Abhay Rajaram
San Jose, California, United States
3K followers
500+ connections
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I’m thrilled to share that after an incredible run at Palo Alto Networks, I’m excited to join Sophos as Vice President of Product Management.
I’m thrilled to share that after an incredible run at Palo Alto Networks, I’m excited to join Sophos as Vice President of Product Management.
Liked by Abhay Rajaram
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Exciting news! 🎉 Kris Rudeegraap has been named one of the 2025 CEOs to Watch by Pavilion! This recognition celebrates his vision, leadership, and…
Exciting news! 🎉 Kris Rudeegraap has been named one of the 2025 CEOs to Watch by Pavilion! This recognition celebrates his vision, leadership, and…
Liked by Abhay Rajaram
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Kacie Jenkins is the SVP of Marketing at Sendoso. She’s an incredibly sharp leader, you can tell she's fought her way through boardrooms, calling BS…
Kacie Jenkins is the SVP of Marketing at Sendoso. She’s an incredibly sharp leader, you can tell she's fought her way through boardrooms, calling BS…
Liked by Abhay Rajaram
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Thomas Watkins
"When you have time for product... then you kind of bend back into that product space and a bit less than the sales space." - Saurabh Jain of TrialKey. Product Led Growth Leaders Episode 25 features TrialKey's Saurabh Jain and dives deep into the journey of being product-led from the start of your venture. Hear how companies sometimes shift towards a sales-led approach in the middle stages of growth. Discover the challenges of maintaining the right focus, building the right products, and keeping confidence high. Finally, learn how successful organizations strike a balance between sales and product once they've established a strong customer base and cash flow. Tune in now to gain insights on navigating your growth curve and finding the right balance for success! 🎧💡 #ProductLedGrowth #StartupJourney #PodcastEpisode #BusinessGrowth #Entrepreneurship #SalesLed #Sales
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Paul Self
A wave of consolidation is sweeping through the sales tech industry. I recently listened to a brilliant episode from the Topline podcast, featuring Salesloft CEO David Obrand, that shed light on the current state of the GTM tech landscape. As highlighted in the episode, key players like Clari, Gong and Outreach are expanding their offering to boost their TAM and offer more comprehensive solutions. Whilst the trend is understandable, the danger is long-standing partnerships start to fray as overlapping functionalities emerge - partnerships that were once the lifeblood of the sales tech ecosystem. For us, it begs the question. In a world of all-encompassing GTM suites, is there still a place for specialized, best-in-breed solutions? I believe the answer is a resounding yes - but only if they can offer extraordinary value. To thrive in this new era, point solutions must not only deliver great results but also seamlessly integrate into a company’s core tech stack and existing workflows. At MultiplyGTM, we’re laser-focused on providing planning intelligence that complements rather than competes with the everyday solutions revenue teams rely on, and goes deep in addressing a critical need - empowering revenue leaders with the confidence and clarity to achieve their goals. Whilst we may lack the resources of larger players, our goal is to provide unparalleled planning intelligence and insights that drive revenue, while growing sustainably and delivering immense value to our customers with our domain expertise. We're on the cusp of announcing some game-changing partnerships too that will extend our reach and impact, while maintaining our focus on delivering the revenue planning capabilities that drive profitable efficient growth. Stay tuned! 🚀
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Gideon Thomas
GTM exemplified. When a love ❤️ brand like Gong gives an emphatic high-five for your solution across their GTM teams it's a story worth telling...Shantanu tells it better, his smile is contagious, so watch at your own discretion 😁 watch here >> https://lnkd.in/dY3VWYKw #salesprocess #scale #GTMevolution
39031 Comments -
David Nour
An enterprise sales kickoff (SKO) is critical for aligning the sales team with the company’s strategic objectives, energizing the team, and setting the stage for a successful sales year. Beyond alignment of company goals, product and service education, motivation and morale boost, skills development, networking and team building, marketing and competitive insights, goal setting and accountability, inspiration and vision, strategic planning, and a feedback loop from the field, there are also several consistent mistakes/NOT-to-do many organizations ignore before, during, and after their SKOs! Here is my latest post on Ten Sales Kickoff Insights shared by GTMnow - https://lnkd.in/eQxQrKuJ GTMfund Sales Community #SKO #SalesKickoff #GlobalKickoff #KeynoteSpeaker #RelationshipEconomics #CoCreate #CurveBenders #ConsequenceOfAI
