KATHY COTTMAN
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Gaithersburg, MD
https://www.linkedin.com/in/kathycottman/
SKILL HIGHLIGHTS
Revenue Operations
Organizational Design
Budgeting & Forecasting
Process Improvement
Change Management
Staff Development
Startups & Go-To-Market
Sales & Marketing
Customer Service
Account Management
HR Technology
Performance Management
Data Analysis
Product Strategy
Enterprise SaaS
Compensation
Business Analyst
Digital Marketing
PROFESSIONAL EXPERIENCE
DIRECTOR, REVENUE OPERATIONS
2020 – present
WellStat (iES Mach/Mach Energy), Washington, DC
● Led iES Mach through a reorganization to WellStat, an AI-powered SaaS company
● Scale and manage a startup Customer Success team to partner with and support the
Sales Executives effectively
● Guided the launch and project management of a new Enterprise software product and
drove a $21M ARR increase
● Manage a team of 20 Sales Directors, CSMs, Solution Engineers, and Operations
Specialists on full-cycle sales process, reporting, and forecasting
● Achieved 246% of plan for new logos and 281% of plan for expansion sales in 2H 2023
by managing CRM hygiene, pricing, and operational efficiency
● Identified new revenue streams and areas of renewal process improvement that yielded
$562k in ARR
● Designed a framework of relationship management that boosted customer retention by
16% and adoption by 39%
DIRECTOR, CUSTOMER SUCCESS - EAST
2015 – 2020
Paychex, Washington, DC
● Promoted to launch and scale a Go-To-Market startup Customer Success Team of 51
within a high-growth B2B SaaS organization
● Coached the team on driving new logos and expansion opportunities, generating
$400M+ ARR in 2019
● Managed a team of 10 District Managers and 40+ CSMs, Solutions Engineers, Sales
Managers, and Marketing Specialists on the full suite of complex HR Enterprise products
● Built the strategy, framework, and forecasting processes, achieving new logo sales of
$197M, and $241M in expansion sales
● Overhauled the customer experience, developed the escalation process, and boosted
retention by 33% and adoption by 47%
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Awarded “Outstanding Sales Director” and President’s Club - 2016 - 2019; motivated
new hire to achieve “Rookie of the Year” in 2018 and oversaw multiple promotions
Recognized as “Top Project Management Team” for migrating clients to the new FLEX
platform, adding $44M ARR in Q4 2018
Spearheaded the launch of a CRM dashboard to track metrics, KPIs, and data analytics,
with 100% adoption in the field within two months
Enterprise Solutions Manager, Customer Experience (2015 - 2017)
● Coached an engineering team of 8 focused on recommending complex HR software and
mobile app solutions to mid-market, Enterprise, and Fortune 500 clients
● Achieved numerous awards for revenue, including “June 2017 - 402% of Revenue
Quota Attainment as an Individual Producer”
● Achieved 200%+ of quota consistently by developing collaborative business, operational,
and technical relationships across various workgroups
DIRECTOR, SALES & CUSTOMER SUCCESS
2013 – 2015
Employer’s Plus, Baltimore, MD
● Coached and developed a team of 11 CSMs, Sales Managers, and Marketing
Executives for an HR B2B SaaS organization
● Facilitated the efficient growth of revenue operations by streamlining new sales and
account management processes, optimizing workflows, and implementing customer
segmentation strategies that increased new logo sales by 122% YoY in 2014
● Spearheaded customer management, onboarding, and renewal processes, thus
boosting expansion sales by 68% in 1H 2015 and increasing CSAT score by 12%
EDUCATION
Bachelor of Arts (BA), Communication Arts l Salisbury University l Salisbury, MD
TECHNOLOGY
CRM, Enterprise SaaS, Artificial Intelligence, Machine Learning, Salesforce, HubSpot, Microsoft
365 Dynamics (Excel, Outlook, Teams, Word, Powerpoint), Slack, Zoom, PowerBI, Tableau,
Google Workspace, Canva, SAP, Zoho, Outreach, Smartsheet, Jira, Zendesk, Trello, Gainsight,
Net Promoter Score (NPS), Benetrac, API, IoT, LinkedIn Sales Navigator, Marketo, ZoomInfo,
Workday, Lever, Paychex FLEX, Mobile App, HTML5, DocuSign, HRIS/HRMS, PEO/ASO,
eLearning/LMS
CERTIFICATIONS
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Revenue Operations, HubSpot - 2023
Customer Service Professional, Zendesk - 2023
Artificial Intelligence, Microsoft - 2023
