Ivan Hurtado
LONDON
Summary
Strategic Revenue Operations & Go-To-Market Leader with 10+ years’ experience driving GTM alignment, sales strategy, and operational excellence in SaaS and B2B environments. Currently leading a team of analysts, PMs, and admins responsible for GTM tools, and revenue operations, while mentoring their development and driving cross-functional alignment. Proven record of optimizing platforms such as Salesforce and Gainsight, streamlining processes, and building scalable reporting solutions that accelerate growth. Skilled at forecasting, pipeline management, quota planning, and enabling GTM teams across Sales and Customer Success.
Overview
11
11
years of professional experience
7
7
years of post-secondary education
1
1
Certification
Work history
Sales & Strategy Operations Manager
Datto, a Kaseya Company
London
10.2023 - 09.2025
- Responsible for management and optimization of third-party applications, with primary focus on Salesforce-related tools. This position plays critical role in ensuring efficiency, security, and effectiveness of these applications to support the organization's cybersecurity initiatives.
- Third-Party Application Oversight: Manage portfolio of third-party applications, with primary emphasis on those integrated with Salesforce, ensuring alignment with the company cybersecurity strategy and compliance requirements.
- Optimization: Continuously evaluate performance and functionality of third-party applications, identifying opportunities for improvement and implementing optimizations to enhance efficiency and user experience.
- Vendor Relationship Management: Establish and maintain relationships with third-party vendors, service level agreements and ensuring vendors meet their commitments.
- Integration and Configuration: Collaborate with cross-functional teams to integrate third-party applications seamlessly into the environment, configuring and customizing settings as needed to meet specific business requirements.
- Documentation and Reporting: Maintain accurate records of application configurations, changes, and incidents. Produce regular reports on application performance, security status, and compliance adherence.
- User Support: Provide support and training to end-users to maximize value of third-party applications, troubleshoot issues, and address user inquiries.
- Emergency Response: Be prepared to respond to cybersecurity incidents involving third-party applications, coordinating with incident response teams and taking appropriate actions to mitigate threats.
- Security and Compliance: Identifying and mitigating potential risks, and ensuring compliance with industry standards and regulations.
CX Platforms Administrator
Datto, a Kaseya Company
London
01.2022 - 09.2023
- Manage, drive and own features, capabilities and future development roadmap of Gainsight, Datto's primary Customer Success platform.
- Enable Partner Success & Sales teams to maximize partner health and retention by designing & implementing effective processes and workflows across platforms (Gainsight, Salesforce).
- Configure & optimize architecture of Gainsight to support key needs of Success and Go-to-Market teams (e.g., integrations, reporting / dashboards, workflows).
- Build, manage and implement robust features roadmap that improve partner experience (e.g., Renewals Capabilities, Customer Health Scores / Analytics, Product Analytics, etc.).
- Collaborate with Success Strategy & Operations, Partner Success, GTM, Enterprise Systems and Data & Analytics departments on key initiatives.
Revenue Operations Coordinator
Kaplan International Languages
London
11.2018 - 12.2021
- Collaborate with Product managers, business analysts, and a broad range of stakeholders to deliver on key projects and requirements.
- Collect requirements for new features and functionality, recommend best practices, and minimize system tech debt by building scaling solutions.
- Conduct reviews of Salesforce data quality, and implement rules and automation to improve data quality.
- Salesforce Tech Stack Ownership (Vonage, Distribution Engine, FormAssembly, SMS Magic/Whatsapp, Apttus CPQ, etc...).
- Help evaluate, implement, and integrate technology tools.
- Development support and maintenance of managed packages.
- Support data management activities to ensure high level of data quality and integrity is continuously maintained.
- Play critical role during upgrades and releases to the system including testing, driving change management and executing deployments.
Sales Team Manager LATAM
Kaplan International Languages
London
04.2017 - 11.2018
- Achieved sales targets through strategic business development and new channel acquisition.
- Collaborated with senior management and stakeholders to drive initiatives.
- Delivered presentations and seminars to clients and students, enhancing engagement.
- Designed strategies to boost sales performance across region.
- Monitored sales agents' performance, providing targeted training for new members.
- Analyzed daily statistics and reports to inform decision-making.
- Motivated team by implementing innovative incentives to improve productivity.
- Developed strategies to minimise cancellation rates and enhance customer retention.
Sales Consultant
Kaplan International Languages
08.2015 - 03.2017
- Advise potential customers in Latin America, by phone and email, and help them to choose a Kaplan International English program abroad.
- Providing advice and support to potential students enquiries to make sure their coursework matches their needs.
- Tracking sales and customers through CRM system (Salesforce) and other business systems Presentations/Seminars to clients and students.
Sales Support Executive
Kaplan International Languages
03.2015 - 07.2015
- Processed quotations using CLASS Booking System and Salesforce CRM.
- Answered incoming client calls, providing adequate solutions.
- Supported invoice queries and raised credit letters as necessary.
- Managed bookings and confirmed details when required.
Education
Industrial Technologist - Engineering
Universidad Distrital Francisco José de Caldas
01.2000 - 01.2004
Industrial engineering
Escuela Colombiana de Ingeniería 'Julio Garavito'
01.2004 - 01.2007
Skills
- Process Optimization
- Systems Analysis
- GTM Strategy & Execution
- Revenue Operations
- Leadership
- Team Management
- Analyst Mentorship
- Stakeholder Engagement
- Change Management
- Sales Performance Analysis
- KPI Dashboards
- Cross-Functional Alignment
- CRM & GTM Platforms
- Salesforce, Gainsight, RingLead, ZoomInfo, Cvent, Vonage, SMS Magic, Exclaimer
Certification
- RingLead Certification
- Salesforce Certified Administrator (SCA)
- Agile Project Management with Jira Cloud: 1 Projects, Boards, and Issues
Languages
English
Proficient (C2)
Italian
Proficient (C2)
Spanish
Native
Timeline
Sales & Strategy Operations Manager
Datto, a Kaseya Company
10.2023 - 09.2025
CX Platforms Administrator
Datto, a Kaseya Company
01.2022 - 09.2023
Revenue Operations Coordinator
Kaplan International Languages
11.2018 - 12.2021
Sales Team Manager LATAM
Kaplan International Languages
04.2017 - 11.2018
Sales Consultant
Kaplan International Languages
08.2015 - 03.2017
Sales Support Executive
Kaplan International Languages
03.2015 - 07.2015
Industrial engineering
Escuela Colombiana de Ingeniería 'Julio Garavito'
01.2004 - 01.2007
Industrial Technologist - Engineering
Universidad Distrital Francisco José de Caldas
01.2000 - 01.2004