2911 Comments -
Emily He
📊 It’s not just about having data; it’s about having the *right* data. That’s what Hive found by adopting Gong Engage and Gong Conversation Intelligence. This powerful duo surfaced insights and next steps for John Furneaux and Hive’s sales team. They can now breeze through deals, navigate discovery calls with ease, and uncover more opportunities. The result? A 44% increase in meetings booked and 30% rise in sales opportunities. And that’s not even the full extent of Hive’s wins! Read about the rest here: https://lnkd.in/gh-7X7jG
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Matthew Volm
hey RevOps - wanna help us define the future of the RevOps role and the RevOps path the C-suite? 🤔 That's exactly what we're doing with our #RevOpsAF Executive Think Tank event series, Getting 25+ RevOps leaders together in the same room to: 🗺️ Define what RevOps should be in every organization ⛔ Figure out what’s standing in the way of a unified revenue operations function 🤝 Determine how to convince CEOs to respond and adapt to evolving market conditions by adopting a comprehensive revenue operations charter 🚀 What the RevOps path to the C-Suite looks like Our first Think Tank event will take place in San Francisco on August 22nd at 2pm PT. 🌉 So if you're a RevOps leader in the Bay area, then join us. 👋 We've already got RevOps leaders confirmed from companies big and small, and everywhere in between. Seats are extremely limited and we are limiting entry to senior leadership with deep experience in the field of operations. Learn more 👉 https://hubs.li/Q02F3M0X0 A huge thank you to our sponsor at Subskribe for making this event possible. 🫶 #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #csops #cxops #gtmops #alltheops
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Philip Lakin
Zapier and the Evolution of GTM Ops: Over the past decade, GTM Ops (Go-To-Market Operations) has evolved from a niche role into a critical function that connects multiple operational disciplines. What began as Sales Ops—focused on managing sales pipelines—has grown to include RevOps, Marketing Ops, CS Ops, and BizOps, all working together to support the entire customer journey. This transformation reflects the increasing complexity of business growth, where teams need to be more aligned and data-driven than ever. The initial shift came as companies recognized the importance of integrating sales and marketing. Early on, Sales Ops optimized lead generation, territories, and sales performance. With the rise of renewals and upsells, RevOps was born to unify sales, marketing, and customer success in managing revenue holistically. Marketing Ops soon followed, automating demand generation and nurturing leads, while CS Ops focused on post-sale processes like onboarding and retention. BizOps then emerged to drive cross-functional alignment and operational excellence at a strategic level, ensuring every team contributed to business objectives. Together, these functions formed the GTM Ops ecosystem, where operations professionals automate tasks, break down silos, and drive efficiency. Throughout this journey, Zapier has played a pivotal role. Since its early days, Zapier has empowered ops teams to connect systems and automate workflows without coding. It was the first no-code tool many ops professionals used to scale processes, eliminate manual work, and drive efficiency across the business. As GTM Ops continues to grow, Zapier remains central to helping teams automate increasingly complex workflows across sales, marketing, customer support, and more. In RevOps, Zapier ensures data flows seamlessly between systems, while in Marketing Ops, it powers lead handoffs and campaign automations. For CS Ops, it helps streamline onboarding, retention, and customer feedback loops. Zapier continues to support GTM Ops’ evolution by enabling operations professionals to build automations, connect platforms, and scale their efforts. As the role of GTM Ops expands, Zapier remains essential in helping businesses execute efficiently and drive growth. As Head of Enterprise Innovation at Zapier, I’m excited to get even closer with GTM professionals to ensure we continue powering their growth in this new age of AI. With larger enterprises recognizing the critical role of GTM Ops, we’re committed to delivering the tools and innovations they need to thrive. Stay tuned for more as we work together to push boundaries and evolve what’s possible in the GTM landscape!
