Revenue, process, and GTM —I work at the intersection of all three.
Riyaz Khan
GTM Operations · Revenue Operations · Full-Cycle Sales · Outbound Systems · B2B SaaS
9+ years designing the infrastructure that revenue teams run on — from lead routing and CRM automation to full-cycle sales and GTM execution. Open to operator, individual contributor, and revenue-focused roles.
Experience at
Where Revenue Meets Systems
Revenue operations professional with 9+ years scaling sales teams and designing process infrastructure in high-growth tech. Built revenue pods generating $170K+ MRR, redesigned lead allocation cutting response time by 96%, and trained 250+ sales professionals across distributed teams.
Strong experience in full-cycle sales including discovery, demo, objection handling, and deal closing across high-volume pipelines. Hands-on with modern B2B SaaS GTM tools including Clay, Apollo, HubSpot, and outbound infrastructure.
Equally effective as an individual contributor running full sales cycles or as an operator building the systems behind revenue teams.
9+ Years in Tech Sales · 200+ Hiring Interviews · 40+ GTM Tools Mapped · 96% Lead Allocation Speed Improvement
GTM Systems
ICP workflows, signal-based targeting, outbound sequences and email infrastructure for B2B SaaS pipeline generation.
Revenue Operations
Lead routing, CRM automation, qualification frameworks and pipeline reporting that make revenue predictable.
Full-Cycle Sales
Discovery to close with BANT/CHAMP/MEDDIC, consultative selling, objection handling and post-sale retention.
How I Think About GTM
The allocation system is the pipeline. Fix the routing before you fix the pitch.
— On process design
120 minutes to 5. That's what redesigning a system looks like — not working faster.
— On operational improvement
The best reps I've trained weren't the loudest. They were the most structured.
— On coaching philosophy
Signal-based outreach isn't a hack. It's what happens when you stop guessing.
— On modern GTM
Revenue predictability comes from system design, not motivation.
— On RevOps thinking
Remote doesn't mean disconnected. Six years proved process beats proximity.
— On remote work
I’m Skilled In
Market Research
Understanding industry trends and competition to identify the best opportunities and tailor strategies to reach potential customers.
Buyer Persona
Creating detailed profiles of ideal customers including needs, goals, and challenges to craft messages that resonate.
Lead / Account Qualification
Evaluating leads against BANT/MEDDIC criteria — budget, authority, need, and timing — before pursuing them.
Lead Generation
Finding potential customers through emails, LinkedIn, social media and outbound channels.
Lead Generation Tools
Using Lusha, LinkedIn Sales Navigator and Clay to find, verify and organize prospect contact details.
Outreach, Follow-up & Sequence
Planned multi-touch cadences across email, calls and messages to move prospects toward a decision.
Career Timeline
HireForSkillz
GTM & Revenue Operations Practicum Active
Built end-to-end ICP research workflows using Clay + Apollo — enriching data with technographics, hiring signals, and funding triggers for B2B SaaS outreach
Designed multi-channel outbound sequences (cold email + LinkedIn) with signal-based personalization; developed proficiency in email infrastructure (SPF/DKIM/DMARC, domain warmup)
Created GTM tools tracker mapping 40+ tools across enrichment, sequencing, deliverability, dialers, and intent data — adopted as reference by program mentors
Executed founder-level outreach campaigns for early-stage SaaS; trained on MEDDIC/MEDDPICC qualification frameworks for complex B2B sales cycles
PW (PhysicsWallah)
Manager — Sales Operations & Revenue
Built and led 25-member sales pod generating ₹1.5 Cr+ MRR (~$170K+), consistently ranking #1 org-wide in revenue, product knowledge, and call quality
Consistently exceeded monthly revenue targets through structured pipeline management, consultative selling, and disciplined deal progression
Achieved 27% YoY revenue growth through disciplined pipeline management, BANT/CHAMP qualification frameworks, and process standardization
Redesigned lead allocation end-to-end — built routing logic by source, geography, and capacity; reduced lead-to-contact time from 120→5 min (96% improvement)
Designed team rostering system single-handedly for 250+ counselor org — balancing shift coverage, capacity planning, and performance distribution
Doubled MQL→SQL conversion rate through structured qualification frameworks and targeted coaching on objection handling
Managed post-sale customer relationships to drive retention and expansion through regular value-based engagement
Hired, trained, and mentored 250+ sales professionals; acted as Senior Hiring Panelist across 200+ interviews with highest quality-to-selection ratio
Scaled Kota, Rajasthan POD from zero-to-revenue, establishing it as a high-performing regional vertical
Led cross-functional projects with Product, Support, and Content teams to align GTM execution with customer outcomes
Recognized by CFO and GM at org event for maintaining highest audit scores at team level
Scaler
Sales Manager
Managed and scaled sales pods generating ₹13L+ monthly revenue per associate
Executed full sales cycles — discovery, demo, negotiation, closing — for premium tech career platform targeting working professionals
Consistently delivered against quota in high-volume sales environment; drove 15% revenue improvement through accurate forecasting and CRM accountability
Designed sales training bootcamps and onboarding playbooks reducing new-hire ramp-up time; used CRM analytics to identify conversion opportunities
Collaborated with Product, Finance & Operations to streamline performance dashboards and incentive models
Relevel by Unacademy
Senior Sales Trainer
Designed and delivered sales enablement curricula for 1,000+ professionals across cohorts of 80+ — achieving 80% placement success rate and 4.8+ NPS
Built CRM-integrated referral and alumni feedback funnels improving pipeline fill; audited IIT/IIM educator sessions establishing quality standards org-wide
Vedantu
Business Development Manager
Ranked 3rd PAN India in revenue performance; grew monthly revenue by 150% through structured outbound, referral campaigns, and disciplined pipeline management
Managed and coached team of 25 Senior Academic Counselors across multiple regions
Unity Pharma
Area Sales Manager
Led 15-member institutional B2B/B2G sales team to ₹1.5 Cr+ annual revenue; introduced Marg ERP CRM automating reporting and boosting accountability
Conducted international product training seminars for healthcare professionals in UK & UAE — demonstrating comfort engaging senior stakeholders across cultures
Key Projects & Wins
ICP Enrichment Workflow — Clay + Apollo
Waterfall Enrichment Logic
Built end-to-end B2B SaaS prospecting workflow targeting Series A–B companies by technographic fit, hiring signals, and funding recency. Enriched contact data with multi-source waterfall logic for high-accuracy outreach.
GTM Tools Stack Tracker — 40+ Tools Mapped
40+ GTM Tools Mapped
Comprehensive reference tracker mapping the modern B2B SaaS GTM landscape across enrichment, sequencing, deliverability, dialers, and intent data. Adopted as reference by program mentors at HireForSkillz.
Lead Allocation System Redesign — 96% Faster
96% Faster (120→5 min)
Redesigned manual lead allocation at PhysicsWallah. Built routing logic by lead source, geography, and counselor capacity. Cut response time from 120 minutes to 5 minutes across a 250+ counselor org.
Sales Playbook & Training System
80% Placement Rate
Designed and delivered sales enablement curricula across multiple organizations — training 1,000+ professionals with 80% placement success rate and 4.8+ NPS. Built onboarding playbooks reducing ramp-up time.
Certifications
Tools & Technologies
Proficient with modern sales and GTM tools that drive efficiency and results.
Let's Build Something Great
Schedule a quick call to explore how we can unlock predictable revenue growth for your business.