Thomas Burkland
Sales & Revenue Operations

The systems, data, and process that turn go-to-market motion into predictable revenue.

Sales & Revenue Operations leader who joined Braze at Series C and helped scale its go-to-market engine into a public company (NASDAQ: BRZE) surpassing $800M in ARR — rising from analyst to Senior Director leading a 15-person global organization.

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Thomas Burkland
About

I own planning, incentive compensation, forecasting, analytics, and the GTM data stack across roughly 500 go-to-market team members. I sit between the data and the teams that act on it — building the models, controls, and operating cadences that make forecasting boring and growth repeatable. FY2026 CRO MVP, President's Club honoree, and a member of Braze's company-wide AI Ambassador program driving AI proficiency and adoption internally.

Focus
Forecasting · Incentive Comp · Territory & Quota
Stack
Salesforce · Clari · CaptivateIQ · Looker
Based in
New York, NY
Highlights
$800M+
ARR scaled

Joined at Series C; helped scale Braze's GTM engine through IPO (NASDAQ: BRZE).

±15% → 5%
Forecast accuracy

Standardized global forecasting on MEDDPICC + Clari, tightening day-1 accuracy.

−27%
Commission disputes

SOX-compliant incentive comp on CaptivateIQ; eliminated material control deficiencies.

200+
Quota carriers

Built scalable territory & quota models across ~500 GTM team members.

Experience
Feb 2024 — Present

Senior Director, Sales Operations

Braze, Inc. · Customer engagement platform · NASDAQ: BRZE
  • Led a cross-functional Long-Range Planning initiative with Finance, Marketing, and Product to define a three-year revenue roadmap, underpinned by a verticalized sales motion and the commercialization of a second product line via a Forward-Deployed Engineer (FDE) delivery model.
  • Drove the go-to-market integration of two acquisitions — OfferFit (AI decisioning) and North Star Y (ANZ reseller) — leading territory, quota, and compensation harmonization alongside systems and data integration.
  • Partner with senior leaders on board reporting, GTM efficiency, and the annual operating plan, contributing to executive and cross-functional strategy beyond team leadership.
  • Named FY2026 CRO MVP and President's Club honoree, recognized for leadership of the FY2027 annual planning cycle.
2021 — Jan 2024

Director / Senior Manager, Sales Operations

Braze, Inc.
  • Designed and rolled out a standardized global forecasting framework built on MEDDPICC qualification and Clari predictive forecasting, improving day-1 forecast accuracy from ±15% to within 5%.
  • Led global incentive compensation strategy on CaptivateIQ, implementing SOX-compliant system controls that drove a 27% reduction in commission disputes and eliminated material control deficiencies.
  • Built scalable territory and quota models for 200+ quota carriers, partnering with Finance and Sales leadership on annual quota-setting, capacity modeling, and equitable account assignment.
Nov 2018 — 2021

Manager & Analyst, Sales Operations

Braze, Inc.
  • Advanced from Sales Operations Analyst to Manager, building the reporting, process, and analytics foundations for a rapidly scaling global sales organization.
Jan 2017 — Oct 2018

Marketing Intelligence Analyst → Senior Analyst

Braze, Inc.
  • Built Salesforce KPI dashboards on marketing-sourced pipeline and a custom multi-touch attribution model; partnered with RevOps on CRM data quality across the full funnel.
Oct 2013 — Jan 2017

Marketing Associate / Research Associate

Reis, Inc. · Commercial real estate data & analytics · acquired by Moody's (NYSE: MCO)
  • Drove demand for new products with usage-informed campaigns; built HubSpot workflows and Salesforce campaigns tracking marketing influence on pipeline and closed-won revenue.
Skills & Tools
Core Competencies
  • Global Forecasting
  • Incentive Compensation & SOX Controls
  • Territory, Quota & Capacity Planning
  • GTM & Long-Range Planning
  • Revenue Analytics
  • M&A GTM Integration
  • RevTech Stack Strategy
Platforms & Tools
  • Salesforce
  • Clari
  • CaptivateIQ
  • Claude
  • Gong
  • Fullcast
  • Clay
  • Openprise
  • Tableau
  • Looker
  • Tray.io
Disciplines
  • Sales Forecasting
  • Territory & Quota Design
  • Capacity Planning
  • Incentive Compensation Design
  • GTM Analytics
Education
Northeastern University
B.S. in Sociology
Boston, MA
Baruch College
Graduate Certificate in Finance & Investment Principles
New York, NY