Background & Experience

Christopher Passarella

Revenue Operations & Business Operations Executive
Point Pleasant, NJ · Open to Remote & Hybrid
Actively evaluating leadership opportunities targeting Q3 2026
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Target Role
Senior Director, Revenue Operations
Also Considering
Head of Business Operations
Available
Q3 2026 · Enterprise & High-Growth SaaS
Seeking
Leadership Role — Q3 2026 Senior Director of Revenue Operations, with a growth path to VP. Also open to Head of Business Operations with a broad mandate across the revenue stack.
Core Competencies
Revenue Operations
Forecasting Comp Design Deal Desk Pipeline Analytics
GTM & Growth
Support Monetization Pricing Strategy PS Scaling GTM Design
Platforms
Salesforce Power BI Tableau Smartsheet
Methods
Regression Modeling Capacity Planning Operating Model Design
Contact
Chris.Passarella@chrispassarella.com linkedin.com/in/cpassarella Schedule a conversation

Professional Summary

Revenue Operations and Business Operations leader who builds the infrastructure that makes revenue predictable. Ten years of progressive leadership at Spirent Communications - scaling support from $85M to $155M, PS from $1M to $30M in a year, and building the forecasting model a $30B acquirer adopted enterprise-wide. Prior roles across pharma, medtech, and enterprise tech at Bristol Myers Squibb, Oticon, Sivantos (Siemens Hearing), and Systech International round out a career operating across complex, data-heavy revenue environments.

What I'm looking for in my next role

Scope: Senior Director of Revenue Operations, with a clear growth path to VP. Also open to Head of Business Operations with a broad mandate across the revenue stack.
Environment: Enterprise SaaS, high-growth B2B, or a company scaling through complexity — where building the right operating model will move the needle.
Culture: Senior leaders who value operational rigor, trust data over gut feel, and want a Rev Ops function that genuinely enables the business.
Timeline: Available to start Q3 2026. Open to conversations now.

Career Highlights

$155M
Support revenue scaled from $85M — 80% growth
$30M
Professional services from $1M in 12 months
$4M
New ARR created through pricing overhaul
+5%
Margin improvement across 6 global business units
8%
Sales performance lift from aligned comp model
20%
Faster reporting cycle · <15 min lead response SLA

Experience

Spirent Communications
Holmdel, NJ
2016 – Present · 10+ Years
Director, Business Management & Operations
2024 – Present
Spirent Communications · Holmdel, NJ
  • Lead operations for a $100M+ support services P&L, managing revenue performance, pricing strategy, and global service delivery model across international accounts
  • Selected as SME by the $30B acquiring company to scale and operationalize the legacy support program enterprise-wide, enabling faster rollout and unified adoption
  • Built the company's first regression-based forecasting model for support services, achieving ±10% accuracy and enabling data-driven capacity planning
  • Redesigned deal desk model, doubling quote volume and reducing turnaround time by 50% to accelerate sales velocity across global teams
  • Generated $4M in new recurring revenue by optimizing support sales processes and GTM execution across global sales teams
Director, Business Operations, Global Business Services
2020 – 2024
Spirent Communications · Holmdel, NJ
  • Scaled support revenue from ~$85M to ~$155M — 80% growth after more than a decade of flat performance — through pricing overhaul, GTM transformation, and delivery redesign across 6 global business units
  • Independently designed and launched a global support monetization program from the ground up; the model was later adopted by the $30B acquirer as their enterprise standard
  • Scaled professional services from $1M to $30M in a single year, implementing Smartsheet for PM and achieving 95%+ utilization through data-driven resource planning and standardized delivery frameworks
  • Led pricing strategy across 6 global business units, increasing deal margins by 5% through discount optimization and pricing discipline
  • Optimized resource allocation across 200+ global projects, achieving 95% utilization through Salesforce + CPQ automation and data-driven planning
Senior Manager, Global Sales Operations & Analytics
2016 – 2020
Spirent Communications · Holmdel, NJ
  • Built executive analytics framework using Salesforce, Power BI, and Tableau — providing real-time pipeline, performance, and forecasting visibility to C-suite leadership
  • Designed regression-based forecasting models that improved accuracy and enabled proactive capacity planning and strategic resource allocation
  • Redesigned sales compensation model to align incentives with GTM strategy and pricing discipline, driving an 8% increase in sales performance within the first year
  • Rebuilt lead management process, reducing response time to under 15 minutes and improving conversion velocity
  • Standardized reporting and KPI frameworks across the global sales organization, resulting in a 20% reduction in reporting cycle time

Earlier Experience

Systech International
Sales Operations Manager — Modernized sales ops infrastructure and reporting accuracy, improving pipeline visibility and forecast reliability.
Sivantos (Siemens Hearing)
Business Development Manager — Identified and developed new market opportunities, expanding commercial reach and building strategic partnerships.
Oticon
Regional Marketing Manager · Technical Product/Project Manager · Support Desk Manager — Three progressive roles spanning field marketing, cross-functional product delivery, and front-line support leadership.
KOS Pharmaceuticals
Support Operations Analyst — Analyzed support operations data to identify process gaps and drive efficiency improvements.
Bristol Myers Squibb
Help Desk Analyst — Built foundational skills in technical support, operations, and customer escalation management.

Education

Executive Certificate
Business Analytics
University of Pennsylvania, Wharton School
Master of Business Administration
MBA
Pennsylvania State University
Bachelor of Science
Business Administration & Computer Information Systems
Rider University

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