Sunil Chhabra
VP Revenue Operations | Built RevOps from Zero to $120M ARR | 50% Sales Cycle Reduction | $55M Incremental Revenue | Boomerang Executive | Michigan Ross MBA
RevOps executive who builds predictable revenue engines for high-growth SaaS companies. Built RevOps from scratch (Fusion: 15% YoY ARR growth, 50% sales cycle reduction), generated $55M incremental revenue (Vlocity/Salesforce), led $120M ARR business (Oracle). Companies ask me to return—boomeranged to Aisera by CEO/CRO request. Expert in MEDDIC, territory design, comp planning, Board reporting. Ready for CRO/CCO/COO leadership.
Contact Information
Skills & Expertise
EXECUTIVE SUMMARY
Sunil Chhabra transforms GTM chaos into predictable, scalable revenue growth. With 10+ years leading Revenue Operations at Oracle, Salesforce/Vlocity, and high-growth startups, Sunil specializes in building RevOps functions from zero and scaling them to $100M+ ARR.
What makes Sunil different: Companies don't just hire him—they ask him to return. Sunil boomeranged to Aisera at the CEO, CRO, and CHRO's request because his RevOps infrastructure drives results that can't be replicated without him.
Track Record:
- 50% sales cycle reduction (Fusion Risk Management)
- 15% YoY ARR growth (Fusion Risk Management)
- $55M incremental revenue generated (Vlocity/Salesforce)
- $120M ARR business led through cloud transition (Oracle)
- 35% pipeline conversion vs. 15% baseline (Fusion)
- 90%+ forecast accuracy across multiple companies
Target Role: Chief Revenue Officer | Chief Commercial Officer | Chief Operating Officer
Ideal Companies: B2B SaaS, $50M-$300M ARR, Series C/D through public companies
Most RevOps leaders are either builders or operators. Sunil does both.
Fusion Risk Management | SVP Revenue Operations (Apr 2024 - Aug 2025)
Sunil built the entire RevOps function from scratch—running solo for the first 6 months before scaling to a full team supporting $100M+ revenue.
What He Built:
Zero-to-One RevOps Infrastructure Created comprehensive Annual Operating Plan with Finance, established forecast accuracy, built operational discipline across sales org. First RevOps function in company history.
Sales Process Transformation Rolled out Solution Selling methodology with MEDDIC framework, new sales stages, and exit criteria. → Result: 50% reduction in sales cycle length
Pipeline Conversion Breakthrough Increased early-stage to late-stage pipeline progression from 15% (historical) to 35% through disciplined qualification and stage management. → Result: 2.3x improvement in conversion rates
Compensation Revolution Created the company's first signed comp plans in its 19-year history, aligning bookings targets with simplified, motivating compensation structure.
Board Reporting Cadence Led weekly and quarterly Board deck preparation: business health, required actions, GTM initiatives.
Impact: 15% YoY ARR growth | Selected for Top Performers Club (Punta Cana)
Aisera | Vice President Revenue Operations (Aug 2025 - Present)
In August 2025, Sunil returned to Aisera—not because he was looking, but because the CEO, CRO, and CHRO personally recruited him back.
Why? When Sunil left Aisera the first time, they felt the difference. His RevOps infrastructure became the heartbeat of the business. Without him, things slowed down. The executive team knew his leadership was irreplaceable.
What Sunil Owns at Aisera:
- All Revenue Operations: sales process, territories, compensation, forecasting, Board reporting
- Operating cadence: weekly forecasts, bi-weekly pipeline reviews, monthly/quarterly business reviews
- AI-driven sales optimization: leveraging Aisera's AI for actionable rep insights and coaching
- Standardized GTM motion: BANT and MEDDIC qualification ensuring pipeline quality
Earlier Impact at Aisera (Aug 2023 - Apr 2024):
15% QoQ pipeline growth through prospecting discipline
6% MoM ARR growth through pipeline hygiene and conversion optimization
9 months → 3 months customer go-live time through cross-functional process improvement
Boomerang credibility = When a company experiences what it's like without you, they ask you to come back.
