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GTM & Revenue Operations

Building the
systems that
drive revenue

I'm Helton Quissico, a Senior Sales Operations & RevOps leader specializing in scalable GTM infrastructure, Salesforce architecture, and data-driven decision-making that empowers high-growth sales organizations.

Helton Quissico
⚡
Salesforce Certified Admin GTM Systems & Revenue Operations
$150K
Annual Cost SavingsGTM tech stack consolidation
95%
Manual Entry ReductionGong AI handover automation
25+
Headcount Scaled71 → 96 ICs in structured model
60%
Ticket ReductionAI-powered enablement assistant
Career Highlights

Where strategy
meets execution

Systems Architecture

Built and administered GTM stacks across Salesforce, Clari, Tableau, Gong, ZoomInfo, Fullcast, and more, transforming fragmented tools into unified, high-performing revenue infrastructure.

Executive Reporting

Designed and deployed KPI suites, pipeline dashboards, and IC performance scorecards used by Directors and VPs to drive weekly operating rhythms and strategic decisions.

Territory & Planning

Led end-to-end territory carving, headcount modeling, and quota planning across AMER segments, scaling the org from 71 to 96 ICs with data-driven, equitable territory design.

AI-Powered Operations

Implemented AI across RevOps: from Gong-powered handover automation to an AI Insights Engine for revenue reporting and an AI enablement assistant reducing ops tickets by 60%.

Process Optimization

Redesigned lead-to-opportunity flows, approval workflows, commission split logic, and churn forecasting, replacing manual, error-prone processes with scalable Salesforce-native systems.

Cross-Functional Leadership

Served as the connective tissue between Sales, Finance, Marketing, CS, and Legal, aligning GTM operations with business strategy and ensuring every initiative lands with adoption.

Helton Quissico
Helton Quissico
Senior Sales Operations & RevOps Leader
About Me

Operator. Strategist.
Builder.

My Career Journey

I started my career at Signal AI as a Revenue Operations Systems Administrator, where I built the operational foundation of a growing GTM organization, owning the full tech stack, architecting Salesforce workflows, and building the reporting infrastructure leadership relied on to make decisions.

From there, I moved into a Deal Desk Analyst role at NTT Global Data Centers, where I sharpened my skills in deal velocity, approval workflow optimization, and contract lifecycle management. Most recently, I joined Braze as a Senior Sales Operations Analyst, where I've scaled the AMER sales org, led territory planning for 96+ ICs, and introduced AI-powered workflows across RevOps.

Across every role, the thread has been the same: translate complex business problems into elegant, data-driven systems that scale.

Leadership Philosophy

01
Data over opinion

Every process decision should be grounded in evidence. I build systems that generate clarity, not just reports, but insight that drives action.

02
Scalability first

A solution that works for 10 reps shouldn't break at 100. I design infrastructure with growth in mind, building foundations that hold under pressure.

03
Adoption is the metric

The best system means nothing if people don't use it. I partner closely with stakeholders to design solutions that teams actually embrace.

04
Simplify to amplify

Complexity is the enemy of execution. I find the simplest path to the most powerful outcome, removing friction, not adding it.

Why Revenue Operations

RevOps sits at the intersection of everything I love: systems thinking, data analysis, strategic problem-solving, and cross-functional leadership. It's the engine room of a go-to-market organization, and when it runs well, everything else accelerates.

I specialize in Revenue Operations and Systems Strategy because I believe that the quality of a company's operational infrastructure directly determines its ability to scale. Bad data, broken workflows, and fragmented tools don't just slow things down, they cost revenue. I fix that.

Long-Term Vision

My trajectory is toward Director of Sales Operations and, ultimately, VP/Head of Revenue Operations. I want to build and lead teams that design the strategic operating layer of high-growth organizations, owning territory planning, forecasting, systems architecture, and the full GTM rhythm.

I see RevOps not as a support function, but as a strategic partner to executive leadership. That's the role I'm building toward, and every project I take on is designed to develop the judgment, influence, and systems expertise that makes that vision real.

