About Me

Steve Cooper is a seasoned Revenue Operations Executive with over two decades of experience driving growth, optimizing processes, and fostering cross-functional collaboration across diverse industries. With a proven track record of building scalable infrastructures and leveraging data-driven insights, he has consistently delivered measurable outcomes, including improved forecasting accuracy, streamlined workflows, and multimillion-dollar revenue pipelines. Steve’s expertise spans CRM and sales technology implementation, sales enablement, and process optimization, empowering organizations to align strategic goals with actionable insights. His leadership style emphasizes innovation, operational excellence, and team development, ensuring sustainable growth and long-term success for the organizations he serves.

Services

Experience

I have worked with organizations across multiple industries, from high-growth startups to established enterprises, delivering exceptional results through tailored revenue operations strategies. Explore my career highlights below.

Verana Health

Head of Sales Operations
Verana Health is dedicated to improving healthcare by transforming data into actionable insights. At Verana, I lead sales strategy design and implementation, ensuring alignment across sales, marketing, and customer success to drive operational excellence and scalability.

• Designed and implemented sales strategies, processes, and tools to optimize efficiency and drive revenue growth.
• Collaborated with cross-functional teams to ensure operational synergy.
• Developed and refined KPIs to measure performance and improve accountability.
• Led CRM adoption and sales enablement initiatives to foster a data-driven culture.

DeviceGenius.AI

Revenue Generation Advisor
DeviceGenius.AI specializes in innovative mobility and device testing solutions powered by AI. I spearheaded strategic growth initiatives, focusing on building scalable processes and leveraging data-driven insights to achieve ambitious revenue targets.

• Directed strategic growth initiatives to optimize revenue operations.
• Focused on innovation in device testing to drive customer value.
• Played a pivotal role in defining workflows aligned with company objectives.

Stairwell, Inc.

Head of Revenue Operations
Stairwell is a cybersecurity company backed by Sequoia and Accel. I was the inaugural hire for revenue operations, building a comprehensive sales and marketing infrastructure from scratch, achieving $1M in revenue, and driving a $9M pipeline within the first year.

• Built thorough Sales and Marketing infrastructure from scratch.
• Achieved $1M in revenue and developed a robust $9M pipeline.
• Recruited and scaled the Sales Development team, driving outbound strategy.
• Implemented MEDDIC methodology and Gong for enhanced deal coaching.

Sauce Labs, Inc.

Senior Director of Sales Operations
Sauce Labs is a leader in continuous testing cloud solutions. At Sauce Labs, I revamped Salesforce and forecasting processes, achieving 98% forecast accuracy and enhancing lead management workflows to accelerate sales velocity.

• Revamped Salesforce instance and established accurate forecasting methodology.
• Streamlined lead management and pipeline review processes.
• Collaborated with finance to create scalable commission plans and models.
• Introduced MEDPICC methodology forimproved pipeline transparency.

Mya Systems, Inc.

Senior Director of Revenue Operations & Sales Development
Mya Systems, acquired by Stepstone, provides AI-driven recruitment solutions. I led sales operations and sales development, growing the sales team and implementing tools like Outreach.IO to enhance efficiency and scale lead generation.

• Grew the Sales Development team and optimized cadence strategies.
• Integrated Outreach.IO to streamline lead generation processes.
• Implemented robust pipeline management frameworks for predictable revenue outcomes.
• Drove commissions and territory development initiatives.

Kenna Security, Inc.

Senior Director of Customer Success and Sales Operations
Acquired by Cisco, Kenna Security is a leader in risk-based vulnerability management. I managed customer success and sales operations, closing multi-year six-figure deals and driving millions in bookings.

• Directed customer success operations including onboarding, training, and renewals.
• Closed multi-year deals, securing millions in total bookings.
• Integrated customer feedback into iterative sales methodology improvements.

Persado, Inc.

Director of Sales Operations
Persado specializes in AI-generated content solutions. At Persado, I optimized sales methodologies, designed incentive programs, and implemented Salesforce pricing constructs to improve efficiency and accuracy.

• Orchestrated comprehensive sales forecasting and planning processes.
• Designed dynamic sales incentive compensation programs.
• Implemented pricing constructs to improve deal efficiency and accuracy.

Guardian Analytics, Inc.

Director of Revenue Operations
Guardian Analytics, acquired by NICE Actimize, focuses on AI-powered fraud prevention. I increased qualified leads by 25%, improved proposal generation efficiency, and streamlined Salesforce processes to enhance sales outcomes.

• Increased qualified leads by 25% and sourced 75% of new business.
• Streamlined proposal generation, reducing creation time by 75%.
• Optimized Salesforce utilization and data accuracy for sales teams.

One Block Off the Grid, Inc.

Vice President of Operations
Acquired by NRG Energy, One Block Off the Grid pioneered group buying for solar energy. I tripled revenue, expanded the sales team, and improved lead conversion rates, transforming the company’s sales strategy to achieve positive gross margins.

• Tripled revenue by expanding the sales team from 5 to 20 members.
• Improved lead conversion rates from 24% to 60% within the first year.
• Reduced operational expenditures by more than 10% while boosting margins.
• Implemented dynamic growth strategies, driving team expansion and efficiency.

Contact

Let’s discuss how I can help drive your organization’s growth.

Email: stevecoopersf@gmail.com

Phone: (415) 531-6998

LinkedIn: linkedin.com/in/stevecoopersf