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# Thomas Lopez 🥇

**Headline:** Sales Operations Manager @ Harness \| Process Driven \| always curious
**Profession:** Founding Sales Operations Manager
**Location:** United States

## About

Thomas Lopez is the Founding Sales Operations Manager at Harness, where he serves as the sole RevOps operator and owns the GTM stack, CRM architecture, data integrity, pricing frameworks, and executive reporting\. Thomas builds practical revenue systems across Salesforce administration, CPQ, pricing, contract workflows, analytics, automation, prospecting, and attribution\. His experience in sales development, customer success, and sales operations informs processes that support the full revenue lifecycle\. At Harness, Thomas built a scoring model and AI researcher that prioritized high\-signal accounts and reduced the sales cycle by 10 days, from 45 to 35 days\. He also built attribution automation that showed marketing spend was not being used effectively, contributing to the decision to separate from a marketing agency\. Thomas is particularly strong in Clay and Salesforce, including Salesforce Flow, formulas, and AI\-assisted prospect research that extracts public tax\-form data, converts it to JSON, and feeds it into account scoring\. Earlier, he held sales operations, customer success, and sales development roles at Orum, Enduvo, Alleyoop, and other organizations\.

## Services

- Project Management
- Vendor Management
- Public Speaking
- Sales
- Project Planning
- ESRI
- Microsoft Excel
- Sales Presentations
- Event Planning
- Marketing
- Time Management
- Social Networking
- Microsoft Office
- Leadership
- PowerPoint
- Social Media
- Microsoft Word
- Customer Service
- Communication
- Salesforce\.com
- Cold Calling
- Sales Prospecting
- Operations Management
- Business\-to\-Business \(B2B\)
- Customer Relationship Management \(CRM\)
- Customer Acquisition
- Customer Experience
- Customer Follow\-up
- Management
- Team Building

## Highlights

- Serves as Harness's Founding Sales Operations Manager and sole RevOps operator, owning the GTM stack, CRM architecture, data integrity, pricing frameworks, and executive reporting\.
- Built a scoring model and AI researcher that prioritized high\-signal accounts and reduced the sales cycle by 10 days, from 45 days to 35 days\.
- Built an AI researcher in Clay that extracts public tax\-form data, converts it to JSON, and feeds it into a prospecting scoring model\.
- Built attribution automation in Salesforce using Flow and formulas that showed marketing spend was not being used effectively, contributing to separation from a marketing agency\.
- Created a dashboard at Orum described as the “coolest and most joy sparking dashboard I have ever seen\.”
- Managed Gong rollout and forecasting development at Orum\.
- Built scoring and account\-prioritization models at Orum\.
- Served as interim manager for five SDRs at Orum, leading coaching, quota management, and hiring interviews during a management vacancy\.
- Led training, QBRs, and EBRs as a Customer Success Manager at Orum\.
- Created “Lopez Labs” at Orum to experiment with customer outreach and training styles and collaborate on issues facing other CSMs\.
- Helped onboard new Orum CSMs by answering questions and joining their calls\.
- Reported 132\.5% net revenue retention in Q4 2021 at Orum\.
- Reported 119\.8% net revenue retention in Q1 2022 at Orum\.
- Reported 104\.3% net revenue retention in Q2 2022 at Orum\.
- Reported 106\.4% net revenue retention in Q3 2022 at Orum\.
- Served as Enduvo's Founding Customer Success Manager, onboarding customers, facilitating check\-ins, hosting feature webinars, and uploading users to Mailchimp\.
- Served as Enduvo's Founding Business Development Representative, building outreach sequences, cold\-call scripts, demo templates, Salesforce reports, and dashboards for management and the board\.
- Supported sales\-pipeline development and qualified\-meeting generation for Orum, Data Intensity, and Kindful through Alleyoop\.
- Oversaw proposal creation, competitive pricing, customer relationships, and staff hiring as Manager at Rjs Janitorial Inc\.
- Led youth\-program and safety responsibilities at Disney Cruise Line, including Traffic Controller duties during emergency drills\.
- Led a village of 36–48 campers and directly supervised 12–15 staff members as a Village Leader at The Fresh Air Fund\.