Portfolio

Projects & Initiatives

A consulting-style portfolio of high-impact GTM Operations work, from Salesforce architecture to AI-powered automation and executive analytics.

Strategy & Consultation
Territory Planning & Headcount Allocation

Redesigned territory model from ad hoc assignments to a scalable, data-driven framework, scaling AMER sales org from 71 to 96 ICs with equitable coverage and vertical specialization.

Key Outcome
Org scaled 71 → 96 ICs with structured territory model + vertical specialization
Reporting & Analytics
Sales KPI Suite (Tableau)

Built an executive-level Tableau dashboard consolidating bookings, quota attainment, win rate, and pipeline generation into a single source of truth for Directors and VPs.

Key Outcome
Reduced reporting time 40% · Unified KPIs across AMER segments
AI & Automation
Sales Handover Automation (Gong AI)

Redesigned the sales-to-CS account handover process using Gong AI to auto-capture deal insights from call transcripts, eliminating manual entry and inconsistent handoffs.

Key Outcome
95% reduction in manual data entry · Shorter handover cycles
AI & Automation
AI-Powered Revenue Insights Engine

Built a scalable AI reporting system delivering consistent weekly pipeline and monthly revenue insights to leadership, replacing hours of manual reporting with automated, prompt-engineered narratives.

Key Outcome
Weekly + monthly reporting automated · Zero additional operational overhead
Systems Administration
Fullcast Implementation

Led end-to-end Fullcast rollout to replace spreadsheet-based territory modeling, enabling real-time scenario planning, programmatic carving, and Salesforce integration.

Key Outcome
Eliminated Google Sheets dependency · Enabled real-time territory scenarios
Systems Administration
ZoomInfo Implementation (AMER)

Led regional data strategy overhaul, replacing Cognism in AMER with ZoomInfo after comparative analysis revealed significant accuracy gaps, then integrating with Salesforce for seamless enrichment.

Key Outcome
+25% lead conversion rate in AMER
Systems Administration
DocuSign Integration

Integrated DocuSign with Salesforce to modernize contract execution, enabling in-platform document generation, real-time tracking, and standardized agreement templates.

Key Outcome
30% faster quote routing · Eliminated manual contract handoffs
Strategy & Consultation
Commission Split Approval Automation

Replaced manual Google Forms + spreadsheet split tracking with a Salesforce-native dual attribution model, separating pipeline ownership from credit attribution for accurate forecasting and fair comp.

Key Outcome
On-time commission payouts · Eliminated post-close manual corrections
Reporting & Analytics
IC Performance Scorecard Framework

Designed a weighted performance scorecard combining quota attainment, pipeline health, renewal rate, and activity into a single view, enabling structured, data-driven coaching and QBRs.

Key Outcome
Standardized performance evaluations · Reduced subjectivity in coaching
Systems Administration
GTM Tech Stack Consolidation

Led analysis and migration from Outreach to Gong Engage after identifying functional overlap, consolidating the sales engagement stack and eliminating redundant spend.

Key Outcome
$150K annual cost savings · Simplified GTM tooling
Strategy & Consultation
Partial Churn Forecasting Framework

Introduced a structured Salesforce framework to distinguish partial vs. full churn, reducing forecast noise, improving renewal planning accuracy, and giving CS leadership clearer risk visibility.

Key Outcome
Reduced churn overstatement · Improved renewal forecast precision
Reporting & Analytics
Global Pipeline Reporting Dashboard

Built a forward-looking pipeline reporting suite in Tableau with pacing curves, trajectory tracking, and attainment views, transforming retrospective reporting into a predictive operating tool.

Key Outcome
Early warning system for pipeline gaps · Real-time pacing visibility
Areas of Mastery

Built for the
complexity
of modern GTM

I combine deep systems expertise with strategic thinking, operating across the full spectrum of Revenue Operations from tooling architecture to executive-level analytics and territory strategy.

