Adwerx had committed six figures and a year of planning to a Marketo build that was meant to support expansion into new verticals — but the plan's owner left mid-flight, right as the company tripled its go-to-market org from 3 AEs to 20+ AEs and 30+ SDRs. I inherited the responsibility, with RevOps, for making that investment work: no tracked pipeline process existed even for the core vertical, only content pillars and half-built templates existed for the new ones, and every SDR needed enough qualified volume, daily, to hit 100 dials without the operation reading as spam.
I built a contact-allocation model that balanced list size, sending throttles, and an AGOGE-style cadence to determine how many prospects each rep could work per day without triggering spam filters or burning the list. On the other side of the funnel, I built an overflow calendar system — shared booking calendars that opened 15 minutes after standard demo slots, with a Slack alert and claim process so no-shows converted into performed demos instead of lost ones and we truly optimized our AE's capacity.
I wrote the SOPs for the full demo lifecycle across Salesforce, Outreach, and Chili Piper — booking, confirmation, objection handling, no-show and overbook processes — in collaboration with the SDR manager.