Revenue Operations, and customers, coordinating deal approvals, documentation, contract requirements, and commercial processes while keeping 98% of deals on schedule.
• Reviewed and validated deal structures, pricing, discounts, and commercial terms against ASC 606 and internal policies, maintaining a 99.8% clean audit record and ensuring compliance throughout the sales cycle.
• Supported Sales Operations process improvement by mentoring and onboarding 12 Sales Operations analysts, developing training materials and playbooks that reduced new-hire ramp time by 35% while improving process efficiency and deal execution.

Operations Associate - BCD TRAVEL

(2018-06 - 2020-10)

Managed international travel tax processing, quality assurance, escalations, compliance, and team mentoring across North America and Australia operations.

• Processed 15,000+ international travel tax filings with 99.9% accuracy, ensuring timely delivery & regulatory compliance.
• Led quality assurance initiatives that improved compliance scores by 35% and reduced processing errors by 25%.
• Served as primary SPOC for North America and Australia, resolving 200+ high-priority escalations monthly while maintaining 99.5% SLA adherence.
• Mentored 25+ new team members, creating knowledge assets and process documentation that accelerated new-hire productivity by 40%.
• Achieved Zero Error and Zero Payout ratings across 12 consecutive review cycles and received recognition for resolving 100+ high-priority customer escalations.
• Employee of the Year, 2019, selected from 1,200+ employees for performance, operational excellence, and reliability.

MBA - Master of Business Administration - SRM University (2020 - 2022)

B. Com - The Oxford College of Business Management (2014 - 2017)