## Experience

- **Founding Sales Operations Manager at Harness** (2025\-09\-01–present) — Own the GTM stack, CRM architecture, data integrity, pricing frameworks, and executive reporting as Harness's sole RevOps operator\.
- **Sales Operations Manager at Orum** (2024\-01\-01–2025\-09\-01) — Created the " coolest and most joy sparking dashboard I have ever seen\. Well\-done GOOD SIR"
- **Sales Operations Program Manager at Orum** (2022\-11\-01–2024\-01\-01) — Served as interim manager for five SDRs, leading coaching, quota management, and hiring interviews during a management vacancy\. Managed gong roll\-out and building forecasting built scoring and account prioritization model
- **Customer Success Manager at Orum** (2021\-08\-01–2022\-11\-01) — \- Worked with Stakeholders and End users to ensure successful usage of Orum \- Lead Training, QBRs, EBRs, and More\. \- Set up "Lopez Labs" to experiment with customer outreach, training styles, and collaborate on issues facing other CSMS \- Helped onboard new CSMs by not only being there to answer questions but riding shotgun on their calls Q4 2021 NRR\- 132\.5% Q1 2022 NRR\- 119,8% Q2 2022 NRR\- 104\.3% Q3 2022 NRR\- 106\.4%
- **Founding Customer Success Manager at Enduvo** (2021\-03\-01–2021\-08\-01) — \- Worked with customers to successfully onboard them \- Facilitate check\-ins with current and new customers \- Host Multiple webinars to show new key features \- Upload all be users to Mailchimp
- **Founding Business Development Representative at Enduvo** (2020\-05\-01–2021\-08\-01) — \-Work with management team and CEO to find and demo new business\. \-Build cold outreach sequencing, cold call scripts, and demo templates\. \- Worked as key Salesforce keyholder, built reports, dashboards, and any other reporting needs for Management Team and Board of directors\.
- **Business Development Manager at Buffalo Intelligent Technology Systems** (2019\-10\-01–2020\-05\-01) — Help drive the sales pipeline by fielding incoming leads and making outbound calls
- **SDR\- Orum at Alleyoop** (2019\-09\-01–2019\-10\-01)
- **SDR\- Data Intensity at Alleyoop** (2019\-04\-01–2019\-06\-01) — Worked with AE and VP of Sales at Data Intensity to set meetings with qualified leads
- **SDR\- Kindful at Alleyoop** (2019\-02\-01–2019\-04\-01) — Kindful, a CRM built for non\-profits, to contact Directors and Executive Directors of nonprofits\. I was tasked with prospecting, cold calling, and building relationships which would lead  to scheduling a meeting with Kindful's AEs\.
- **Sales Development Representative at Alleyoop** (2019\-02\-01–2019\-10\-01) — As an SDR at Alleyoop I worked on multiple projects to help clients build a sales pipeline and schedule qualified meetings for them\.
- **Manager at Rjs Janitorial Inc** (2018\-06\-01–2019\-02\-01) — \- Oversee the creation and execution of  proposals \-Create competitive price points for our customers \- Meet with new and existing customers to ensure our services exceed expectations \- Interview and hire new staff
- **Youth Activities Counselor at Disney Cruise Line** (2017\-12\-01–2018\-04\-01) — \-Provided an  excellent guest experience for cruisers of all ages \-Given the safety duty of Traffic Controller and I practiced for emergency situations\. During emergency drills I would guide guests to there designated assembly stations \- While working with the children I would make sure they were not only having fun but were staying safe inside our youth spaces
- **Village leader at The Fresh Air Fund** (2017\-06\-01–2017\-08\-01) — Working Summer of 2017 Village Leaders and Head Counselors have overall responsibilities for a group of 36 – 48 campers and directly supervise 12\-15 staff members\. They are responsible for planning and supervising village activities and assist general counselors in planning their program\. They also guide and evaluate counselors and run staff meetings\. Village Leaders and Head Counselors are on the administrative team and maintain active communication with fellow administrators, counselors, campers and parents\. Village leaders should have previous experience working at an overnight camp and previous supervisory experience is preferred\.
- **Park Attendent at Northern Virginia Regional Park Authority** (2016\-05\-01–2016\-08\-01) — \- Educate patrons on how to use park equipment \- Facilitate rentals and explain retail agreements to Patrons \- Answer phones and relay park information to Patrons and new customers
- **Canisius Fund Caller at Canisius College** (2015\-09\-01–2015\-12\-01) — Actively market Canisius College to Alumni • Secured donations for the College and/or Department of choice
- **Horizons Teacher at Elmwood Franklin School** (2015\-03\-01–2017\-11\-01) — Oversee study hall, assist with educational activities, participate in team building events • Interact with Parents and other staff in support of student needs
- **Summer Camp Counselor at City of Fairfax \- Parks and Recreation** (2014\-06\-01–2015\-08\-01) — Responsible for planning educational weekly activities • Executed daily procedures: lunch, pool, games and check\- in and check\- out • CPR, First Aid and Child Protection Certified • Ages 4\-13 • Would communicate with parents of children and resolve any issues\.
- **Sales Representative at Vector Marketing** (2013\-01\-01–2014\-01\-01) — Sold high end Cutco Cutlery • Cold called and set up appointments

