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Irfan

Usman

Head of Revenue Operations and Commercial Technology

Re:Build Manufacturing

Irfan Usman is the Head of Revenue Operations and Commercial Technology at Re:Build Manufacturing, where he serves as the strategic "connective tissue" between Sales, Marketing, IT, Finance, and the C-Suite. The exposure of building revenue operations in Manufacturing, Engineering Services, and SAAS landscape has been challenging but amazing as well. With over a decade of experience driving revenue growth and optimizing sales processes, Irfan specializes in bringing discipline and predictability to sales and revenue execution. Currently, he manages the end-to-end forecasting methodology and deals with governance for a pipeline valued at $1.5 billion. His expertise lies in building scalable GTM frameworks, establishing pipeline health metrics, and managing complex tech stacks that include HubSpot, Salesforce, LinkedIn Sales Navigator, Outreach, Slack, Apollo and many more. Throughout my career at organizations such as EBI Consulting, MyCase, and Kuebix, Irfan has delivered high-impact results, including reducing sales ramp time by 25% and leading Salesforce and HubSpot implementations that resulted in over $5 million in increased sales. He holds an M.B.A. in Business Management & Marketing, a Masters International Management, and a B.S. in Accounting from the University of Massachusetts, Boston.

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29 January 2026 09:00 - 09:30

How to build, track, and present a high-quality pipeline

A healthy pipeline is the foundation of predictable revenue – yet for many organisations, it’s where things quietly break down. Deals stall, data becomes unreliable, and forecasts miss the mark. The result? Leadership loses confidence, teams operate reactively, and growth becomes harder to control. In this session, we’ll break down what “high-quality pipeline” actually means in practice - and how to operationalise it. From defining clear pipeline structures and enforcing hygiene standards, to tracking the metrics that truly matter, you’ll learn how to turn your pipeline into a reliable, decision-making engine. We’ll also explore how to present pipeline data in a way that builds trust at the executive level, highlights risks early, and drives better cross-functional alignment. You’ll walk away with: - A clear framework for building and maintaining a high-quality pipeline - The core metrics and signals that separate real pipeline from inflated noise - Practical ways to track, audit, and improve pipeline health over time - How to present pipeline insights that stand up in the boardroom