I build the models and systems behind revenue decisions.

Senior RevOps operator in B2B SaaS. I design comp plans, run territory transitions, own the forecast, and build the Salesforce underneath them, working directly with the executives who make the calls.

  • 18% forecast accuracy lift · Exiger
  • 40+ global reps · territory redesign
  • CRM data governance · remediation at scale
  • Company-wide CRM policy · Argano

Bilingüe: disponible en español

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jaimemurillomena@gmail.com

Jaime Murillo-Mena, Senior Revenue Operations professional based in California
Jaime Murillo-Mena Revenue Operations · GTM Analytics · B2B SaaS

Selected Work

Worked samples built on a fictional company, Northstar SaaS, so every model can be shown in full: the inputs, the logic, and the output. The method is mine; the data is not real.

Forecast Inspection & Pipeline Review Framework

Northstar SaaS · Forecast Operations

Structured framework for forecast reviews with stage exit criteria, deal inspection checklists, red flags, and MEDDPICC qualification checkpoints.

Forecasting MEDDPICC Pipeline Management Deal Inspection
Read Case Study →

Sales Commission Plan

North Star Analytics · Compensation Design

End-to-end commission plan with tiered accelerators, MEDDPICC compliance kickers, SPIF programs, and a payout model that traces every deal, built for an 8-rep sales team.

Commission Planning OTE Design Accelerators Excel Modeling
Read Case Study →

Territory Design & Account Coverage Model

Northstar SaaS · Territory Planning

Account segmentation, assignment rules, coverage models, and hierarchy rollups for a multi-segment sales org.

Territory Planning Account Segmentation Coverage Model Salesforce
Read Case Study →

All seven case studies →

Where I've Worked

From early-career foundations to leading Revenue Operations at scale in B2B SaaS.

Jun 2026 – Present

GTM Operations: forecasting, pipeline planning, executive reporting

Argano · title: Senior Business Analyst

Revenue Operations and GTM analytics for the go-to-market organization, working directly with senior sales and marketing leadership. My brief on a misused opportunity stage became company-wide CRM policy, and the revenue-technology steering committee adopted my record-ownership model for departing sellers. I co-built the demand and capacity models used in executive growth planning and designed the intent-data architecture now live for sellers.

Apr 2024 – Jan 2026

Exiger

  1. Senior Manager, Revenue Operations

    Jan 2025 – Jan 2026 Promoted Jan 2025

    Implemented Clari forecasting and MEDDPICC, lifting forecast accuracy 18%. Ran the executive operating cadence for 40+ global reps and led the territory transition to hierarchical rollups. Built a custom GPT for deal desk processing and cut deal approvals to same-day. Owned commissions end to end, from plan mechanics to payout.

  2. Sales Operations Specialist

    Apr 2024 – Dec 2024

    Accelerated monthly commissions processing by ~50%. Managed 90–100 deals quarterly (ARR $75K–$750K) across Government and Commercial teams in AMER, EMEA, and ROW. Rebuilt commissions reporting and created standardized GTM SOPs.

2021 – 2024

Revenue Operations roles

  1. Revenue Operations Analyst

    eSUB Construction Software · 2023 – 2024

    Improved data quality ~15% QoQ, built CSM dashboards for $1.9M ARR renewal accounts, and ran deal desk for ~30 deals a quarter.

  2. Deal Desk / Revenue Analyst

    Restaurant365 (contract) · 2023 – 2024

    Reduced rep errors ~20% through training and processed ~60 deals a month across SMB and mid-market.

  3. Sr. Revenue Operations Analyst

    Honorlock · 2022 – 2023

    Built the weekly GTM health scorecard, cut priority-deal surfacing time ~50%, and supported a territory redesign for a 20-rep EdTech cohort.

  4. Revenue Operations Analyst

    Chatmeter · 2021 – 2022

    Ran the weekly executive dashboard and the monthly customer health-score refresh, and owned CRM data hygiene and deal desk quality checks on renewals and new business.

2011 – 2020

Earlier Career

Data & Information Specialist · COTS Data Analyst · Glide Memorial FEMA Crisis Counselor · Goodwill Paralegal Office Assistant · ASI Legal Sales Associate · Best Buy

Recommendations

From the RevOps leaders I have worked for, via LinkedIn.

Jaime consistently showed a natural ability to contribute to and lead a variety of unique RevOps initiatives that directly supported our GTM playbook. His impact was far-reaching, whether it was contract management, territory planning, training & enablement, compensation, or executive-level reporting.

Seth Beber
Sr. Director, Revenue Operations at Exiger · Direct Manager

Jaime is a collaborative and positive teammate with broad experience across Revenue Operations. He supported Salesforce reporting and dashboarding, managed order operations processes, processed commissions, and partnered closely with our BDR and CSM teams to improve activity visibility and reporting.

Brian Hull
SVP, Revenue Operations & Strategy @ Exiger

He’s a highly action-oriented individual who always went the extra mile to ensure his deliverables exceeded expectations. His reliability and ability to build strong cross-functional relationships quickly made him the go-to for any stakeholders needing support from our team.

Christian Ulloa
VP of RevOps @ Luminate · Direct Manager
Six more recommendations

He consistently took ownership of ambiguous, high-stakes work, particularly in deal desk and commissions, without needing heavy oversight. He approached problems calmly, asked the right questions, and delivered practical solutions that actually stuck.