815 Comments -
Kevin Knieriem
Today’s CRO has two main responsibilities: (1) Predictably hit the company’s revenue number every time. (2) Boost the productivity of revenue-impacting employees. AI cuts across both of these responsibilities. Predictive AI unlocks revenue forecasts with pinpoint precision. This enables CROs to hold their team accountable down to the dollar. Generative and Descriptive AI offer critical opportunities to boost productivity. With the right balance of features, reps and leaders can accomplish more than ever. The bottom line: An AI strategy is essential.
853 Comments -
Lindsey Meyl
There is often considerable overlap between Revenue Operations (RevOps) leadership and the Chief Revenue Officer (CRO) roles due to the interconnected nature of strategy and execution in driving revenue growth. This signifies a move toward a transformation in Revenue executives where decision-makers combine strategic foresight with operational expertise that drives sustainable revenue growth. The opportunity for senior RevOps professionals to take on these executive roles is more relevant than ever. Here is my advice on considering this move: https://lnkd.in/eEp263QR
267 Comments -
Deepinder Singh Dhingra
🌟 What Does the RevSure Brand Represent? 🌟 This was the key question that surfaced during after-event discussions at the 6sense #6sbreakthrough conference. It was a delight getting together again with our incredible GTM team—Alex Cox, Clay Cozby and Dee Acosta 🤖 led by Alex. Three things triggered reflection: 1️⃣ The incredible conversations with #B2BMarketing & #MarketingOps pros about their need to improve attribution 2️⃣ Hearing horror stories about experiences with existing attribution efforts 3️⃣ Observing GTM approaches from sponsors and partners at the conference Over dinner, we had some powerful epiphanies about what RevSure AI stands for, what we would like to stand for, and what makes us tick: 🔶 Trust: Trust is the key pillar of Attribution and is built on a strong foundation of data and transparency around the data. This includes our data integration, harmonisation, entity resolutions (lead, account, opps, contacts, campaigns) & stitching, handling of data anomalies, data validation approach and the “white-box” (observability) nature of the data and the AI. This leads to higher accuracy and trustability of the inputs, outputs, insights, predictions and recommendations. 🔶 Authenticity & Thoughtfulness: We want to be authentic on what it takes to do Attribution successfully. First & foremost it takes a mindset shift across key aspects: *Scope *Key Questions that are being sought to answer *Time frame of Insights & Decisions *Results expected *Actionability & Decisions one expects to take Without a thoughtful approach around Attribution most companies get it wrong, leading to #attributionwars and significant opportunity loss. Attribution is not a project. One can start small, but at it’s core It is a “transformation” 🔶 Deep Technology and Domain DNA: It is great to have neat UI/UX and Visualisation, but what underlies that? Is the technology (data, attribution approach and AI) *Built to scale? *Does it appreciate the variability & complexity of #b2bmarketing across multiple channels, segments, tactics? *Does it adapt to a complex hybrid #b2bGTM motion? *Is it able to handle the nuances of the marketing automation set up? *Does it have the ability to to capture various implicit and explicit touch-points (dark social, communities, etc.) from across the GTM tech stack and GTM motion?, etc.? Attribution is not just an “app”. ! It is an approach to ask & answer evolving layered questions & use cases. 🔶 Customer Centricity & Responsiveness: Customer centricity goes beyond customer success. It is *hunger* and *desire* to make our customers insanely successful. Being responsive to their needs. Bringing the best team members to help in delivering value (across consulting/professional services, solution, product and engineering) Grateful for this event for triggering this. 🙏 Thanks to our incredible engineering, product, customer success, & marketing team in #blr (Riddhy Mehta) that makes it all happen.
