Sabrina Shaikh

I build revenue systems that think — not just track. Across 15 years spanning logistics, fintech, edtech, and freight, I've designed the GTM infrastructure that lets Sales, Marketing, and CS operate from a single source of truth. My work sits at the intersection of AI automation, commercial strategy, and data storytelling: turning pipeline signals, engagement data, and contract intelligence into scoring models, automated workflows, and dashboards that teams actually use to prioritise, win, and grow.

I've operated across the full commercial lifecycle — from building AI-based lead routing that delivered 20x growth (Ship4wd) and scaling a revenue engine from $15M to $70M through predictive forecasting (MPOWER), to managing contract workflows, pricing approvals, and renewal automation through DealHub CPQ. I understand that contracts aren't the end of a deal — they're one of the richest, most underused sources of GTM intelligence a business has. I automate before I update manually — always.

Lead Consultant, Revenue Operations at Varsity Tutors (2024-03 – Present)

Brought in to redesign the B2B GTM engine — not maintain it. Inherited a fragmented Salesforce setup and rebuilt the entire RevOps stack on HubSpot from the ground up.

• Migrated entire CRM from Salesforce to HubSpot — rebuilt pipeline stages, lead definitions, and automation logic from scratch, reducing manual ops overhead by ~40%
• Deployed AI-enhanced forecasting models that replaced gut-feel pipeline reviews with data-driven weekly accuracy tracking for the sales leadership team
• Architected automated lead scoring and routing workflows — leads now self-qualify and route to the right rep without human intervention
• Configured DealHub CPQ to manage contract workflows, pricing approval logic, and renewal triggers — commercial terms that previously lived in email threads now tracked and actioned automatically in the revenue system
• Built executive dashboards in Tableau that connected funnel metrics to revenue outcomes, giving leadership real-time GTM visibility for the first time

Head, Pre-Sales & Customer Success at Ship4wd (XML India Pvt Ltd) (2023-03 – 2024-02)

Joined a fast-scaling logistics startup to build the GTM qualification engine from zero. No playbook, no inherited stack — just a mandate to grow.

• Grew qualified lead volume by 20x in under 12 months — achieved through AI-based routing, intent scoring, and automated enrichment via Apollo.io and ZoomInfo
• Designed the first structured lead scoring model for the business — scoring signals from firmographics, engagement data, and behavioral triggers to prioritise outbound effort
• Built marketing-to-sales handoff automation that eliminated cold handoffs — reps received context-rich leads with enriched data and engagement history attached
• Introduced CPQ and contract configuration capabilities — reps could build, price, and send structured commercial proposals in hours instead of days, with pricing rules enforced automatically

Director, Sales Operations & Analytics at MPOWER Financing (2022-04 – 2023-02)

Tasked with transforming a manual, spreadsheet-driven sales org into a data-led revenue machine at a US-based fintech serving international students.

• Scaled revenue from $15M → $70M in under 12 months — powered by CRM optimisation, dynamic pricing models, and predictive funnel analytics
• Deployed Clari as the forecasting backbone — pipeline accuracy improved from ad-hoc estimates to weekly forecast calls with <10% variance
• Built AI-powered funnel analytics in Power BI that surfaced drop-off patterns and conversion bottlenecks — enabling the team to fix leaks in real time rather than quarterly reviews
• Automated KPI dashboards for executive leadership — replaced 3 hours of weekly manual reporting with live, self-updating dashboards

Chief Revenue Officer at Borzo (Dostavista) (2019-11 – 2022-04)

Led the full revenue function across 10+ markets at a high-growth B2B/B2C logistics platform. Built the RevOps infrastructure that took the business from regional player to $135M global operation.

• Grew company revenue to $135M — underpinned by GTM automation, lifecycle pricing, and CRM-based forecasting systems built in-house
• Launched 4 Sales & RevOps Centers of Excellence across markets — standardised GTM playbooks, tooling, and scoring models globally
• Built automated sales cadences and AI-supported outreach sequences that reduced SDR time-per-outreach by ~50% while improving reply rates
• Introduced CPQ models and contract lifecycle logic via DealHub — renewal dates, pricing tiers, and expansion triggers became structured data points feeding back into the revenue forecast, not information buried in signed PDFs
• Owned cross-functional GTM alignment across Sales, Marketing, and CS — single source of truth in CRM with shared pipeline definitions and handoff SLAs

Senior Manager, Business Operations at Tata Communications (2018-11 – 2019-11)

• Built customer success performance dashboards and renewal workflows — reduced churn risk identification lag from 60 days to real-time flags
• Partnered with sales and finance to implement pricing guardrails and GTM alignment frameworks that improved deal consistency across regions

Head, Sales Performance & Analytics (India & MEA) at DAMCO (Maersk Group) (2017-11 – 2018-11)

• Led GTM and pricing analytics across India and MEA — introduced ROI-based market investment models that redirected budget to highest-converting segments
• Deployed AI-assisted sales insights dashboards used by 100+ regional sales reps to prioritise accounts and track territory performance

Manager, Sales Planning & Analytics at Maersk Global Services (2011-04 – 2017-11)

• Owned GTM and pricing reporting across multi-region campaigns — built predictive revenue models and churn analysis used by senior leadership for quarterly planning
• Integrated AI forecasting tools into sales operations workflows — first AI-based tooling adoption in the regional team

Sr. Executive, Sales MIS & Analytics at WorkStore (2010 – 2011)

Officer, Data Analytics at Aditya Birla Group (2008 – 2010)

PG Diploma in Business Administration – Welingkar Institute of Management (2012 – 2012)

M.Sc. in Mathematics – Institute of Science, University of Mumbai (2006 – 2006)

B.Sc. in Mathematics – University of Mumbai (2003 – 2003)