Fractional operations leadership · Pipeline priorities
Set the rules. Focus the sales team.
As fractional operations lead, Alvar defined the strategy for consistent deal prioritization and led its execution, from decision rules to a tested system and team adoption.
Team experience / LATAM. Strategy and implementation led by Alvar Rodríguez.
Project
Pipeline Clarity & Sales Focus
Industry
Conversational AI / commercial operations
Stack
Attio CRM, Trigger.dev, deterministic interaction rules, WhatsApp activity context
Evidence
300+ deals refreshed four times daily
Alvar Rodríguez · Senior Operations Manager & RevOps Specialist
The challenge
Sales managers lacked a consistent rule for deciding which opportunities needed attention.
What we built
Alvar defined the activity rules and led a tested tracker, supporting data work and manager enablement.
What changed
The team gained a repeatable deal-priority signal and a documented routine for acting on it.
Context and problem
One of three workstreams within the same LATAM RevOps program.
Latin America · Conversational AI platform
Across 18 BDRs and 10 AEs, deal inactivity was judged by eye. Alvar identified the need for a shared operating rule so regional teams could decide where sales should act.
Production reported from 21 October 2026.
What we built
Alvar’s strategic decisions
Define activity states the team could use: Active, Warm, Cold and No response.
Use deterministic code for a predictable, auditable classification, with the result available as agent context.
Carry the operating rule through verification, documentation and manager rollout.
Implementation
The Deal Interaction Tracker used email, meetings, calls, WhatsApp and notes to classify activity and provide deal context in Attio. Reported tracker runs were scheduled at 06:00, 10:00, 14:00 and 18:00, Mexico City time, Monday to Friday.
Results and evidence
300+ deals refreshed four times a day, as reported.
A separate 284-deal pilot reported zero failures.
288 automated tests supported tracker verification.
Relevance and PDF contents
Leadership value
Alvar owned the route from commercial diagnosis to operating rules, delivery and adoption. The fractional model connects senior judgment with an operating routine the team can use.
Inside the full PDF
The decision worksheet is general Techmark guidance, not evidence of additional historical client decisions or controls.
On this page
See how Alvar connected pipeline rules, a tested tracker and manager rollout. Use the included decision worksheet to define the sales signal, acceptance checks and owner for your next improvement.
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