LIZY FERNANDEZ THOMSON
London,ENGLAND
Summary
Senior Revenue Operations leader experienced in designing, building, and scaling B2B SaaS revenue engines across global, multi product organizations, including architecting end to end RevOps models for Sales and Marketing from the ground up. I work at the intersection of strategy, go to market execution, and revenue intelligence, focusing on driving predictable growth through structured pipeline governance, disciplined forecasting, and Salesforce led transformation. Known for translating strategic goals into clear operational plans and measurable OKRs, bringing Marketing, Sales, and Customer Success into a more aligned and consistent way of working. A trusted partner to CFO, CRO, and Board, with a focus on delivering audit compliant revenue models, improving conversion across the funnel, and enabling scalable multi product growth.
Overview
8
8
years of professional experience
1
1
Certification
Work History
Vice President, Revenue Operations
Marcura
London
2022.09 - Current
- Lead Revenue Operations across a global, multi product B2B SaaS organisation, owning forecasting, pipeline governance, go to market execution, and revenue technology
- Build and scale a global RevOps function, managing distributed teams across Sales Operations, Marketing Operations, and RevTech to operate a structured, data driven revenue engine
- Establish clear ownership, performance standards, and accountability across teams, while coaching and developing talent to embed best practices and drive consistent execution
- Act as a strategic partner to CFO and CRO, shaping GTM execution, revenue planning, and performance strategy across the business
- Translate strategic growth objectives into clear operational plans and measurable OKRs, aligning Marketing, Sales, and Customer Success
- Own end to end ARR performance across new business, expansion, and retention, covering forecasting, tracking, and lifecycle visibility
- Build forecasting discipline and pipeline visibility through clear funnel definitions, stage governance, and a structured operating cadence
- Lead a disciplined operating cadence including Annual Sales Kickoffs, Quarterly Business Reviews, 13 week forecasting cycles, and monthly pacing calls, enabling early identification of pipeline risk and improving forecast predictability
- Design and oversee sales compensation planning, ensuring alignment to growth, retention, and expansion objectives with clear governance and transparency
- Manage ISO audits for commercial processes, ensuring compliance, strong documentation, and audit ready controls across the revenue lifecycle
- Establish Salesforce as the single source of truth, leading RevTech strategy and embedding automation across reporting, forecasting, and commissions
- Deliver real time visibility across ARR, funnel, pipeline, and forecast, enabling faster and more informed executive decision making
- Enable multi product growth through structured cross sell tracking, attribution, and corridor analysis, supporting expansion ARR
- Partner with Customer Success to improve retention and renewal visibility, strengthening ARR predictability across the customer lifecycle
- Drive alignment and accountability across go to market teams, ensuring consistent execution across regions
- Deliver audit ready reporting and strong data governance to support CFO, CRO, and board level decision making
- Global B2B SaaS Organisation
- Operating across multiple business units with global go to market teams across EMEA, Americas, and APAC, supporting revenue scale from $50M to $185M
Sales Operations Lead
DU Telecom
Dubai
2018.05 - 2022.08
- Owned forecasting, pipeline governance, and sales performance analytics across a 9M+ customer base
- Improved customer acquisition and retention through segmentation, pricing, and territory optimisation
- Streamlined lead to cash processes, improving deal velocity and customer onboarding
- Designed and implemented performance driven compensation plans aligned to acquisition and retention
Education
Masters - Project & Operations Management
Ascencia School of Business
France2022-01
Bachelor of Commerce - Bangalore
Mount Carmel College
Bangalore2000-01
Skills
- Salesforce and HubSpot
- Clari and Xactly
- Power BI and Microsoft Office
- Excel and PowerPoint
- Think Cell and ZoomInfo
- LinkedIn Sales Navigator
- Mondaycom and Asana
- Claude and Agent-Force
- Clari Copilot and Teams Copilot
- Revenue forecasting
- Pipeline governance
- Go-to-market strategy
- Sales performance analytics
- Data-driven decision making
Certification
- Certified Manager, American Institute of Business & Management, HR, Organizational Behaviour, Leadership, and Accounting & Finance
- ISO 9001 Internal Auditor, QMS Global, 2018-01-01
- ILM Mastery Certificate in Partner Management, 2015-01-01, A, UK
- RevOps Architecture - Ongoing since 2025
Accomplishments
- Scaled revenue from USD $50M to $185M by architecting, building and operationalizing a structured, data driven RevOps model across multiple business units
- Increased forecasting accuracy from ~30% to ~80% through disciplined pipeline governance, standardised funnel definitions, and structured forecasting cadence
- Reduced pipeline slippage from 77% to 30% through clear stage criteria, improved deal qualification, and disciplined forecast inspection
- Improved sales efficiency by ~20% through process optimisation, better pipeline hygiene, and alignment across go to market teams
- Reduced sales cycle length by standardising sales processes and improving tooling adoption across global teams
- Delivered ~25% uplift in sales productivity through automation of forecasting, reporting, and commission processes
- Designed and implemented end to end funnel tracking (Pre MQL to Closed Won), improving conversion visibility and enabling targeted interventions
- Increased conversion rates across the funnel through tighter alignment between Marketing and Sales, including SLA driven lead management
- Enabled multi product growth through structured cross sell tracking, attribution, and corridor analysis, improving expansion visibility and execution
- Established Salesforce as the single source of truth, consolidating multiple systems and improving data integrity, reporting accuracy, and executive decision making
- Transformed activity capture by integrating Clari Copilot, Zoom Phone, and native Salesforce capabilities, driving improved data accuracy, higher CRM adoption, and better visibility into sales execution and pipeline performance
References
Available upon request. Professional recommendations available on LinkedIn.
Hobbies and Interests
- Reading
- Travelling
- Cooking
- Interior design
- Event planning
Timeline
Vice President, Revenue Operations
Marcura
2022.09 - Current
Sales Operations Lead
DU Telecom
2018.05 - 2022.08
Masters - Project & Operations Management
Ascencia School of Business
Bachelor of Commerce - Bangalore
Mount Carmel College