Rajdeep Ghosh

I build and scale the operational engine behind the revenue process. With 17 years of experience in B2B SaaS companies from $5M to $100M+ ARR, I have owned CRM, sales territories, forecast, pipeline strategies, customer growth & retention, and GTM alignment. Led lean teams, through technology, simplified processes, and transformed fragmented data into executive intelligence.

Senior Manager, CX Operations at Sanas.ai (2025-02 – Present)

• Lead customer experience operations across onboarding, product adoption, growth and retention — scaling from ARR $12M to $60M with a team of 4
• Architect Salesforce ecosystem integrations connecting customer portal, telemetry, support, and finance systems
• Drive executive decision-making through centralized reporting frameworks and leadership reviews
• Automate operational workflows reducing manual hours by 20%
• Executive dashboard covering product usage, POC success, overage invoicing, renewals, and account expansion
• Standardize 60% of custom reporting and client QBR processes
• Drive 98% gross retention and reduce aging invoice backlog by 60%
• Awarded SANAS Impact Award 2026

Director, Revenue Operations at Securonix (2024-06 – 2025-01)

• Led business operations and sales productivity initiatives for a $100M+ ARR cybersecurity business
• Primary partner to APJ sales leadership - managing support escalations, onboarding, invoicing inaccuracies
• Centralized Salesforce architecture and GTM technology operations
• Managed CPQ scoping and partner lead portal implementation, improving efficiency by 20%
• Supported 100%+ NRR (Net Retention Rate) through structured renewal workflows
• Executive reporting across bookings metrics, pipeline, renewals and forecasting
• Streamlined order fulfillment and delivery tracking processes with 99% operational accuracy

Director, Revenue Operations at Simplilearn (2023-04 – 2024-06)

• Directed Revenue Operations for B2B business, $18M Revenue, team of 4
• Led executive reviews forecast, bookings pipeline, revenue projection
• Improved sales process adoption by 30% through optimization and automation
• Managed team compensation, and invoicing - improved collections cycle times by 30%
• Managed GTM technologies Salesforce, Apollo, and internal platforms
• Led GAAP based revenue recognition process standardization with finance
• Implemented BANT-based sales process and approval workflows with 98%+ accuracy
• Awarded Simplilearn Game Changer Award 2024

Senior Manager, Sales Operations at Observe.AI (2020-04 – 2023-04)

• Owned Salesforce CRM architecture and HubSpot marketing operations
• Building GTM infrastructure that supported 5x ARR growth from $5M to $25M
• Improved sales processes with MEDDIC-based workflow enhancements
• Established contract management on SaaSoptics, renewals process automation
• Resolved multiple invoice and billing issues with partners, freeing $200K unpaid revenue
• Implemented invoicing improving SLA 30%+, assisting in revenue & finance reporting
• Supported quote management and deal desk, reduced approval SLA timelines by 20%

Sales Operations Manager & Analyst Roles at Akamai Technologies (2011-08 – 2020-04)

• Governed sales and account management operations process for New and Emerging SMB segment — $75M revenue
• Owned territory planning, budget modeling, and sales compensation design
• Designed acquisition-to-farming transition workflows, reducing handover delays by 20% and improving account continuity
• Managed bookings, revenue forecasting, retention rates, and upsell pipeline reporting for senior sales leadership
• Built business intelligence and reporting automations for Sales VP using Salesforce, Tableau, and Anaplan — enabling cross-functional performance tracking
• Global Finance Operations (2016–2018): Owned cross-regional business reporting and finance operations globally — driving consistency in revenue recognition and operational metrics
• Predictive Risk Modelling: Built a high-risk account prediction model with 80% accuracy by correlating deferred revenue anomalies, accounts receivable delays, support ticket surges, and client sentiment signals — adopted as a standard risk monitoring process
• North America Sales Operations (2011–2016): Standardized over 70% of custom operational reports, reducing reporting overhead and improving data consistency across the sales organisation

Business Analyst at Tata Consultancy Services (2009-12 – 2011-08)

QA Lead / Technical Support at Iseva Systems Pvt Ltd (2004-12 – 2007-04)

MBA in Marketing – Dayananda Sagar College of Engineering (2009)

Bachelor of Engineering in Electrical – Jorhat Engineering College (2004)