4+
Years in RevOpsAcross SaaS & enterprise organizations
10+
GTM Tools AdministeredFrom CRM to BI to AI platforms
20+
High-Impact ProjectsAcross forecasting, automation & analytics
Salesforce Administration

End-to-end CRM architecture, from custom objects and validation rules to complex approval workflows, flows, and forecasting configuration.

Flows & Automation Einstein Forecasting Case Management Permission Sets Approval Processes
GTM Systems Architecture

Design and implementation of full GTM tech stacks, evaluating, integrating, and optimizing tools across the sales and marketing ecosystem.

Tech Stack Strategy Tool Consolidation System Integration Data Enrichment
Reporting & Analytics

Executive-grade dashboards and KPI frameworks in Tableau, Looker, and Salesforce, built for speed, clarity, and strategic decision-making.

Tableau Looker KPI Design Pipeline Analytics IC Scorecards
Territory & Pipeline Strategy

Data-driven territory carving, headcount modeling, quota planning, and pipeline pacing, designed for equity, scalability, and growth alignment.

Territory Carving Headcount Modeling Quota Planning Fullcast
Forecasting & Revenue Ops

AI-driven and model-based forecasting frameworks that improve accuracy, reduce variance, and give leadership confidence in revenue projections.

Clari Einstein Forecasting Churn Modeling Deal Desk
Process & Change Management

End-to-end workflow redesign with a focus on adoption, cross-functional alignment, and scalable operating rhythms that stick.

Stakeholder Alignment Workflow Design Change Mgmt Enablement
Tech Stack

Tools & Platforms

Salesforce
Salesforce
CRM & Admin
Tableau
Tableau
Analytics & BI
Clari
Clari
Forecasting
Gong
Gong
Revenue Intelligence
ZoomInfo
ZoomInfo
Data Enrichment
Fullcast
Fullcast
Territory Planning
Outreach
Outreach
Sales Engagement
HubSpot
HubSpot
Marketing & CRM
Looker
Looker
Analytics
6sense
6sense
Intent & ABM
DocuSign
DocuSign
Contract Management
LinkedIn Sales Navigator
LinkedIn Sales Nav
Social Selling
Cognism
Cognism
Data Enrichment
SQL
SQL
Data Analysis
Endorsements

What leaders say
about working with me

Professional testimonials from colleagues and leaders across the organizations I've partnered with.

Helton consistently impressed me with his creativity, drive, and problem-solving abilities. He is proactive and efficient, always finding innovative solutions to complex challenges. His determination to deliver results and go above and beyond is what truly sets him apart.

A
Angela Padovani
Head of Revenue Operations · Signal AI · Managed Directly

Helton has a great attitude and is always willing to take things on and develop his rapidly improving RevOps skills. He is well received and well liked amongst colleagues and his immediate team, which is a bonus!

E
Ella Fitzpatrick
Commercial Operations with Salesforce · Signal AI · Managed Directly

It's rare that you come across a standout talent like Helton. He has completed several outstanding projects and been a vital member of our team. I am particularly impressed by his ability to collaborate across departments, his input has made a dramatic difference in our team's productivity.

M
Michael Murphy
Founder & Chief Program Officer · Kids in the Game · Managed Directly

Helton's diligence, focus, and attentiveness have consistently elevated our team's performance. He demonstrates a strong sense of ownership, ensuring tasks are completed to the highest standard. His meticulous approach instills confidence in the reliability of our work among clients and stakeholders.

C
Carl Lajoie
Senior Customer Success Manager · Signal AI

I had the pleasure of working closely alongside Helton for over a year. He applies his wealth of technical knowledge to provide valuable innovations and solutions. His work remains at a high quality even when met with the tightest deadlines.

T
Troy Smith
RevOps · Signal AI

Helton has played a vital role in the operational responsibilities at Signal and has definitely made an impact. His highly analytical and intuitive problem-solving skills contributed to his success. He goes out of his way to ensure the team meets their targets, a great personality and positive attitude to have around.

