Optimizing Operations, Driving Revenue, Strategy Leader

Strategic operations and sales strategy leader with over 15 years of experience in driving revenue growth and enhancing efficiency for Fortune 500 and high-growth organizations.

  • Generated $10B+ in merchant sales by leading the US SMB Post-Sales Account Management Strategy and Operations.
  • Unlocked $200M+ in growth opportunities by designing a segmentation strategy based on strong analytics.
  • Accelerated YoY growth by 13% by spearheading a company-wide GTM transformation, enhancing rep sales skills, ML-driven tooling, and a new goaling methodology.
  • Launched 6-10 strategic initiatives per quarter by managing cross-functional priorities, driving alignment between account management and key business units.
  • Boosted efficiency and productivity across account management by leading transformational initiatives.
  • Drove executive decision-making by leading Annual Strategic Planning, WBRs, and QBRs with Directors and VPs.
  • Achieved quotas for 7 consecutive quarters and optimized HC coverage, delivering 4x ROI through strategic team leadership and ROI Coverage analysis, maximizing returns.
  • Designed and implemented a strategic roadmap to unlock $1B+ in incremental growth for 2025, leveraging data-driven insights and execution.
Contact Michel
+$10B
Delegated Merchant Sales

Industries​

  • Tech
  • Oil and Gas
  • Manufacturing
  • Metal

About Michel

  • Sales Strategy
  • Strong Execution
  • Revenue Growth
  • Team Efficiency

Core Skills

  • Sales Operations Management | Go-to-Market (GTM) Strategy | Account
  • Management | Project & Program Management
  • Financial Planning | Revenue Growth & Optimization | Process Improvement & Automation | Sales System Implementation
  • Asset Management | Stakeholder Engagement & Cross-functional Coordination | Team Leadership & Mentorship

Case Studies

Situation

DoorDash Sales S&O Leadership. As the Head for Account Management Strategy and Operations I was responsible for the day to day operation of the business, in partnership with sales, managing the most valuable accounts within the SMB segments with the task of making them successful and grow with Doordash.

Actions

  • Executed quarter turn GTM readiness process partnering with Analytics to launch trackers and sales planning to launch quarterly goals
  • Owned growth goals for the segment for three lines of business (Marketplace, Ads & Promos, and 1st Party Platform SaaS product)
  • Owned quarterly book of business building
  • Ran XFN prioritization process to define key strategic initiatives for the Account Management team
  • Launched fast start plans for all teams for early quarter success
  • Created the strategy and supported the sales team in quota execution with support on back-to-goal plans when required
  • Deployed pipeline tracking and account plan creation based on each Mx growth opportunity
  • Ran operational cadence for reviewing the business (WBR, MBR, QBR, Retrospectives, Pipeline Reviews)
  • Owned yearly strategic planning
  • Implemented Performance Management Plans

Results

  • Successful quota attainment for 7 consecutive quarters
  • +15% YoY growth for a multi-billion dollar business
  • +$10B per year generated in Gross Marketplace Volume
  • +$500M in Ads and Promos Revenue
  • +20M trips generated through 1st party SaaS Platform
  • Successfully launched 7 quarterly strategic initiatives generating millions of dollars for XFN GM teams

Situation

DoorDash Segmentation. We were seeing the account management cohort growth stalling and I was asked to work with the analytics and sales teams to deliver a new segmentation model to drive growth.

Actions

  • Moved our segmentation model from backward looking metrics to forward looking metrics focused on growth opportunity
  • Defined book size changes for 4 new team changes
  • Prioritize merchant relations with selection value
  • Launched specialized merchant team for more focused growth
  • Deployed territory model based on regional specialization
  • Incorporate additional merchant need attributes via book-building (i.e. engagement, Mx lifecycle)

Results

  •  Accelerated YoY growth +4%
  • Delivered $500M incremental Merchant sales per year
  • Increased Merchant engagement +6%
  • Unlocked additional $200M per year annual growth opportunity

Situation

Uber Eats Gainsight Implementation. I was tasked to design the future tech stack for our post sales, account management team to drive productivity and streamline processes and data across 36 countries.