Josh Pudnos
GTM Strategy & Operations Leader · Senior to Jaime at Exiger

They brought rigor and clarity to complex areas like Deal Desk execution in DealHub, Salesforce and CPQ strategy, and end-to-end commissions management, while maintaining strong cross-functional partnerships with Sales, Finance, Marketing, and Customer Success.

Tyler Price
Sales Enablement Leader · Cross-team at Exiger

He is always willing to go the extra mile on every project, and it really shows in the quality of his work. Jaime shares creative ideas that not only made things run more smoothly but also helped our team work better together.

Melissa Hyde
Sales Operations · Same team at Exiger

Jaime was a key player in forming the data team from the ground up. He quickly mastered the knowledge behind the system so he could help create more user-friendly data processes and reports. His intelligence, positive attitude and sense of humor made him a pleasure to work with.

Kiera Stewart
Writer/Author/Teacher · Direct Manager at COTS

Jaime was a rising star from the very start. Did not shy away from complex projects and targets to complete them with lightning speed and great accuracy. A data analyst wizz and above all that a fun, collaborative colleague.

Terence Daniel Doronila
Revenue Operations · Same team at Chatmeter

Jamie made an immediate impact at Honorlock with his detailed analysis and proactive attitude. He is very detail-oriented, and helped us streamline and optimize our existing GTM reporting and analysis. I would highly recommend Jaime to any data-driven team.

Samuel Foshay
CFO & EVP of Operations @ Continuous

A Bit About Me

Originally from Sonoma County with roots in Jalisco, Mexico. I've lived across California, from San Francisco to San Diego, completing my undergraduate degree at San Francisco State and earning my Master's at UC San Diego by age 23.

I maintain close family ties and visit relatives in rural Mexico regularly. I'm fully bilingual in English and Spanish, and my cross-cultural background informs everything from how I approach team dynamics to how I think about global GTM strategy.

Outside of work, I've backpacked through Europe, reunited with a graduate school friend in Argentina, and continue to explore new places whenever I can. Travel is how I reset and gain perspective.

Education

2015 – 2017

Master of International Affairs

University of California, San Diego · School of Global Policy & Strategy

Management concentration. Coursework in international economics, policy analysis, managerial economics, and nonprofit management.

2011 – 2015

B.A. Political Science

San Francisco State University · Minor: International Relations

Fraternity leadership and student government. Active in campus organizations.

Dean's List × 4
Salesforce SQL Tableau HubSpot Clari Looker Power BI Excel / Sheets Bilingual: EN / ES
Certifications MEDDPICC Masterclass (2025) · HubSpot Revenue Operations (2023) All certifications

Credentials

  • The MEDDPICC Masterclass · MEDDICC2025
  • Revenue Operations · HubSpot Academy2023
  • Email Marketing · HubSpot Academy2023
  • Salesforce Trailhead · 34+ badges
  • ETO Administrator Boot Camp · Social Solutions2019

Revenue & sales

  • Managing Your Sales Territory2023
  • Learning Salesforce2020
  • Learning Salesforce CPQ2022
  • Excel for Sales Professionals2020
  • Sales Channel Management
  • Compensation & Incentive Plans

Data & analytics

  • Customer Insights and Consumer Analytics for Organizations2026
  • Data Visualization for Data Analysis and Analytics2020
  • Data Analytics for Business Professionals2020
  • Learning Data Analytics2020
  • Building Reports in Looker · Looker Training2020
  • Getting Started with Looker · Looker Training2020
  • Telling Stories with Data2020
  • BI Analyst Course
  • Tableau CRM
  • SQL 8-Week Challenge
  • Google Analytics

Strategy & delivery

  • Product Management: Building a Product Roadmap2026
  • Writing a Proposal2026
  • Agile Foundations2026
  • Agile at Work: Building Your Agile Team2020
  • Project Management Foundations2020
  • Generative AI for Business Leaders2026
  • Management Consulting
  • MBA Fundamentals
  • Strategic Thinking2020

Communication & teamwork

  • Communication Foundations2020
  • Interpersonal Communication2020
  • Developing Your Emotional Intelligence2020
  • Remote Work Foundations2020
  • Time Management: Working from Home2020
  • Microsoft Teams Essential Training2020

What I’m strongest at

Compensation design

Plan mechanics, accelerators, SPIFs, and the payout model. I have run commissions end to end at Exiger and modeled plans from OTE down to the per-deal payout.

Territory transitions

Not just the map: the cutover. Hierarchies, rollups, account moves, rep communication, and the reporting that has to keep working the Monday after.

Salesforce admin and builder

Hands-on. Objects, fields, flows, validation rules, reports, and the CPQ and DealHub plumbing behind the deal desk. I build what I spec.

Applied AI

I built a custom GPT for deal desk processing. AI belongs in the daily workflow, not on a slide, and I can walk through exactly how it was built.

Executive partnership

At Argano I work directly with senior sales and marketing leadership on executive growth planning. I translate between the C-suite question and the query that answers it.

Outside of work

Equestrian

Grew up around horses in rural Jalisco

Archery

Started in grad school, never stopped

Travel

Europe, Argentina, Mexico

Hiking

Coastal trails & redwoods

Let's talk revenue operations.

Senior Revenue Operations conversations, B2B SaaS. Send me the problem you're trying to solve and I'll answer with a real take. Consulting and web inquiries go through Services.

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Or email jaimemurillomena@gmail.com