Denis Malkov

VP, Business Operations

Apr 2022 – Present | Boston, MA

• Lead Strategy, Revenue Operations, Data, Pricing & Packaging, and R&D Operations, and own a $45M R&D portfolio.
• Led AI transformation across the organization, rolling out AI tooling to 97%+ adoption while cutting AI spend 50% year over year.
• Raised net dollar retention from the mid-80s to the high-90s through pricing & packaging.
• Set GTM and post-sale strategy and align Sales, Marketing, Customer Success, and Product through process, systems, and program management as the company scaled to $150M+ in revenue.
• Delivered 3x+ pipeline ROI and 20%+ lead-to-pipeline conversion from AI- and answer engine optimization (AEO)-driven marketing campaigns.

Senior Director, Revenue Operations & Strategy

Feb 2020 – Apr 2022

• Incubated new product lines and revenue streams, including CPQ, API, and a partnerships motion; partnered with Product and Engineering to launch the native CPQ for HubSpot, growing it from $0 to $4M+ in revenue and 300+ customers in 2 years.
• Owned conversion rate and health of the entire revenue funnel, more than doubling win rates from 10% to 20%+ and lifting trial-to-paid conversion to 20%+.
• Grew homepage traffic to 1M+ views per month through website improvements.

Director, Revenue Operations

Jan 2018 – Feb 2020 | San Francisco, CA

• Built PandaDoc’s revenue funnel from scratch at the <$10M revenue stage, when none existed, putting in place the processes and tools that let GTM teams scale with the business.
• Established a culture of testing and fast iteration, running rapid experiments on calls to action and email campaigns.

• Led strategic initiatives for a leading proposal automation software company, and led the implementation of Customer Success processes at Sense.

Director, Business Operations & Customer Success

• Achieved 95%+ renewal rates managing 20+ global enterprise accounts across all verticals, delivering quarterly business reviews and working with Product to resolve technical issues.
• Sourced and executed 6 enterprise partnerships, driving new sales, product integrations, and co-marketing initiatives.
• Doubled the 2017 sales pipeline by building relationships with key advisors and C-level executives.
• Owned partnerships, operations, and post-sale client success; served as the bridge between GTM and Product/Engineering and ran day-to-day business operations.

Senior Manager, SMB Business Operations

• Built a system to streamline communication across 10,000+ SMB customers, which improved reporting, reduced response times, and raised NPS.
• Reached 98% customer satisfaction by establishing service tiering and response protocols; trained outsourced support and sales representatives.
• Owned the business tools roadmap for the SMB organization (customer identification, service, retention) and led integrations and management reporting.

Senior Manager, Business Development

Jul 2010 – Sep 2013

• Created and managed a partnership with the Mayo Clinic to launch a 10,000+ member wellness initiative; managed program P&L and $2M+ in annual project spend.

Leadership Development Program, Rotational

Aug 2008 – Jun 2010

• Two-year rotational leadership program: four six-month rotations across FP&A, audit, business development, and derivatives investments in Richmond, VA; Stamford, CT; and Nashville, TN.