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Johan Amador

@johanamador

Revenue Operations and GTM transformation executive scaling pipeline, forecasting, and commercial governance across global ARR.

United States

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What I'm looking for

I’m looking for a CRO/CFO-connected Revenue Operations role where I can build scalable GTM governance—pipeline, forecasting, and incentives—use AI/ML to improve decisioning, and drive measurable margin, cost, and growth outcomes.

I’m a Revenue Operations and Commercial Operations executive with 10+ years governing $800M+ ARR portfolios and $700M+ global business units across North America, LATAM, and multinational markets. I translate CRO priorities into scalable GTM infrastructure—pipeline governance, MEDDPICC-aligned deal inspection, territory design, quota frameworks, Salesforce CRM, and AI/ML-powered forecasting (Power BI Copilot). I’ve delivered $80M in EBIT growth, sustained ±5% forecast accuracy, and driven 45% operational cost reduction through Lean Six Sigma transformation.

I’m a Chief of Staff–caliber strategic partner to the CRO, CFO, CMO, and CPO—building end-to-end Revenue Operations functions across commission & incentive operations, renewal pipeline governance, and sales enablement. Most recently as Head of Global Sales Operations, I governed an $800M+ ARR multi-product global portfolio end-to-end (pipeline health, deal inspection cadence, and forecast discipline ±5% accuracy), modernized forecasting with AI/ML tools, and rebuilt standardized global governance structures (SOPs and SLA frameworks). Previously, I exceeded revenue targets by 15% through cross-functional GTM alignment and accelerated growth (including 20% ARR growth and churn reduction) by evolving renewal pipeline governance and value-based selling enablement into a repeatable revenue productivity engine.

Experience

Work history, roles, and key accomplishments

Head of Global Sales Operations

ACI Worldwide

Jan 2023 - Mar 2026 (3 years 2 months)

Governed an $800M+ ARR multi-product portfolio with MEDDPICC-aligned deal inspection and forecast discipline (±5% accuracy) through weekly/monthly/quarterly inspection cadences. Led territory design, commission & incentive operations, Salesforce CRM deployment, and AI/ML forecasting with executive dashboards to surface execution risk early.

Revenue Operations Sales Forecasting Commission Operations Salesforce CRM

Head of Commercial Initiatives

ACI Worldwide

Jul 2021 - Jan 2023 (1 year 6 months)

Drove 15% revenue target outperformance through cross-functional GTM alignment across Sales, Customer Success, Product, Engineering, Marketing, and Finance. Delivered 20% ARR growth and churn reduction by scaling renewal pipeline governance, at-risk account interventions, and value-based sales enablement.

Sales Enablement Value Based Selling Revenue Planning Sales Objection Handling

Strategic Partner

Schooley Mitchell

Jun 2020 - Jun 2021 (1 year)

Delivered B2B operational consulting engagements implementing automation and analytics, reducing client operational costs by ~15% while improving commercial effectiveness and service delivery quality. Designed SLA and capacity planning frameworks and advised on pipeline governance and revenue operations to strengthen sales productivity and operating discipline.

B2B Consulting SLA Capacity Planning Revenue Operations Sales Productivity

VP, Operations - Margin Expansion

Western Union

Jan 2017 - Jan 2020 (3 years)

Led enterprise transformation with P&L accountability, delivering ~$80M/year in margin expansion and $80M in sustainable EBIT growth for the $5B money transfer portfolio. Rebuilt operating models, optimized portfolios with machine learning, and drove migration to next-generation technology platforms while expanding revenue channels and improving unit economics.

Operating Model Improvement Margin Improvement Machine Learning Platform Migration Forecasting Pipeline Management

Sr. Director of Business Operations

Western Union

Jan 2014 - Jan 2017 (3 years)

Reduced operational costs by 45% through Lean Six Sigma transformation following a $45M revenue merger, and improved customer handling efficiency by 30% across U.S., Canada, Mexico, and the Caribbean. Led M&A integration and standardized SLAs/SLOs and operating frameworks with banking, postal, and retail partners to deliver full operational synergies.

Lean Six Sigma M&A Integration SLA Operational Efficiency