Vlocity (Salesforce) | VP GTM, Sales Development & Enablement (Aug 2019 - Feb 2022)
At this Series C startup, Sunil led SDR, Enablement, RFI/RFP, and Sales Engineering teams—and generated $55M in incremental revenue on a $150M run-rate business.
How He Did It:
Pipeline Optimization: Managed pipeline, demos, MQLs, SQLs, Closed Won metrics across industry verticals
Demo Acceleration: Reduced demo setup time from hours to 30 seconds → 95% velocity improvement
Customer Experience: Improved NPS from 35 to 38 through better sales-to-delivery handoffs
Cross-Functional Coordination: Aligned SDR, Enablement, and Sales Engineering to accelerate deal cycles
Result: $55M incremental revenue—proving Sunil doesn't just build processes, he drives measurable revenue impact.
Oracle Cloud | VP GTM (Jun 2015 - Jul 2019)
Sunil led a $120M ARR business through the critical transition from on-premise to cloud—one of the most challenging GTM shifts in enterprise software.
What He Built:
- Weekly operating cadence with dashboards and recommended actions across North America
- Cloud launch enablement: strategy, content, adoption tracking
- Market transition leadership navigating legacy to cloud subscription model
Conga | VP Global Revenue Enablement & RevOps (Feb 2022 - Mar 2023)
40% reduction in seller ramp time through structured onboarding and enablement
28% revenue growth contribution through improved productivity
3x increase in partner certifications through gamification
Builder + Operator Versatility Can build RevOps from zero (Fusion: solo → full team) AND scale to $100M+ ARR (Oracle: $120M business)
Sales Methodology Mastery Deep MEDDIC and Solution Selling expertise—not just "data and dashboards" but granular sales process understanding
Cross-Functional Leadership Led RevOps across Sales, Marketing, CS, SE, Partners—builds alignment that reduces friction and accelerates revenue
Board-Level Communication Extensive MBR, QBR, Board deck experience—translates RevOps metrics into strategic business insights
Compensation & Territory Design Created first signed comp plans in 19-year company history (Fusion)—designs fair, motivating structures
Tech Stack Mastery Expert in Salesforce, Clari, Gong, 6Sense, ZoomInfo—implements and optimizes modern RevOps stack
Michigan Ross MBA Top 10 program adds strategic acumen, financial modeling, executive-level thinking
Objective: Understand the business, build relationships, establish credibility, identify immediate impact opportunities.
Key Activities:
Leadership alignment with CEO, CFO, Board on strategic priorities and growth targets
GTM team assessment through 1:1s with all leaders (Sales, Marketing, CS, SE, Partners)
Data deep-dive: pipeline health, forecast accuracy, win/loss rates, conversion rates, sales cycle length
Tech stack audit: assess CRM, enablement tools, analytics—identify gaps
Customer interviews: 5-10 recent wins/losses to understand buyer journey and deal blockers
Quick Wins:
Pipeline hygiene blitz: remove stale opportunities, re-qualify deals, update stages → improve forecast accuracy
Weekly forecast cadence: establish clear expectations and accountability
MEDDIC training rollout: begin qualification framework to improve deal quality
Compensation clarity: address misalignments or confusion in current comp plans
Executive deal involvement: identify 2-3 stuck deals that need executive intervention
Deliverables by Day 30:
✅ Executive summary: state of revenue engine
✅ 90-day roadmap with prioritized initiatives
✅ Weekly forecast cadence running
✅ Quick wins delivered: pipeline cleanup, deal acceleration
By the end of 90 days, Sunil will deliver:
✅ 15-20% increase in qualified pipeline
✅ 90%+ forecast accuracy
✅ 20-30% sales cycle reduction
✅ 10-15% pipeline conversion improvement
✅ 5-10% win rate increase
✅ Operational cadence established
✅ Sales team momentum and early wins
✅ Board confidence in revenue engine health
This is what Sunil Chhabra brings to a CRO/CCO/COO role: proven ability to build, scale, and optimize revenue engines that deliver predictable, sustainable growth.
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