Revenue Systems Architecture
CRM, segmentation, pipeline logic, and the data foundation the whole GTM motion runs on.
Revenue Systems & AI Transformation Leader / GTM Engineer
Nikhil Mirza
Twelve-plus years mastering how revenue actually works — now designing and shipping the systems that run it.
01 About
Operator
12+ years running revenue operations in high-velocity B2B/SaaS.
Architect
Designing the CRM, segmentation, and pipeline logic beneath the motion.
Builder
Shipping the production apps, agents, and automation that run it.
I sit at the intersection of sales strategy, systems architecture, and hands-on building. My work is where GTM strategy stops being slideware and becomes running software: CRM and pipeline logic, segmentation engines, automation suites — and, where it earns its place, AI doing real work for real revenue teams.
I pair critical thinking and deep technical acumen with cross-functional leadership across Sales, RevOps, IS, Finance, and AM/CS. I care about adoption as much as elegance: a system nobody uses is a system that failed.
- years in revenue ops
- 12+
- revenue target underpinned
- $1B
- global pipeline covered
- $51.4M+
- person team + global pod
- 8
GTM Engineering & Automation
turning go-to-market strategy into production automation and systems-of-action.
Applied AI & Agents
designing, building, evaluating, and governing LLM/agent systems that revenue teams actually trust and use.
02 How I build
-
Critical thinking first
I frame the real problem before reaching for a tool. Most initiatives fail because they solve the wrong problem precisely.
Proof replaced subjective, seller-driven account tagging with an attribute-based, vertical-led segmentation model.
-
Judgment over hype
knowing what's worth building, what to kill, and when a spreadsheet beats an agent.
Proof a system-of-action suite that prioritizes the few fixes that matter across $51.4M+ in pipeline instead of drowning teams in alerts.
-
Bias to action
I ship production systems, not decks. A system nobody adopts is a system that failed.
Proof personally built the AI Deal Coach — now scaling globally — and a Clay prospecting engine that generated 28 net-new meetings.
-
Systems thinking
I turn messy human and revenue reality into durable, adopted systems.
Proof 12+ years architecting the CRM, segmentation, and pipeline logic beneath the go-to-market motion.
AI, agents, and automation are how I get leverage — you'll see them in the work below. They're the tools, not the talent.
- Salesforce
- HubSpot
- Marketo
- Tableau
- Qlik
- SQL
- Nexus
- Cursor
- Claude
- Gemini Enterprise
- Clay
- Gong
- DealHub
- Salesloft
- DocuSign
03 Systems I've built
Not slideware. Running software.
AI Deal Coach
A production web app that coaches every deal, automatically.
- Problem
- MEDDPICC and discovery quality lived in reps' heads; deal risk surfaced too late.
- Built
- A production web app that runs AI-driven MEDDPICC and discovery analysis on live Salesforce data and call transcripts — surfacing risks and next steps, and writing scores back into Salesforce.
- Outcome
- Adopted and now scaling globally.
Conversational AI Analytics Agent
Ask a question, skip the dashboard.
- Problem
- Directors and managers burned hours a week stitching answers across 20+ dashboards.
- Built
- A conversational AI analytics agent for the revenue org (I was executive champion) that gives instant plain-language answers over revenue data.
- Outcome
- Replaced hours of weekly manual work across 20+ dashboards.
AI Prospecting Engine (Clay)
An always-on pipeline machine for the Growth segment.
- Problem
- Inbound, outbound, and revival motions were manual and inconsistent.
- Built
- An AI-driven prospecting engine on Clay automating inbound, outbound, and revival motions across US and APAC.
- Outcome
- 28 net-new discovery meetings plus a live new-business pipeline.
System-of-Action Automation Suite
The revenue org's early-warning system.
- Problem
- Stalled deals, RPM drops, and key-account declines got noticed too late.
- Built
- An automation suite running a weekly pipeline tune-up plus triggered alerts for stalled deals, RPM drops, and key-account declines — routing prioritized fixes to sellers and leaders.
- Outcome
- Operating across $51.4M+ in global pipeline.
$1B Growth Business Unit — Operating Model
The operating system for a new billion-dollar bet.