Actions

  • Created a vision for the account management tech stack, defining Gainsight as the main tool to implement world wide
  • Performed a roadshow with all global Regional General Managers getting buy in and budget for the global implementation
  • Negotiated contracts for expansions with vendors for global implementation
  • Setup tool infrastructure, including integration with existing salesforce instance
  • Designed data architecture and infrastructure
  • Rolled out through 5 stages (1 for each global region) with an average implementation time of 3 months + 1 month of hyper care after implementation including discovery, design, build, uat and launch
  • Designed and executed change management plan including awareness comms, training and post launch maintenance
  • Implemented Agile framework for continued development of features, data needs, reporting

Results

  • Increased productivity by 10% and drove $50M in gross bookings by leading the global implementation of an account management system for 500+ account managers, translating into 50+ Full Time Equivalent Headcount
  • Reduced reporting time by 40% by designing a streamlined data architecture, enabling faster, data-driven decision-making
  • Created automatically triggered Calls to Actions for Account Managers for most important revenue driver events, reducing time to action from 10 days to 3 days
  • Grew the team from being an IC to a team of 5, servicing all global regions
  • Reduced contract costs 20% through negotiations with software providers as we built scale
  • Setup Agile framework and worked with Regional POCs to develop regional requirements for continuous development with an average SLA of 2 weeks for requests and launches
  • Established account management processes and systems, driving efficiency and scalability across global operations

"...[Michel] has done so much for this team in the name of work, prioritization, accountability, and coordination..."

"From day 1, you’ve led with a people-first approach full of honesty, integrity, passion, and resilience. Through the twists and turns, pivots and prioritizations, those of us lucky enough to be on your team know that you will always take a thoughtful, strategic approach and have our back no matter what."

Direct Report Position

"I appreciate your [Michel’s] willingness to get into the weeds, understanding the lowest level of detail, and the cross-functional empathy as we work in tandem to solve difficult business problems."

Colleague

"Thank you [Michel] for taking on the arduous task of leading this aggressively smart and talented account management org (and its lofty ambitions) forward. You’ve done so much for this team in the name of work, prioritization, accountability, and coordination that anyone would be remiss to not recognize the grind required to do so."

Direct Report Position

"I still remember our first phone call prior to me joining - appreciate that you were willing to jump in head first to all that we were going to do to elevate Sales S&O. When I look back at how far we’ve come, you’ve played key roles in many of those transformations from the Sales Team ROE, Post Sales Transformation, elevating our growth, and continuing to now bridge to Salesforce revamp. I appreciate your willingness to roll with the punches and to continue to uplevel yourself daily."

Skip Level, Senior Director

Media

Gainsight Pulse Speaker 2022

Real-World Outcomes: How Uber Eats Leverages Technology to Power Outcomes Across the Customer Lifecycle

Session Abstract
While the type of customers in your base and the post-sale journey may be different for many businesses, one thing remains constant: you need to deliver tangible business outcomes to your customers, or you’ll run a high risk that they’ll churn come their next renewal. But in order to deliver value, you need to understand what your customers desired outcomes are across their journey and align your entire organization around the customer’s success. In this session, Michel Bardawil, Global Head of Merchant Growth Systems, will share how UberEats has tackled the challenge of delivering real-world outcomes to their customers during a time of rapid growth. The session will cover:

  • Strategies for mapping out your customers’ post-sales journey, and the value you need to deliver at each stage.
  • Tips to leverage technology to drive the highest impact across lifecycle stages.
  • Best practices for aligning key stakeholders around your customer’s outcomes through technology.

Certifications

Scrum Alliance logo

Certified Scrum Product Master

- Scrum Alliance

Global Innovation Management logo

Innovation Master

- Global Innovation Management Institute

Awards & Beyond The Office

Awards

Beta Gamma Sigma award as Magna Cum Laude and Picture as President of the LatAm Club with the team I led after a simposium led by me.

Family

Personal

Mountain Biking

Wake Surfing

Contact

(646) 866-8428

mbardawilabbud1@alum.babson.edu

/michelbardawil/

Let's grab a coffee and chat.