Astrid Ferrari
@astridferrari
Sales Operations leader scaling quote-to-cash and Salesforce-driven revenue growth.
SwitzerlandWhat I'm looking for
I’m a Senior Sales Operations leader with nearly 20 years of experience designing, owning, and scaling global sales operating models in B2B tech. I’m known for turning strong operational foundations into predictable revenue growth through planning rigor, data integrity, and real-time executive visibility.
Most notably, I led a 12-person Sales Operations team supporting $800M annual revenue, owning end-to-end quote-to-cash across direct and partner sales. I built the Salesforce strategy, data integrity standards, and executive reporting that leadership relies on to understand pipeline health, coverage, and conversion.
I bring deep expertise in annual and quarterly sales planning, capacity modelling, territory design, quota setting, and forecasting cadence. I’ve also collaborated on Salesforce CPQ mapping and implementation—defining pricing rules, approver workflows, and deal configuration logic—then enforced deal governance frameworks for pricing, discounting, and non-standard commercial terms to support clean bookings and audit compliance.
Across partner-driven global sales organizations, including networks spanning 190 distributors and 18,000 VARs, I’ve continuously improved operating models and GTM execution. I standardize sales processes and lead change operations with disciplined adoption practices, using tools like Asana, while driving cross-functional alignment across Sales, Finance, Legal, Marketing, Product, and Enablement.
Experience
Work history, roles, and key accomplishments
Owned Salesforce strategy, data integrity, and reporting standards across European B2B markets, automating sales processes to create a single, always-accurate source of truth. Led end-to-end quote-to-cash and Salesforce CPQ deal governance (pricing rules, approver workflows, configuration logic), and delivered executive dashboards for pipeline health, coverage, and conversion.
Worldwide Sales Ops Director
Ruckus Networks
Jan 2022 - May 2023 (1 year 4 months)
Built and led a 12-person global Sales Operations team supporting 500 sellers, $800M annual revenue, and a partner network of 190 distributors and 18,000 VARs across 3 continents. Owned quote-to-cash for direct and partner sales and defined Salesforce/adjacent tool strategy (CRM, CPQ, billing) to replace fragmented manual workflows with a single source of truth for global execution.
Senior Sales Ops & Finance
Ruckus Networks
Oct 2018 - Jan 2022 (3 years 3 months)
Led quarterly and annual sales planning (quota-setting, commission plan administration, forecasting cadence) to drive accountability and measurable targets. Maintained core sales KPIs, Salesforce data integrity standards, and executive dashboards, and developed analysts to strengthen CRM governance and reporting accuracy.
Senior Sales Ops Analyst
Ruckus Networks
Aug 2011 - Oct 2018 (7 years 2 months)
Defined and maintained sales KPIs and executive dashboards delivering real-time reporting on pipeline velocity, conversion rates, and sales productivity to inform territory and channel decisions. Supported new product/pricing/packaging launches by aligning CPQ-aligned quoting processes and improving CRM governance to reduce manual effort.
Sales Processing Manager
Stromasys SA
Jun 2006 - Aug 2010 (4 years 2 months)
Led design and implementation of Salesforce.com, including process definition, project management, license management, and user training/support. Managed sales analysis, order management, and customer service operations across the sales and marketing division.
Education
Degrees, certifications, and relevant coursework
Université de Genève
Master's Degree, Sociology
Master's degree in Sociology through the Institute of Economic & Social Sciences at Université de Genève.
Collège Calvin
Maturité Classique
Completed the Maturité Classique program at Collège Calvin in Switzerland.
IPMA
IPMA Level D — Certified Project Management Associate, Project Management
Earned IPMA Level D certification as a Project Management Associate.
Availability
Location
SwitzerlandAuthorized to work in
Job categories
Skills
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