- Problem
- A brand-new Growth business unit needed an operating model from scratch.
- Built
- Stood up operations for the new unit, advising C-level executives and building the operating model.
- Outcome
- Underpins a $1 billion revenue target.
Global Advertiser ICP & Segmentation Overhaul
From gut-feel tagging to an attribute-based engine.
- Problem
- Subjective, seller-driven account tagging produced a messy data foundation.
- Built
- Sponsored a global ICP and segmentation overhaul — an attribute-based, vertical-led model with automated classification in Salesforce and Realize.
- Outcome
- A clean data foundation for targeting, enablement, and retention.
04 Ideas
Point of view, written down.
Thinking on revenue systems, seller behavior, and the AI era of sales operations.
Behavior-First Sales Operations: Designing Adaptive Revenue Systems That Align with Human Selling Patterns in the AI Era
For over a decade, I've operated at the intersection of sales strategy, technology, and human behavior. Throughout my career, I've witnessed countless sales operations initiatives—from meticulously optimized CRM instance
Best Practices for B2B SaaS Opportunity Management
Opportunities play a crucial role in forecasting future sales for B2B SaaS companies. However, the diversity of SaaS products in the market often leads to unique challenges and demands from executives. In the early stage
Unleashing the Power of People: Elevating Sales Operations and Boosting Sales Team Productivity
In the fast-paced world of sales operations, it's easy to become enamored with the latest technological advancements and streamlined processes. However, amidst the allure of automation, one critical factor often takes pr
05 Experience
The résumé, scannable.
Download résumé (PDF)- June 2019 – Present New York, NY
Sr Director, Sales Operations — Taboola
Leads an 8-person team plus a global shared-services pod, owning the core revenue systems (CRM, segmentation, pipeline logic, and the AI/automation stack) and re-architecting the Enterprise go-to-market motion.
- Designed and built the AI Deal Coach, a production web app running AI-driven MEDDPICC and discovery analysis on live Salesforce data and call transcripts — surfacing risks and next steps, writing scores back to Salesforce, now scaling globally.
- Spearheaded operations for a new Growth business unit, advising C-level executives and building the operating model behind a $1B revenue target.
- Executive champion for a conversational AI analytics agent, giving directors and managers instant plain-language answers and replacing hours of weekly work across 20+ dashboards.
- Architected an AI-driven prospecting engine on Clay for the Growth segment — automating inbound, outbound, and revival motions and generating 28 net-new discovery meetings across US and APAC.
- Built a system-of-action automation suite: weekly pipeline tune-up plus triggered alerts for stalled deals, RPM drops, and key-account declines, routing prioritized fixes across $51.4M+ in global pipeline.
- Sponsored a global Advertiser ICP and segmentation overhaul — attribute-based, vertical-led model with automated classification in Salesforce and Realize.
- Jan 2019 – June 2019 New York, NY
Customer Success Operations Manager — JW Player
- Addressed post-sales process gaps and developed strategies to significantly increase customer retention.
- Orchestrated adoption of Salesforce Service Cloud and Gainsight, streamlining customer success and lifecycle management.
- June 2015 – Jan 2019 New York, NY
Sales Operations Manager — JW Player
- Drove a company-wide Salesforce Sales Cloud revamp, optimizing end-to-end business processes.
- Developed strategic plans leading to a 35% increase in pipeline generation by end of 2017.
- Built advanced reporting/analytics in Salesforce; deployed sales tech stack components (Salesloft, Conga).
- 2012 – 2015
Earlier
3 years across SaaS, media, retail, and real estate in sales operations, product management, and project management — leveraging technology to drive growth and improve customer experience.
Education
- M.S., Management of Technology — New York University, NY · May 2015
- B.S., Electrical & Electronics Engineering — Birla Institute of Technology, Dubai · July 2011
Certifications
- Salesforce Administrator
- Product Management
The human layer
Speaks 4 languages lived in four countries nature lover aerial photographer.
The systems ship from a desk — the perspective comes from everywhere else. Usually somewhere outdoors, often with a drone in the air.
06 Contact
Let's build what's next.
Open to conversations about revenue systems, GTM engineering, and applied AI.