ELENA BENINCASA
Mesa,AZ
Summary
Strategic and results-driven Revenue Operations and Enablement executive with a proven track record of driving scalable growth and operational excellence. Valued for collaborative team leadership and adaptability to evolving business needs
Overview
10
10
years of professional experience
Work History
Vice President, Revenue Enablement and Operations
Presence
Remote
10.2025 - Current
- Strategic Growth & Financial Impact: Delivered a documented $20 in bookings for every $1 invested in the function, supporting over $4M in pipeline and closed business growth in the prior fiscal year. Projected a 20% improvement in first-year productivity, reducing required headcount by six to meet the $130M FY27 revenue target.
- Organizational Leadership & Alignment: Led the successful integration and unification of Sales, Customer Success, and Virtual teams by rolling out updated standardized operating procedures, defining cross-sell collaboration expectations, and implementing velocity account strategies to accelerate alignment and execution across the revenue organization.
- Operational Excellence: Directed strategic initiatives including territory mapping, TAM planning, and Deal Desk optimization to reduce friction in deal closing and maximize revenue coverage. Collaborated with Finance on the design and tracking of sales incentive plans and quota attainment modeling.
- System and Process Ownership: Partnered with the Systems team to design architectural flow between HubSpot, Outreach, Salesforce, and financial tools to ensure a single source of truth.
- Enablement Strategy & Operational Leadership: Spearheaded the end-to-end development and rollout of a reimagined renewal motion, including new decks, processes, and automation, driving increased Net Revenue Retention.
- Optimized project prioritization and time management by dedicating 75% focus on high-impact proactive dashboards while maintaining a capacity for necessary reactive requests.
- Facilitated seamless cross-departmental collaboration between Sales, Marketing, Legal, Product and more to support new launches, and implemented an Asana-based ticketing system to streamline data requests and manage team backlogs efficiently.
Senior Director, Revenue Enablement and Operations
Presence
Remote
07.2024 - 10.2025
- Strategic Roadmapping & Financial Alignment: Defined the long-term Revenue Operations (RevOps) roadmap and collaborated with Finance and Sales leadership on compensation design and quota attainment modeling.
- Operational Excellence & Data Governance: Designed, owned, and improved scalable reports and dashboards (Salesforce, Tableau) to monitor KPIs across the sales and customer success funnels, ensuring proactive revenue management through timely, trusted data.
- Enablement System Architecture: Partnered with the Systems team to design and maintain the architectural flow between HubSpot, Outreach, and Salesforce to establish a single source of truth.
- Change Management & Adoption: Led change management processes for new tool rollouts and major process shifts, driving high adoption rates across the Revenue team.
Senior Director, Sales Strategy and Operations
Presence
Remote
01.2023 - 07.2024
- Strategic Planning & Financial Alignment: Defined and modeled organizational scenarios to achieve a $100M booking target, outlining headcount, cost, and projected rep productivity to inform executive decisions on team structure and hiring.
- Operational Process Design: Led the overhaul of critical sales workflows, including the design and rollout of a new Downsells Process utilizing Slack Workflows and complex Salesforce automations to ensure data integrity and minimize administrative error.
- Sales Incentives & Pipeline Generation: Developed and executed targeted pipeline incentive programs to drive new business bookings, focusing on high-priority service lines to build sales momentum.
- Enablement and Resource Strategy: Directed the creation and distribution of core sales enablement content and managed talent acquisition and job definition for Sales Enablement roles to scale Go-To-Market support.
