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Nathaniel Cooper

@nathanielcooper

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Revenue Operations leader optimizing GTM pipelines and CRM adoption for growth like a champ!

United States

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What I'm looking for

I’m looking to RevOps and sales enablement work that improves pipeline execution, CRM data quality, and seller productivity across Sales and Customer Success—using scalable workflows and forecasting to drive measurable revenue performance.

I’m a Revenue Operations, Sales Operations, and Sales Enablement professional with 10+ years of experience supporting high-growth SaaS, insurance, legal, and financial services organizations. I’ve built measurable improvements across GTM operations—optimizing pipeline visibility, improving CRM adoption, and driving cross-functional alignment across Sales, Customer Success, Marketing, and Operations. I’m experienced in Salesforce administration, forecasting, pipeline management, sales enablement, onboarding, reporting, workflow optimization, and GTM systems management.

In my recent work, I increased CRM data integrity and reporting consistency by maintaining disciplined opportunity tracking, forecasting updates, and pipeline governance—supporting 80%+ quota attainment and 100% during ramp at Roots Automation. At Collibra, I led Enterprise Strategic Accounts to drive 180% quota attainment in FY2023 and sustain 150%+ in FY2024, while partnering on CSQL operationalization and UAT to refine ICP execution across GTM systems. Earlier, I spearheaded the “Pipeline Olympics” initiative—driving $1.3M ARR and contributing $20M+ in qualified pipeline—while introducing the “Flip-Sheet” methodology to standardize pipeline creation and stage discipline, plus coaching that improved ramp time and early productivity.

Experience

Work history, roles, and key accomplishments

Current

Business Development (Claims)

Current

Roots Automation

Jan 2025 - Present (1 year 4 months)

Improved CRM data integrity and pipeline governance to increase reporting consistency and support 80%+ quota attainment, including 100% during ramp. Led insurance stakeholder discovery and refined ICP and pipeline strategy, strengthening messaging alignment and conversion consistency across the GTM motion.

Salesforce Pipeline Analytics Revenue Forecasting Sales Enablement ICP Segmentation Workflow Automation Opportunity Management GTM

Team Lead, Enterprise Strategic Accounts

Collibra

Jan 2023 - Jan 2024 (1 year)

Led an Enterprise Strategic Accounts team, driving 180% quota attainment in FY2023 and sustaining 150%+ in FY2024 (Top 3 across the organization). Operationalized the CSQL framework to improve MQL-to-SQL follow-up and strengthen Sales-to-CS handoffs, and supported UAT to align ICP execution and routing workflows across GTM systems.

Revenue Operations (RevOps)CSQL Framework GTM Systems Administration UAT Testing ICP Targeting Sales Alignment

Senior Enterprise Business Development

Collibra

Dec 2020 - Dec 2022 (2 years)

Spearheaded the “Pipeline Olympics” initiative, driving $1.3M ARR and contributing $20M+ in qualified pipeline in 2022 through improved pipeline generation structure and execution consistency. Introduced the “Flip-Sheet” sales methodology to standardize stage discipline, coached newly hired BDRs to accelerate ramp, and closed $958K ARR in Q4 with Top 3 closed ARR performance in 2022.

Salesforce CRM Pipeline Operations Revenue Forecasting Sales Methodology Sales Enablement BDR Stage Discipline

Insurance Sales Manager

Community Insurance

Jan 2015 - Jan 2021 (6 years)

Managed end-to-end sales operations for commercial and personal insurance accounts, partnering with operations to streamline workflows and improve client onboarding. Maintained 90%+ annual retention through proactive account management, tracked MRR/expansion revenue and NPS/customer effort metrics, and built CRM-driven pipelines using outreach and referrals.

CRM Account Management Sales Pipeline Management Revenue Retention Outreach Revenue Analytics Data Driven Decision Making

Legal Analyst (Comcast)

Brooksource

Jan 2014 - Jan 2015 (1 year)

Analyzed and processed high-volume criminal legal demands for Comcast’s triple-play ecosystem, ensuring accurate interpretation, compliance with governance frameworks, and alignment with internal standards. Performed QA and data validation on legal correspondence and managed end-to-end legal request workflows in enterprise ticketing systems while meeting court-mandated SLAs.

Legal Demand Processing Compliance Governance Data Validation Ticketing Systems Case Management SLA Risk Management Investigative Analysis Data Integrity Court Mandated Workflow Handling

Litigation Paralegal

Udren Law Offices

Jan 2013 - Jan 2014 (1 year)

Supported attorneys on mortgage foreclosure civil case pipelines, ensuring efficient case progression, timely task execution, and structured workflow management across active matters. Conducted investigations (background analysis, death record validation, skip tracing), prepared and filed high-volume legal documents, and managed 50–100 concurrent cases while tracking deadlines to improve throughpu

Litigation Support Mortgage Foreclosure Case Management Investigative Research Skip tracing Death Record Validation Caseload Management

Loan Officer

PHH Mortgage

Jan 2012 - Jan 2013 (1 year)

Advised new clients on mortgage purchase and refinance solutions by guiding them through eligibility, pricing, and process workflows to improve conversion efficiency. Managed a 300+ client pipeline with accurate CRM tracking, achieved 95% customer satisfaction, and participated in a special-ops pilot that increased production throughput by 25% and reduced loan cancellations by 8%.

Mortgage Client Consulting Follow Up Cadence Management Customer Satisfaction Workflow Optimization Loan Cancellation Risk Reduction Customer Lifecycle Management