## Education

- Bachelor's degree, Political Science and Government — Canisius University (2013\-01\-01–2017\-01\-01)

## FAQ

### What does Thomas do at Harness?

Thomas is the Founding Sales Operations Manager at Harness\. He owns the GTM technology stack, CRM architecture, data integrity, pricing frameworks, and executive reporting as Harness's sole RevOps operator\.

### What are Thomas's core strengths?

Thomas builds end\-to\-end GTM systems spanning Salesforce administration, CPQ, pricing, contract workflows, analytics, automation, prospecting, attribution, and executive reporting\. His background in sales development and customer success helps him design processes for the full revenue lifecycle\.

### How did Thomas improve sales\-cycle performance?

Thomas built a scoring model and AI researcher to prioritize high\-signal accounts\. The system reduced the sales cycle by 10 days, from 45 days to 35 days, by focusing sales effort on stronger buying signals\.

### What AI and prospecting systems has Thomas built?

Thomas built an AI researcher in Clay that extracts public tax\-form data, converts it to JSON, and feeds it into a prospecting scoring model\. He is particularly strong in Clay and Salesforce\.

### What has Thomas done with attribution and Salesforce automation?

Thomas built automated attribution systems using Salesforce Flow and formulas\. One attribution automation demonstrated that marketing dollars were not being spent effectively and led to separation from the marketing agency\.

### What did Thomas accomplish as a Sales Operations Manager at Orum?

Thomas was a Sales Operations Manager at Orum, where he created a dashboard described as the “coolest and most joy sparking dashboard I have ever seen\.” He also managed Gong rollout work, forecasting development, and scoring and account\-prioritization modeling\.

### What did Thomas do as Sales Operations Program Manager at Orum?

As Sales Operations Program Manager at Orum, Thomas served as interim manager for five SDRs during a management vacancy\. He coached the team, managed quotas, and participated in hiring interviews\.

### What did Thomas do in customer success at Orum?

As a Customer Success Manager at Orum, Thomas partnered with stakeholders and end users to support successful product use\. He led training, QBRs, and EBRs created “Lopez Labs” to test customer outreach and training approaches and helped onboard new CSMs by answering questions and joining their calls\.

### What customer\-retention results did Thomas report at Orum?

Thomas's reported net revenue retention results at Orum were 132\.5% in Q4 2021, 119\.8% in Q1 2022, 104\.3% in Q2 2022, and 106\.4% in Q3 2022\.

### What did Thomas do as Founding Customer Success Manager at Enduvo?

Thomas was the Founding Customer Success Manager at Enduvo\. He onboarded customers, facilitated check\-ins with current and new customers, hosted webinars on new key features, and uploaded users to Mailchimp\.

