Zavdiel Ocampo
Revenue operations and GTM strategy · Irvine, CA
10+ years of experience, 7+ of them in sales operations at global B2B technology companies. I've built financial models, run Salesforce for 100+ users, and led global programs with Sales, Marketing, Finance, and Technology.
01 Results
Each number belongs to the program named with it. The stories behind them are below.
95%
Forecast accuracy for four straight quarters. Each quarter's forecast landed within 5% of actual.
Forecasting6 mo
To ship a global forecasting platform the plan gave 18 months.
Forecasting$500M+
Pipeline in a global seller-alignment program covering hundreds of sellers.
Seller alignment40%
Less account-planning time for sellers in that program.
Seller alignment02 Selected work
Each one was global and crossed Sales, Finance, Marketing, or Technology. Here is the problem, what I did, and what changed.
Executives needed clearer visibility into ARR, pipeline coverage, and quota attainment across global sales organizations.
Led the design and rollout of a global forecasting platform. Designed and ran the weekly forecast call: commit, best case, worst case.
Storage and cloud sellers had to work together on cloud growth, and senior sales leaders disagreed on how.
Settled the competing priorities with a phased plan that met about 80% of the leaders' requests.
Existing customers had room to adopt and use more of the company's cloud products.
Owned two global programs with Sales, Marketing, Finance, and Technology. Built account nomination, dashboards, time-to-value tracking, and a leadership review cadence.
Forecasting for a globally distributed sales organization ran on spreadsheets.
Led the forecasting overhaul: requirements across Sales, Finance, and Technology, platform selection, Salesforce integration, and training. Ran Salesforce for 100+ users.
03 Background
I started in financial analysis, moved into sales operations and Salesforce, then led global go-to-market programs.
Financial analysis
Rich Uncles REIT
Built financial models behind hundreds of millions of dollars in commercial real estate acquisitions.
Sales operations and Salesforce admin
Zadara
Administered Salesforce for 100+ users and moved forecasting from spreadsheets to real-time pipeline visibility.
Global go-to-market programs
NetApp
Led forecasting, planning, and cross-sell programs. Built the executive reporting delivered to the SVP level.
AnalystI’ve built financial models, so I read the forecast the way Finance does.
AdminI’ve run Salesforce for 100+ users, so I fix the process underneath and make the right behavior the default.
Go to marketI’ve led global programs across Sales, Marketing, Finance, and Technology, so I can turn competing priorities into one plan.
04 How I run the business
I design and run each of these myself, along with the reporting behind them.
Forecast call and pipeline reviews. Commit, best case, worst case. Deal-by-deal inspection with sales leaders.
Monthly business review with sales leadership.
Quarterly business review. Executive reporting delivered to the SVP level.
Annual review and GTM plan. Territory, quota, segmentation, and comp, built with Finance and Product.
I build LLM agents on Claude, GPT, and Gemini for forecast analysis, pipeline analysis, win/loss reviews, and executive reporting.
I built the business cases to evaluate and bring in Clari and Vieu, and I build the data models behind my own dashboards.
05 If I join your team
This is my starting plan, not a script. It changes after I've listened to your team.
Phase 1
Days 1 to 30
Phase 2
Days 31 to 60
Phase 3
Days 61 to 90
06 Contact
I'm looking for a Director or Senior Manager seat in revenue or sales operations at a SaaS, cloud, or PE-backed B2B company.