Lori Perkins
Remote
Summary
Results-driven Chief of Staff with over 10 years in GTM and revenue operations within high-growth SaaS and CPaaS sectors. Skilled in translating executive strategies into actionable priorities and establishing operating rhythms. Enhanced forecasting accuracy, pipeline governance, and performance visibility during rapid growth and post-acquisition integration across North America, EMEA, and APAC. Expertise in strategic planning, policy development, and team leadership.
Overview
16
16
years of professional experience
Work History
Senior Director, Global Marketing | Revenue Operations and Executive Reporting
Kaleyra
01.2021 - Current
- Aligned revenue and marketing priorities post-acquisition, coordinating cross-functional execution across North America, EMEA, and APAC during major integration cycles.
- Owned operating rhythms and executive reporting for pipeline and forecasting, highlighting performance versus targets, key risks, dependencies, and actions to close gaps.
- Led post-acquisition systems integration across Salesforce and HubSpot, standardizing lifecycle definitions, data governance, and reporting to improve consistency across regions.
- Architected a single source of truth for the C-suite by consolidating three Salesforce instances, an additional sales CRM, and two HubSpot instances, then integrating 200+ data sources into a near real-time performance view of pipeline health, ROI, and key drivers across regions.
- Supported annual and multi-year planning cycles by translating growth goals into integrated marketing plans, coverage expectations, and measurable performance frameworks.
- Synthesized complex inputs into clear, decision-oriented narratives for executive and board presentations, investor readouts, and performance updates.
- Acquired by Tata Communications, 2023
Chief of Staff to COO/CRO; Senior Director, Sales Operations and Revenue Operations
mGage
01.2016 - 01.2021
- Acted as Chief of Staff to the COO/CRO during a multi-year turnaround, driving alignment and execution across Sales, Account Management, Customer Success, Marketing, Product, Engineering, Finance, and Operations.
- Led annual sales planning, including target setting, coverage assumptions, capacity inputs, and the prioritized account list, and provided structured input into growth and expansion strategy.
- Stood up Sales Operations and the revenue operating cadence from the ground up, including weekly leadership meetings, pipeline inspections, Top 30 account governance, and structured QBR preparation.
- Developed first forward-looking revenue forecast for COO/CRO, owning weekly, monthly, quarterly, and annual forecasting cycles; collaborated monthly with Finance to reconcile outlook and validate assumptions based on pipeline movement and actuals.
- Reconfigured Salesforce to enable forecast reporting and executive dashboards, delivering decision-ready visibility into pipeline health, stage progression, and performance drivers.
- Defined sales process, stage criteria, and end-to-end lead-to-cash definitions across U.S. and EU teams, improving consistency, handoffs, and scalability.
- Conducted weekly forecast reviews with Sales and Customer Success/Account Development to analyze stage movement, adjust assumptions, and identify risks and dependencies.
- Designed QBR operating model, creating executive-ready narratives and account plans.
- Built GTM and launch readiness process with clear milestones, owners, and enablement, improving field execution consistency across releases.
- Created structured onboarding and sales enablement programs and managed core enablement assets (playbooks, pitch decks, competitive tools, one-pagers, release materials).
- Supported board deck preparation and executive performance narratives by synthesizing drivers, risks, and priorities into clear leadership-ready updates.
- Led the Next Generation Gateway initiative, providing program governance across Product and Engineering to accelerate delivery after appointment by the CTO.
- Remote: North America and EMEA
Strategy Consultant
Owner Consulting LLC
Ashburn
01.2013 - 01.2016
- Managed marketing and customer experience integration for Comcast Business amid Time Warner Cable merger, driving cross-functional collaboration and new design initiatives.
- Rescued onboarding of largest enterprise customer at Mgage, achieving timely delivery and program stabilization.
- Collaborated with Altria on corporate social responsibility program rollout, engaging multiple sectors in partnership efforts.
- Oversaw product assessments and vendor evaluations for Frontpoint Security, executing comprehensive customer testing strategies and launch collateral.
Director, Acquisition Marketing; Director, Mobile Product Marketing
Time Warner Cable
Herndon
01.2010 - 01.2013
- Developed integrated acquisition strategies and campaign execution across internal teams, agencies, and vendors, exceeding new-connect targets by 36.6% versus budget and 6.1% year over year.
- Established standardized cross-functional go-to-market processes for new residential products and launches, enhancing execution consistency across markets and channels.
- Designed sales enablement and incentive programs that drove monthly sales growth by 40% in key call centers.
- Herndon, VA
Education
Accelerated Marketing Leadership Program -
Kellogg School of Management
12-2022
Global Leadership Program -
Kaleyra iLead
12-2022
B.S. -
George Mason University
Skills
- Chief of staff
- Revenue operating cadence
- Pipeline governance
- Business reviews
- Executive dashboards
- Coverage planning
- Target management
- Account governance
- Escalation management
- Revenue and marketing technology stack
- Salesforce and HubSpot expertise
- Program leadership
- Storytelling for boards
- Integration strategies
- Go-to-market alignment
Websites
Signature Impact
- Trusted extension and force multiplier for CRO/COO leaders, translating priorities into structured execution across Sales, Customer Success, Marketing, RevOps, Product, Engineering, Finance, and Operations
- Built and ran revenue operating cadence including weekly leadership meetings, pipeline inspections, Top Account governance, QBRs, and planning cycles, paired with crisp executive readouts and pre-reads
- Introduced forward-looking forecasting models and governance improving predictability, achieving approximately 90% forecast accuracy through disciplined pipeline management and inspection
- Turned fragmented data into clear insights by integrating 200+ data sources into unified performance views of pipeline health, risk, and ROI across regions
Accomplishments
- • Winner Kaleyra iLead Program
o Selected as one of 25 global leaders for Kaleyra’s i-Lead senior leadership program.
o Elected by peers as team CEO.
o Lead team of 5 to win a nine-month global business simulation focused on business strategy and execution.
• Recognized by executive leadership for building one of the company’s highest-performing and the most diverse team.
• Circle of Excellence Winner (Nextel)
• Inner Circle Winner – awarded to 1% of employees (Nextel)
• Circle of Excellence Nominee (Nextel)
• President’s Circle Winner (Teligent)
Timeline
Senior Director, Global Marketing | Revenue Operations and Executive Reporting
Kaleyra
01.2021 - Current
Chief of Staff to COO/CRO; Senior Director, Sales Operations and Revenue Operations
mGage
01.2016 - 01.2021
Strategy Consultant
Owner Consulting LLC
01.2013 - 01.2016
Director, Acquisition Marketing; Director, Mobile Product Marketing
Time Warner Cable
01.2010 - 01.2013
Accelerated Marketing Leadership Program -
Kellogg School of Management
Global Leadership Program -
Kaleyra iLead
B.S. -
George Mason University