Christopher Lazzarini
About
Christopher Lazzarini is from Austin, Texas, United States. Christopher works in the following industries: "Internet", "Research", "Government Administration", "Consumer Electronics", and "Consumer Goods". Christopher is currently Strategy & Operations Lead, Google Cloud at Google, located in Austin, Texas, United States. In Christopher's previous role as a Director, Sales Operations - Commercial Data at Juul Labs, Christopher worked in Austin, Texas, United States until Sep 2021. Prior to joining Juul Labs, Christopher was a Director, Sales Operations - Global Sales Analytics at JUUL Labs and held the position of Director, Sales Operations - Global Sales Analytics at Austin, Texas, United States. Prior to that, Christopher was a Director, Sales Operations - Route to Market Analytics at JUUL Labs, based in Austin, Texas from Aug 2019 to Jun 2020. Christopher started working as Sales Operations Manager, Strategic Accounts at JUUL Labs in San Francisco Bay Area in Aug 2018. From Mar 2017 to Aug 2018, Christopher was Director of Operations at Truthlab Technologies (Acquired by UserTesting), based in San Francisco Bay Area. Prior to that, Christopher was a Director, Sales Operations & Strategy at UserTesting, based in San Francisco, CA from Jan 2015 to Mar 2017. Christopher started working as Head of Legal & Business Intelligence at UserTesting in Mountain View, CA in Aug 2013.
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Christopher Lazzarini's current jobs
Christopher Lazzarini's past jobs
◆ Transforming data models within Big Query leveraging DBT, Jinja, SQL, and Python. ◆ Defining requirements for ETL process and underlying data models ◆ Ensuring data quality and accuracy to improve front-end reporting and reliability ◆ Leading vendor management to ensure timely and accurate data feeds
◆ Partnered with executive leadership to scope projects, present analysis, and drive operational strategy as key point of contact for the global Sales Operations (“SOPS”) organization ◆ Managed team of 16 to standardize definitions and KPIs across global regions, increasing visibility and understanding of performance by region ◆ Set goals by market to drive field behavior, delivering 15%+ month over month volume growth and 2%+ increase in total points of distribution
◆ Led Route-to-Market SOPs team receiving a Golden JUUL (annual award) for their exceptional service and contribution to the Route-to-Market Team responsible for delivering 90% of JUUL’s revenue ◆ Established eOrder capability for Territory Managers to cure distribution gaps and out-of-stock items, generating $1M+ revenue in the first 3 months of adoption with 125%+ MoM growth ◆ Created distributor health score, providing distributor managers proactive insights to drive distributor behavior, resulting in 129% growth in on-hand inventory ◆ Automated the distributor quarterly business review preparation creating pre-approved visualizations in Tableau, saving Distributor Managers and SOPS 5 hours per QBR (approximately 510 hours quarterly)
◆ Executed an initiative to correct retailer out-of-stocks by building data infrastructure, tracking, goals and a field sales reporting suite – dropping our average weighted retail out-of-stock rate by over 30% ($50M+ run rate) ◆ Integrated 3rd party data, increasing visibility into retail execution. Data leveraged by Key Account Managers to enforce retail contracts resulted in 30% more facings (shelf space) in our chain accounts
◆ Conducted customer development interviews and built roadmap for first MVP product leading to the acquisition of our first two customers ◆ Ran full sales cycle while managing outsourced SDR team resulting in 130% QoQ growth
◆ Led Sales & Customer Success Operations from Go-to-Market (2M+ ARR) through Scaling (60M+ ARR) responsible for territories, compensation plans, contract management, forecasting, BI, and enablement ◆ Partnered with CRO on Enterprise GTM strategy producing 300%+ Enterprise ARR within year one and 50+ new Fortune 500 logos ◆ Implemented lead grading system reducing SDR activities on predicted non-converting leads, while improving MQL to meeting conversion rate by 32% ◆ Developed custom CPQ and approval process within Salesforce, which standardized pricing and reduced our quote/sow creation process by over 60% ◆ Implemented MKTO, Gainsight, Outreach, Clari, Ringlead, among others
◆ Legal: - Personally Negotiated 150+ deals (SMB, Mid-Market, Enterprise) and created legal playbook for contract negotiations - Helped CFO prepare for Series B, including software license audit ◆ Business Intelligence: - Identified opportunities to convert high value customers from our pay-as-you-go model to our subscription model based on product interactions, which drove our revenue growth from ~10M ARR to 20M ARR
◆ Invented new pricing mechanism growing our top accounts over 400%, while reducing professional services cost
◆ Researched and drafted motions including 995s, 1203.4s and discovery motions ◆ Appeared as co-counsel for a preliminary hearing and conducted a cross-examination of a police officer and a closing argument ◆ Interviewed clients both in and out of custody and helped formulate defense strategies.
◆ Analyzed current developments in the areas of criminal and tort law ◆ Drafted memoranda used as evidence to support papers written for a new restatement of tort ◆ Examined cases dealing with negligent infliction of emotional distress as related to pets and family heirlooms for use in discussions on a proposed restatement of torts
◆ Researched federal bills in different stages of the political process using congressional access sites to establish a correlation between campaign contributions and voting behavior ◆ Organized research into spreadsheets for managers, which was compiled and used for a website designed to provide greater transparency in campaign contributions.