768 Comments -
Melissa Perri
Frequent feedback is essential for building alignment and setting clear priorities in product strategy. Regular alignment sessions help teams stay adaptable, prioritize effectively, and build products that truly meet customer needs. This week, I spoke with Vishal Kapoor, SVP of Product at Affirm, about what it takes to scale products in the fast-evolving fintech space. With over 15 years of experience, including roles at Microsoft and Dropbox, Vishal offers invaluable insights into creating adaptable, customer-centered products. We discussed: ✅ How weekly feedback aligns teams and aids decision-making ✅ Identifying and sequencing the right problems ✅ Balancing long-term goals with immediate needs ✅ Building cross-functional partnerships for better feedback ✅ Using feedback loops to keep the roadmap agile Listen now 🎙️ Apple: https://lnkd.in/ehWgbh8p 🎧 Spotify: https://lnkd.in/e7J6VyVf How does your team prioritize feedback in the product development process? Share your thoughts below! #productthinking #productmanagement #feedbackloops #teamalignment #productstrategy
273 Comments -
Michael Hoy 👨🚀
Evolve or evaporate. It's that simple. I just gave this presentation to group of SaaS leaders urging them to take on my battle cry. In the new world of SaaS, success will belong to those who master the art of scaling with agility, aligning pricing to value, and weaving customer success into the fabric of their entire operation. ____________ #SaaS #ScalingSaaS #CustomerSuccess #AtlasBilling #UsageBasedPricing
104 Comments -
Will Taylor 🤝
This GTM practitioner has cracked the code on PLG and signals. Meet Saad Khan, Director of Sales @ Aligned producing growth results and massive TANGIBLE value for clients and our community. Results like: 180% increase in outbound ARR 250% increase in pipeline 454% increase in qualified pipe YoY and 60% ARR CONTRIBUTION. To name only a few of many accolades. From playbooks to tactical execution, Saad helps revenue team make more money. (Including in how they use Aligned!) Saad has built a name for himself not on any hype or trends, but outcomes. You should follow and talk to Saad to accelerate your sales and of course see how Aligned could help your business. Do it right and convert your pipe. ~~~ Meet someone with a fiery passion and they can help light the way for you. It fades unless they are right there beside you, gaining your trust every step of the way. I'm on a mission to understand trust, networks, and how they produce long term business outcomes. Saad embodies the success of this. He comes as another highly recommended person in my network. He should be a part of yours too. ---------- This is part of a small project for the month of November to highlight men in my life that have impacted me in more ways than they know. Saad is somehow both serious and silly. He can yap for days and he can actually make a lot of sense. We take hours to get through a conversation but I love it - we have realizations and help eachother have new perspectives. You honor your friends, family, and partners by challenging them. I don't let Saad tell me any BS and I'm always watching out for him. That's because I believe in him and I know that what he has to offer needs to be nurtured. He does the same for me, so I must honor him by doing the same. Saad puts in the work. Sometimes too much, but what I love most about him is he is constantly pushing his own boundaries. He constantly redefines 100%. He challenges himself. In work. In the gym. With his friendships. With his family. It's the mark of a man to take the first step and push others to be better. Saad embodies this in himself first. He isn't one to tell others to do something, without being able to do it himself. And damn... if you knew what this guy goes through... you'd know just how much wisdom he has because of coming out the other side with his level of energy. Saad Khan thank you for being you. I love you man. P.S. We don't have a better picture together, but this one is pretty great.
