Bengaluru, India

Rahul Nath

Revenue Operations · GTM Operations · Lead-to-Cash

I build the operating systems that make revenue predictable — governance, dashboards and automation connecting sales, delivery and finance.

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15+
Years in revenue & business operations
$100M+
Revenue under operations governance
$12M
Series B supported with investor reporting
70%
Reduction in hunting and farming cost structure

About

Background

Portrait of Rahul Nath

I'm a Revenue Operations and Business Operations leader with more than 15 years spent on the machinery behind revenue: GTM governance, Lead-to-Cash and Order-to-Cash design, CRM discipline, margin governance and executive reporting.

Most of that has been at Sigmoid Analytics, where I joined early and helped scale the operating system from startup stage to a $100M+ IT services and analytics business. I've worked alongside Founders, the CFO, and Sales, Delivery and Finance leadership to build Salesforce governance, Power BI decision dashboards, resource allocation models, compliance controls and automated reporting.

The through-line in my work is turning scattered process into something measurable — so leadership can see pipeline, margin and capacity clearly enough to act on them. I'm currently pursuing an Executive General Management Programme at IIM Ahmedabad.

Experience

Professional history

Feb 2015 — Present

Assistant Manager — Revenue Operations & Business Strategy

Sigmoid Analytics · Bengaluru
  • Manage revenue operations governance across Sales, Delivery and Finance for a $100M+ business, improving visibility into pipeline, margin, billing readiness, documentation compliance and resource deployment.
  • Designed Lead-to-Cash and Order-to-Cash governance spanning opportunity qualification, SOW/PO readiness, project kickoff controls, billing inputs and collection visibility — reducing revenue leakage and operational risk.
  • Institutionalized Salesforce process discipline, MQL/SQL definitions, pipeline hygiene and stage governance to sharpen sales execution rigor and leadership visibility.
  • Built CXO-level Power BI dashboards for revenue, margin, account health, forecast movement, resource deployment and root-cause analytics, cutting manual reporting dependency and improving decision velocity.
  • Partnered with the CEO on investor-ready performance dashboards and operating reports supporting the company's $12M Series B raise in 2022.
  • Developed resource allocation and capacity planning models in Airtable, Google Sheets and internal cloud tools, connecting pipeline, delivery demand, utilization and margin impact.
  • Led automation of recurring revenue and compliance reporting using Google Apps Script, SQL, BigQuery, Power BI and advanced spreadsheet models.
  • Built the early-stage inside sales engine — hired and led the SDR team, operationalized outbound prospecting and closed $800K in revenue while creating the sales operations backbone.
  • Designed account management and resource allocation models contributing to a 70% reduction in hunting cost structure.
Feb 2013 — Jan 2015

Business Development Consultant

ICMG World Pvt. Ltd. · Bengaluru
  • Built lead lists and ran cold email, LinkedIn InMail and direct outreach campaigns generating qualified pipeline for enterprise architecture and consulting services.
  • Partnered with the CEO and Director on weekly sales planning, prospect targeting, campaign tracking and stakeholder management.
  • Automated sales and data workflows with Excel Macros, VBA and MS Access queries, improving data quality and campaign reporting speed.
Dec 2011 — Jan 2013

Reporting Manager

Reliance Communication · Varanasi
  • Coordinated regional operations reporting, installation tracking and route planning for field service teams across the Lucknow zone.
  • Built Excel VBA and MS Access reporting workflows improving data validation, operational visibility and service delivery tracking.
May 2008 — Jun 2009

Technical Supervisor

Onyx Techno Vision · Varanasi
  • Supervised DTH field installation operations, engineer allocation, route planning, quality audits and customer issue resolution across UP East.

Portfolio

Selected business impact

Lead-to-Cash Revenue Governance

Mapped the full workflow from lead to opportunity, SOW, PO, billing and collections, then introduced controls to improve forecast visibility, documentation readiness and revenue governance.

Process designSalesforceCompliance

Margin & Unit Economics Intelligence

Created deal-level margin scorecards, scenario models and path-to-green views supporting pricing decisions, profitability reviews and leadership intervention.

Margin analysisModellingPricing

Executive Revenue Dashboards

Integrated CRM, finance and resource planning data into Power BI dashboards for CXO reviews, improving visibility into revenue, margin, account health and operational risk.

Power BIBigQueryReporting

Resource Capacity Planning

Built demand and utilization tracking models aligning hiring, bench cost, sales pipeline and delivery commitments into a single planning view.

Capacity planningAirtableUtilization

Recognition

Achievements

Education

Qualifications

2025 — 26 · Pursuing

Executive General Management Programme

Indian Institute of Management, Ahmedabad
2011

MBA, Business Economics

Institute of Business Management, CSJM Kanpur University
2008

PGDCA

Uttar Pradesh Institute of Computer Applications, Varanasi
2007

BA, Economics

Mahatma Gandhi Kashi Vidyapith University, Varanasi

Capabilities

Skills & platforms

Revenue Operations

Lead-to-Cash, Order-to-Cash, pipeline management, forecast accuracy, revenue governance, revenue leakage control, billing & documentation governance

GTM & Sales Operations

CRM hygiene, Salesforce governance, MQL/SQL definitions, stage discipline, KPI frameworks, operating cadences, change management

CRM & Business Systems

Salesforce, Zoho CRM, NetSuite, Airtable, Power Automate, Google Cloud Platform

Analytics & BI

Power BI, Looker, BigQuery, SQL, R, advanced Google Sheets and Excel modelling

Automation

Google Apps Script, Excel VBA & Macros, MS Access, Power Automate, Java (basic)

Planning & Finance

Margin analysis, unit economics, resource and capacity planning, executive dashboards, cross-functional stakeholder management

Contact

Get in touch

Open to conversations about revenue operations, GTM systems and business operations leadership. Email is the best way to reach me.