10+ years as an operator in the intersection of Revenue Growth, Tech, and Finance - helping companies grow through Technology. 

Working @ Clari and helping customers answer questions like

* What does best practice look like for Pipeline Generation? Deal Management? Forecasting? 
* How does our revenue funnel look? Where are we doing well and where can we improve? How do we do that?  
* How does our current tech stack support our growth? Which solutions do we need to optimise, integrate, remove, or add? 

Previously founder @ Cepture, partnering with PE firms to grow EBITDA through Revenue Tech.

Before Cepture, I worked as a Solutions Engineer for 6+ years across ERP, CRM, RP, and Integrations:
* Outreach: Added $3+ Million in portfolio value, supporting 5-15 reps simultaneously 
* Oracle NetSuite: Added $10+ Million in portfolio value, being the first Solutions Consultant in a new segment (team size of 9 when I left)
* Management Consultant: Helping companies identify and grow new business segments

Always feel free to reach out and say Hi :-)

Said Mussa

Mallory Lee

Experienced Revenue Operations professional with 15 years of experience collaborating across the GTM Org and CSuite to scale B2B Saas revenue

B2B RevOps and Strategy Consultant

www.malloryrlee.com

2016 Mallory 
Brand new mom 
Resigned from VP role to try staying at home 

2026 Mallory
Seasoned Boy Mom
Starting a new VP role in 3 days ✨

In 10 years a lot has changed. Many ups and downs, but I strangely or fortunately feel like I’ve landed closer to who I “was” back then. 

Happy 2026!!

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So... what's new with Salesforce ? 🤣 

Time is a flat circle and I'll be returning to Salesforce CRM on Jan 20 😇

Let's talk GTM tech... Some of my coolest GTM experiences have stemmed from orchestrating multiple go-to-market motions at one company. 

@ Terminus we offered several products that joined the company via acquisition. For a period of time they each had their own GTM motions during the integration process. 

@ Nylas we had a sales motion and self-serve. Later we added a Salesforce plugin product… and it has exploded from there! 

@ PhoneBurner we also had a free trial that resulted in customers either buying on their own, or doing an annual contract with sales. There was also a 2nd product and brand motion with plenty of opportunities for overlap. 

The sticky part about multiple GTM motions is trying to figure out the right path for each type of prospect. We need to understand their segment and create the best offer and then HOPE they follow what we think is best. (But we all have a mind of our own and this is easier said than done) 

With Default, now I’m learning about a seamless way to incorporate Segmentation and Offer Workflow control up front, before the form is even submitted. Their unique approach of real-time enrichment prior to booking a meeting makes them stand apart as a demand orchestration platform. 

A few ways that I can see this benefiting a more complex motion: 

🥕  Route customers to a meeting form that is with their specific account manager. Update all of their key data to make sure the right AM’s calendar is presented to the customer. 
🥕  Route target accounts to the right member of the account team. Maybe a top tier target should route directly to the AE, while the other tiers are routed to the SDR’s calendar. So many possibilities 
🥕  Finally, route according to territory by leveraging the best info possible to understand prospect location vs. headquarters location before you ever show the calendar. 

SO... By determining the ICP fit and segmentation up front, you can dynamically adjust which offer you present on the form and create a better chance of guiding the visitor to the right place.  🥕 

Data enrichment USED TO BE a battle for the best data. 

It seems like, now that the data is more of a commodity, the real key is getting the data created / updated at the perfect time. Usually this means you need it immediately and you need to build the enrichment directly into your process without a bunch of little zips and zaps and clunky integrations. 

Is anyone trying this approach yet? I can hook you up with the Default team if you are curious to see this in action. 

I get to be a #defaultpartner this quarter 🙏  #sponsored #gtmadvice

Brand partnership • Revenue Operations | Mom in Tech

You can have the most amazing and optimized tech stack in the world… And it doesn’t really matter 🛑

Not if your team doesn’t USE it 

People frequently underestimate the soft skills needed in operations. 

If you’re a RevOps leader and the GTM team doesn’t want to support you, everything is an uphill battle. 

How do you get that support? 

- servant leadership mindset 
- ask people what they think 
- explain your vision clearly 
- tell them WHY you are doing things 
- make their life as easy as you can 

You don’t need 80 certifications 

You need a team + company that will execute on powerful, simple, efficient processes.

Every time I have a couple of weeks off work, I think it will be so chill. 

Of course, it never is. I feel busier than ever this month! Maybe it’s bc January, or my husband is traveling, or I have a secret project happening… either way things are nuts. 

So mostly I just wonder how I normally do ALL of this (taking care of 3 boys, general life ops, plus the surprises) ANNND be a full time VP?

Take a minute and allow yourself to be amazed by yourself today. The moms in tech deserve it 😘

If you react to my post with 👍 instead of 👏  — thank you 

But also, why are you mad at me ⁉️

This weekend I was lucky to spend time with my new team at the NRF Big Show. A few random thoughts. 

First, I forgot how much I missed amazing enterprise retail brands 🥲 so inspiring. 

Trade show booths have come a LOOOONG way in the few years since I’ve been on the expo floor. Blown away! (Very aesthetically pleasing) 

I remember the days before we pre-booked meetings at shows. Now the booths all have private meeting rooms 😌

Unsurprisingly, tons of messaging around AI. It’s cool to see how this can be woven into physical retail experiences. 

Good luck to everyone who is still at the show this week. And while I’m not tagging anyone just yet, a huge thanks to the team for making me feel SO welcome 🙏🏻

People want to know which workplace I’m about to “go ruin”. 

Could you imagine if I just never revealed it??

Me either 😎

✨PQLs sound fancy and look scientific on paper, but a lot of the time they are just self fulfilling prophecies.

You define what a PQL is.

You only follow up on those accounts.

Of course they convert at a higher rate.

That doesn’t mean the model is good. It just means you called your favorites PQLs.

I was recently invited onto Iceberg’s Chaos to Clarity series to discuss this dilemma. In my world I care more about:

- Overall activity level
- A clear score for engagement with the product
- A clear score for fit

If you aren’t working with a PLG motion, I still suggest separating activity vs. fit assessments. 

Do you agree? What has worked for you guys?

Sometimes a little benchmark goes a long way. 

Had been wondering if there was any rhyme or reason to what seems like sluggish Linkedin stats. According to Shield data for December, there has been a continued downshift in reach across most creator segments. 

So, there ya go! Feel good Friday. Thank you data nerds 🤓

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The Battle

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