Director of Inside Sales
Presence
Remote
10.2021 - 01.2023
- Scale and coach a team of 11 School Partnership Associates, with varying abilities and overall experience, to meet and exceed sales objectives
- Implement a consistent KPI structure geared towards higher conversion levels of opportunity to demo complete ratios
- Incorporate a team structure that can be replicated and repeated to create consistent success with an ever-changing group of people
- Implement a team culture of accountability, consistency, and solution-oriented mindsets to better prepare for growth and change
- Collaborate cross-departmentally including but not limited to; Product Marketing and Sales, Enablement, Customer Success, BizOps, DealDesk, Recruiting, Onboarding and other members of the leadership staff to ensure alignment and consistent communication
- Responsible for appropriate lead qualification, opportunity and quote creations, appropriately scheduling meetings for all SPD’s, SPR’s, the Charter Team, and additional Clinical support
- Manage Outreach system for all teams
- Actively reinforce SPA best practices, selling methodologies, workflow expectations, forecasting abilities, effectiveness in assigned territories, objection handling, funnel management, mindset and other sales strategies alike
- Establish and run weekly team huddles, trainings, and 1:1’s to define individual goals, discuss growth and developmental needs, identify and coach to areas of opportunities, and provide consistency in process and feedback
- Perform first line management and handle day-to-day team member matters including, but not limited to, screen, interview, hire, develop, motivate, lead, train, mentor and coach
Inside Sales Manager
ChowNow
Remote
10.2020 - 10.2021
- Managed a team of 11 Inside Account Executives to meet and exceed sales objectives
- Developed ongoing spiffs and incentives to motivate Account Executives and enhance overall culture in a remote environment
- Encouraged and developed an environment of learning, growth and conversion at the individual and team level
- Developed and implemented ongoing processes that identify trends within in our business, align with ChowNow core values and overall sales initiatives to improve efficiencies
- Collaborated cross-departmentally including but not limited to; Growth, Sales Development, Operations, DealDesk, Recruiting, Onboarding and other members of the leadership staff to ensure alignment and consistent communication
- Reinforced Account Executive best practices, selling methodologies, workflow expectations, forecasting abilities, effectiveness in assigned territories, objection handling, funnel management, mindset and other sales strategies alike
- Possess a strong attention to detail and decision-making abilities
- Proven track record of the ability to effectively manage change in a fast-paced work environment
Manager, Regional Sales Development
MINDBODY, Inc
Scottsdale, AZ
10.2018 - 04.2020
- Managed a team of 10 outbound, 10 hybrid, and 25 inbound SDR’s sitting in various locations to scale and coach team members with varying abilities to meet and exceed sales objectives
- Created and implement ongoing processes that align with MINDBODY core values and overall sales initiatives to improve overall efficiencies
- Collaborated with marketing, sales, sales operations, customer service, and other members of the leadership staff to ensure alignment and consistent communication throughout each department
- Supported both management and SDRs on improving their overall workflow, forecasting abilities, effectiveness in assigned territories, objection handling, funnel management, mindset and sales strategies alike
Sales Director
Clearlink
Scottsdale, AZ
09.2016 - 09.2018
- Managed a team of 35 people and help them meet and exceed daily KPI metrics
- Responsible for hiring, developing and training quality sales leaders in order for them to provide developmental support for all teams 8 teams on the floor
- Utilized reporting to monitor and mentor representatives and coaches to ensure they reach their sales targets
- Provided organized and detailed training materials, concepts, and processes to all new and existing sales members
- Provided a strong learning environment and encouraged growth, understanding, and confidence to all employees, both new and existing
- Strong work ethic, respect, and dedication to achieve goals and create strong learning experiences
Education
MA - Sports-Exercise Psychology
Argosy University
Phoenix, AZ09-2016
BA - Communications with emphasis in Media Production, Minor in Psychology
California Lutheran University
Thousand Oaks, CA09-2011
Skills
- Strategic Revenue Planning & Financial Forecasting (TAM/SAM Modeling)
- Sales Enablement Strategy & GTM Execution
- Revenue Operations Architecture: Salesforce, HubSpot, Outreach, Tableau, & SQL
- Sales Incentive Design & Quota Attainment Modeling
- Cross-Functional Leadership (Sales, Marketing, CS, Legal, Finance)
- Team leadership
- Relationship building
- Decision-making
- Critical thinking
- Coaching and mentoring
- Complex Problem-solving
- Strategic planning
- Results-driven
- Process improvement
Timeline
Vice President, Revenue Enablement and Operations
Presence
10.2025 - Current
Senior Director, Revenue Enablement and Operations
Presence
07.2024 - 10.2025
Senior Director, Sales Strategy and Operations
Presence
01.2023 - 07.2024
Director of Inside Sales
Presence
10.2021 - 01.2023
Inside Sales Manager
ChowNow
10.2020 - 10.2021
Manager, Regional Sales Development
MINDBODY, Inc
10.2018 - 04.2020
Sales Director
Clearlink
09.2016 - 09.2018
BA - Communications with emphasis in Media Production, Minor in Psychology
California Lutheran University
MA - Sports-Exercise Psychology
Argosy University