A
Andy Liang
Finance & Operations · Signal AI

Helton was a key part of the RevOps team supporting commercial functions including CS. He has always been helpful, clear in his communication, and very patient. He has proactively reduced complexity and helped save the team time. As his mentor, I've seen his engagement, curiosity, and drive, Helton will be an asset to any organisation valuing insight and proactivity.

A
Alex Hunter
Head of Account Management (West) · Signal AI

It has been such a pleasure working with Helton. He has in-depth product knowledge and has been instrumental in providing support for the US team. He has always been willing to help out and figure out any issues that come up, a great personality to have around.

J
Judith Looyestein
Head of Commercial Strategy & Planning · Signal AI

Helton is one of the brightest young professionals I have worked with, smart, inquisitive, and empathetic. He has a great ability to bring people together and is well-liked by everyone who works with him. I look forward to his stellar career ahead.

Y
Yi Lin Pei
Product Marketing Coach & Advisor · Brightflag

Helton is exceptionally organized, inquisitive, and thoughtful. He is among the most studious sales development professionals I have worked with, and one of the most compassionate people I know. Helton has so many possible paths ahead of him and I look forward to watching him progress.

K
Kevin Cohn
General Manager (CEO) · Brightflag
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Resume

Professional Timeline

Download Resume

PDF · Full version Download Resume ↓
Contact
Jersey City, NJ
646-207-9341
hquissico@gmail.com
LinkedIn Profile
Education
Syracuse University B.A. Economics · May 2019
Executive Summary

Sales Ops & RevOps professional with experience in territory planning, forecasting, and GTM systems administration across high-growth SaaS organizations. Skilled in building scalable processes, automation, and executive-ready reporting that improves pipeline health, seller productivity, and forecast accuracy. Trusted partner to sales leadership for building scalable operating rhythms and data-driven decision-making.

Certifications
Salesforce Certified Administrator
HubSpot Revenue Operations Certified
Clari Certified Admin
Project Management, Lean Process Certified
Executive Management Certified (EMC)
Six Sigma Green Belt Certified
Work Experience
Dec 2024 – Present
Braze
Senior Sales Operations Analyst · New York, NY
  • Led territory planning, headcount allocation, and quota setting for AMER segments, increasing pipeline per rep by 30%
  • Drove Fullcast implementation, eliminating manual territory modeling in Google Sheets
  • Built executive-level Tableau dashboards consolidating KPIs, pipeline trends, and quota progress, reducing reporting time by 40%
  • Created Gong AI account handover process, reducing manual rep entry by 90%
  • Deployed commission split approval process, enabling on-time payouts and accurate forecasting
  • Implemented data-driven forecast models, reducing forecasting variance by 20%
  • Designed pipeline targets using win rate, velocity, and historical data, increasing pipeline attainment per rep by 40%
  • Created AI enablement gem for Sales Ops, reducing enablement-related tickets by 60%
Jan 2024 – Dec 2024
NTT Global Data Centers
Senior Associate, Deal Desk Analyst · Jersey City, NJ
  • Led DocuSign integration with Salesforce, achieving 30% faster quote routing and enhanced real-time reporting
  • Optimized the approval matrix, reducing redundant approval triggers and cutting approval cycles by 40%
  • Enhanced pipeline accuracy by 25% through standardizing data inputs and regular pipeline hygiene checks
  • Developed Salesforce automations improving operational efficiency by 20%
Mar 2022 – Jan 2024
Signal AI
Revenue Operations Systems Administrator · New York, NY
  • Led GTM tech stack consolidation from Outreach to Gong Engage, saving $150K annually
  • Implemented ZoomInfo for AMER, increasing lead conversion by 25%
  • Implemented Salesforce Einstein forecasting for AI-driven revenue visibility
  • Developed custom case queues improving ticket management efficiency by 30%
  • Managed 300+ user licenses across commercial GTM tech stack
  • Enhanced lead routing in LeanData, achieving 80% reduction in routing errors
  • Developed Salesforce flows and validation rules, cutting manual data entry by 30% and improving accuracy by 80%