Pulkit Sharma

Owned the end-to-end GTM planning process, including quota design, territory alignment, and annual operating plan across Sales, Marketing, and Customer Success. Led pipeline reviews and forecasting in partnership with Sales & Finance; improved forecast accuracy by 30% and win rates by 18%. Consolidated CRM data from five acquired companies into a single unified HubSpot instance, eliminating silos, improving data integrity, and enabling cross-org reporting. Implemented and enforced CRM hygiene and lead routing standards, reducing lead leakage by 25%. Built and maintained executive-level dashboards for QBRs and board meetings using HubSpot and Looker. Ran a cross-functional deal desk with Finance and Legal to accelerate enterprise deal velocity. Optimized HubSpot and Apollo integrations for lead management, outreach sequencing, and attribution tracking. Collaborated with global cross-functional teams and GTM leaders to deliver scalable operational solutions and align strategic priorities.

Developed MQL-SQL handoff frameworks and lifecycle automation in HubSpot to streamline funnel progression. Introduced campaign tagging, UTM governance, and lead source attribution models to improve reporting granularity. Worked with sales enablement and customer success teams to build shared performance KPIs and dashboards.

Managed CRM optimization and marketing performance analytics in HubSpot, resulting in a 15% increase in lead-to-close conversion and 20% improvement in campaign engagement. Designed and executed full-funnel campaigns across email, paid, and organic channels, which contributed to a 35% uplift in monthly MQL volume. Conducted A/B testing across creatives, CTAs, and subject lines optimizing for open rate (up 22%) and CTR (up 17%). Automated lead nurturing workflows and integrated CRM data with sales systems to reduce manual tasks by 30% and improve sales follow-up response time.