7 years building the operational infrastructure revenue teams run on - CRM governance, Salesforce automation, account allocation frameworks, and reporting infrastructure designed to eliminate manual work, enforce process consistency, and give revenue teams the data visibility they need to execute.
Thousands of Salesforce accounts had missing firmographic data - FTE, domain, geography, time zone - making segmentation and territory reporting unreliable. Sourced data from IPEDS, normalized in Google Sheets, and re-imported by Account ID. Restored accuracy across ~9,000 institutional accounts.
Multiple SDR teams were targeting the same institutional accounts across product lines with no ownership rules, creating duplicate outreach and internal disputes. Built an enforced Google Sheets governance framework with team routing logic and rep-level assignment. Eliminated duplicate outreach across the shared customer base.
No enforceable rules governed lead ownership or cross-product outreach across 11–15 SDRs on four product lines. Built a governance layer - Salesforce Flow for 14-day lead expiration, decision framework documentation, Confluence and Canvas training integration - that shifted the team from informal interpretation to enforced structure.