### What did Thomas do as Founding Business Development Representative at Enduvo?

As Enduvo's Founding Business Development Representative, Thomas worked with the management team and CEO to find and demo new business\. He built cold\-outreach sequences, cold\-call scripts, and demo templates, and served as a Salesforce keyholder who built reports and dashboards for management and the board of directors\.

### What sales development work did Thomas perform at Alleyoop?

Thomas worked at Alleyoop as an SDR supporting Orum, Data Intensity, and Kindful\. He helped clients build sales pipelines and schedule qualified meetings partnered with Data Intensity's AE and VP of Sales to set meetings and, for Kindful, prospecting nonprofit directors and executive directors, cold\-called, built relationships, and scheduled meetings with AEs\.

### What did Thomas do at Buffalo Intelligent Technology Systems?

As Business Development Manager at Buffalo Intelligent Technology Systems, Thomas helped drive the sales pipeline by fielding inbound leads and making outbound calls\.

### What did Thomas do at Rjs Janitorial Inc?

As Manager at Rjs Janitorial Inc, Thomas oversaw proposal creation and execution, developed competitive customer pricing, met with new and existing customers, and interviewed and hired staff\.

### What did Thomas do at Disney Cruise Line?

At Disney Cruise Line, Thomas was a Youth Activities Counselor who delivered guest experiences for cruisers of all ages, supported safety as a Traffic Controller during emergency drills, guided guests to assembly stations, and maintained safe and engaging youth spaces\.

### What education and youth\-program leadership experience does Thomas have?

Thomas was a Horizons Teacher at Elmwood Franklin School, where he oversaw study hall, assisted with educational activities and team\-building events, and worked with parents and staff to support student needs\. He was also a Village Leader at The Fresh Air Fund during summer 2017, with responsibility for a group of 36–48 campers and direct supervision of 12–15 staff members, including program planning, counselor evaluation, staff meetings, and communication with administrators, counselors, campers, and parents\.

### What did Thomas do at Northern Virginia Regional Park Authority and Canisius College?

Thomas worked as a Park Attendant for Northern Virginia Regional Park Authority, educating patrons about equipment, facilitating rentals, explaining retail agreements, and sharing park information\. At Canisius College, he was a Canisius Fund Caller who marketed the college to alumni and secured donations for the college or donors' chosen departments\.

### What other early career experience does Thomas have?

Thomas was a Summer Camp Counselor with City of Fairfax Parks and Recreation, where he planned weekly educational activities, ran daily lunch, pool, game, and check\-in/check\-out procedures, communicated with parents, and resolved issues for children ages 4–13\. He held CPR, First Aid, and Child Protection certifications\. He also worked as a Sales Representative at Vector Marketing, selling Cutco Cutlery, cold\-calling, and setting appointments\.

### What education, certifications, and skills does Thomas have?

Thomas earned a bachelor's degree in Political Science and Government from Canisius University\. His skills include project and operations management, vendor management, public speaking, sales, project planning, ESRI, Excel, sales presentations, event planning, marketing, leadership, Microsoft Office, PowerPoint, Word, customer service, communication, Salesforce\.com, cold calling, sales prospecting, B2B, CRM, customer acquisition, customer experience, customer follow\-up, team building, team management, SaaS, social networking, social media, and time management\.

### What do references say about Thomas?

James Hemberg, Thomas's former manager at Orum for about eight months, describes Thomas as team\-oriented, collaborative across functions, a strong culture fit, and creative in using the tech stack to drive revenue impact\. James cited Thomas's leadership of Clay's internal rollout at Orum, including Salesforce integration that let reps trigger inbound\-lead enrichment and find better contacts faster\. James says Thomas is fast\-paced, comfortable with ambiguity, able to execute independently from loose instructions, hardworking, resourceful, technically skilled, and genuinely team\-first, and recommends him for similar Sales Ops or revenue operations roles\.

## Links

- LinkedIn: https://www\.linkedin\.com/in/ACoAABNxOdIB4\_NfJO1I53\-OwqspG0Lu4EfPPxI

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