Shamila Rajaratnam

Senior executive leader specializing in designing and scaling high-impact sales enablement ecosystems within financial services. Transformed sales organizations by integrating strategy, technology, and talent development to unlock significant growth in B2B and B2B2C markets. Architected a data-driven sales enablement framework that improved pipeline health by 200% and spearheaded training programs reducing new hire ramp time by 25%.

Combines expertise in CRM optimization and go-to-market strategies with strong cross-functional collaboration to drive conversion, revenue growth, and a unified brand experience.

SMD, Head of Retirement Solutions Sales Enablement, Retirement Solutions at TIAA (TIAA-CREF) (2023-03 – 2025-05)

Established and scaled a new Sales Enablement organization, driving training, coaching, practice management, CRM, and go-to-market strategies to achieve 97% retention in 2024.

• Led implementation of cutting-edge sales training (Allego) and onboarding programs, enhancing field effectiveness, reducing ramp time by 25%, and increasing referrals year-over-year.
• Set strategy and executed a 'coach the coach' program, establishing leadership accountability through a structured selling system, graded role plays, and calibration, achieving a 92% pass rate.
• Implemented a data-driven sales enablement framework, optimized CRM via a new Salesforce instance, and designed tools to improve forecasting and pipeline health by 200%.
• Drove adoption of sales methodologies, best practices, and routines, ensuring consistent processes across client-facing roles to enhance growth and retention efforts.

Head of Institutional Sales Enablement, Institutional Investor Group at THE VANGUARD GROUP, INC. (2018-01 – 2023-01)

Directed end-to-end sales process optimization, operations, analytical support, and learning and development for institutional sales, supporting ~$2B in annual sales.

• Developed strategic sales support plans aligned with divisional and corporate objectives, assessing costs and implementing service model changes that generated over $1M in savings.
• Demonstrated expertise in sales technologies and process management, instituting a new Sales dashboard and CRM change process with inputs and insights for employees and business leaders.
• Collaborated with vendors and internal subject matter experts to create a learning and development program focused on upskilling sales skills and positioning, establishing a centralized resource for talking points.
• Drove strategic vision for division-wide culture, engagement, and development, overseeing a diversity leadership team to improve crew engagement, morale, recruitment, and alignment with enterprise talent strategies.

Department Head of Participant Education - Jumbo/Mega at THE VANGUARD GROUP, INC. (2016-01 – 2017-12)

Directed external client communications strategy, ensuring execution across all phases from conception to measurement, partnering with senior leaders to meet client needs.

• Protected organizational reputation through all external client communications across various channels and platforms, leading consultants to proactively deliver business-critical client communications.
• Drove development of client communications materials across a variety of formats, platforms, and channels.
• Balanced external practice with brand standards, serving as the firm's authority on industry best practices and emerging trends.
• Developed and strengthened working relationships with key influencers and executives across the organization to support client communications and business objectives for client segments over $500M.

Financial Services Leadership Roles at Multiple Financial Services Organizations (1999 – 2015)

Supported financial services operations and client interactions within a dynamic, client-focused environment.

Master of Science (MS) in Human Resources Development (HRD) – Villanova University

Master of Business Administration (MBA) in Business Administration – Villanova University

Bachelor of Science (BSBA) in Double Major: Finance and MIS – Villanova University