Adwerx had committed 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 the size of its go-to-market org. I inherited the responsibility, with RevOps, for making that investment work: no tracked pipeline process existed, only content pillars and half-built templates existed for the new ones, and every SDR needed enough qualified volume, daily, to hit their dial quotas, avoiding their email activity reading as spam to ESPs.
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 after standard demo slots, with a 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.