10160 Comments -
John Holinka ☁
Is your team tracking metrics that actually drive results? Without a clear strategy, you might be leaving deals on the table. Clari’s new playbook, “Run Revenue: Metrics to Win More Deals” gives you the blueprint to: -Forecast accurately across complex business models -Pinpoint and prevent revenue risk with data-driven insights -Scale team success with metrics that align to business objectives Don’t let revenue slip away because of bad metrics. Download the playbook today: https://lnkd.in/gT69BagG
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Alejandro Cremades
(NEW EPISODE) In the ever-evolving landscape of tech startups, few stories are as compelling as Rick Nucci's journey from founding Boomi to launching Guru. A serial entrepreneur with a track record of success, Rick’s career is a masterclass in leveraging market opportunities and navigating the complexities of scaling a business. In a recent interview, Rick shared the intricacies of his entrepreneurial path, offering valuable insights into his experiences, challenges, and the future of technology. He talks about selling Boomi to Dell for $4B, building Guru, and raising funding for it. #entrepreneurs #entrepreneurship #entrepreneur #business #success #venture #venturecapital #investment #invest #investors #tech #technology #innovation #leanstartup #leanstartups #inspiration #startup #startups https://lnkd.in/eFKdHktS
535 Comments -
Charlie Moss
More Rigor for Sales Teams per Amit Bendov and Marc Benioff How do Gong and Salesforce respond to the “headwinds” and “budget scrutiny” mentioned in many B2B SaaS earnings calls earlier this month? More rigor, more discipline, focused enablement, and a refined GTM strategy are a major part of their approach. Gong’s CEO, Amit Bendov, last week on the SaaStr podcast episode 741, and Salesforce’s CEO, Marc Benioff, on the May 29, earnings call, stated similar approaches for how they plan to navigate current “headwinds” and “budget scrutiny” expressed by many B2B SaaS companies recently. Here are the approaches that Gong has put in place: - Weekly KPIs, weekly results, and monitoring key activities - Tracking every deal with MEDDIC - Greater accountability for the sales team and sales management Amit also shared that at first some of his sales teams “didn’t love it” but now that they are hitting their numbers and seeing the results, they are warming to the additional structure and discipline. Salesforce’s CEO, Marc Benioff, interrupted his COO on the earnings call to reinforce the current narrative inside Salesforce to deliver “strong financial metrics” and a “high level of customer success” organized around the following three guiding principles: 1) Start every quarter with much higher pipelines, 3x vs 2x coverage (deeper inspection) 2) Need a much higher level of enablement (for gen AI models, data frameworks, etc.) 3) Level of stability (versus disruption of shifting strategy to meet fiscal demands) Marc sums up the Salesforce approach with this quote, “So, there is a level of balance that has to be achieved in regards to stability and disruption. And those three attributes, having 3x pipelines, having much higher levels of enablement, and having much higher levels of stability, that is the key to managing in this (more challenging) environment and this part of the (B2B SaaS) industry right now. Both CEOs talk about enhanced rigor, discipline, and a more structured approach to the sales process being a more effective path to navigate this current environment. From my perspective, this is a good example of two highly successful companies continuing to examine their internal GTM processes and experiment with adjusted approaches to achieve success. To what degree have you documented and effectively enabled your sales process for this more challenging environment? Will enhanced rigor, discipline, and a more structured sales approach help your sales reps ramp faster and/or close more deals? What are your thoughts?
21542 Comments -
Dustin Amrhein
With many SaaS companies back in growth mode for their GTM teams, focus is returning to the sales onboarding process. With that focus comes a number of conversations about sales ramps, so it’s a good time to remember that the purpose of these ramps is two-fold: 1. Provide a pathway for sellers to earn commissions while they are onboarding 2. Define a standard formula for calculating quota on the street contribution from onboarding sellers In my experience, most of the discussions that happen around ramps center on the first point. I get it - the onboarding period for a rep is a critical time period and setting the stage for earnings potential is important. However, the second point is much more important to the company as a whole. Having ramp models that you can rely on are essential to managing quota capacity across a GTM organization - at ALL times - but especially when you are in growth mode. Inaccuracies in ramp models are multiplied by each additional rep you bring onboard and can lead to large misses in quota coverage and thus revenue outcomes. If you want to avoid this, you need to take a few simple steps. 🛑 Stop using ramp models just because they are what you’ve always used. 🔬 Analyze historical ramping performance against your current models and be prepared to adjust based on what the data tells you. ⏺ Start monitoring actual ramping performance against your ramp models. Use what you learn to further refine ramp models, and importantly, to identify other coverage changes you need to make in real-time to cover up any gaps created by ramp performance. #salesproductivity #salesefficiency
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Eran Friedman
For Revenue Operations Directors, staying on top of market trends is essential. With the rapid growth of sales technology, evaluating RevOps tools has become more important than ever. A valuable resource for this is the HG Insights IT Spend Report, which helps identify spending trends and make data-driven decisions. In this article, key takeaways from the Sales and Marketing section of the report are highlighted, emphasizing the importance of investing in RPM software like Xactly. Read on: http://spklr.io/6043Q0w1
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