Stephen Haltom

• Lead GTM operations at Luciq (formerly Instabug) across planning, forecasting, compensation, enablement, and Deal Desk
• Run annual GTM planning, setting bookings, pipeline, and retention targets and the comp plans that drive them
• Present weekly pipeline and forecast analysis to the executive team
• Led company-wide positioning using April Dunford’s framework and built sales enablement grounde

• Built Secureframe's Revenue Operations function as its first RevOps leader, hiring Marketing Ops, Sales Ops, and Enablement roles and running CS Ops directly
• Improved average win rate from 25% to 37% by partnering with sales leadership on stage entry and exit criteria
• Increased ramped rep productivity 42% by introducing segment-specific KPIs
• Rolled out Clari to replace a spreadsheet foreca

• Pressure-tested Board-set revenue targets, exposing an outbound pipeline gap that flat headcount couldn’t close
• Built the segmentation data case that led the CEO to revise a proposed Mid-Market floor
• Rebuilt the forecast process around shared definitions and a fixed cadence, improving forecast accuracy

• Led Clari selection and rollout alongside a new forecasting methodology
• Reverse-engineered per-AE meeting, opportunity, and pipeline targets from Heap’s own conversion data
• Partnered with the CCO and Finance to define churn and GDR, then rebuilt renewals forecasting in Salesforce and Clari

• Led territory planning for Eastern U.S. field sales (5 VPs, 60 reps), sizing territories by tech-user density
• Partnered with the SE Director to catch POVs launched before the economic buyer agreed to success criteria
• Owned weekly and quarterly leadership reporting on pipeline, bookings, and KPIs

• Designed annual comp plans and set targets for about 100 SDR, BDR, inside sales, and renewal reps worldwide
• Built the company’s first renewal forecast model and tied renewal reps’ MBOs to cohort renewal rate
• Led territory design for inside sales, renewals, and account management, including an automated low-touch segment

Worked as Director of Sales Operations, Americas at AppDynamics.

• Structured $86M in transactions, including 24 deals over $1M TCV, as deal strategy partner to 100+ reps worldwide
• Co-authored the company’s first deal structuring playbook with Revenue, Finance, and Legal

• Led selection and implementation of Salesforce CPQ to standardize quoting
• Scaled the Order Operations team across the US and EMEA

• Reviewed and processed 1,200+ transactions totaling $75M in TCV
• Trained sales reps on quote building and co-termed pricing

* Identified tax refunds through detailed analysis of client’s purchase transactions
* Achieved 200% of yearly tax refund quota
* Coordinated with state revenue departments to ensure accurate reviews of refund claims
* Conducted preliminary reviews of client’s payables data to identify refund opportunities

* Managed all accounts receivable and payable transactions
* Assisted in reconciling company financial statements
* Created more efficient client-billing procedures