Chicago, Illinois, United States
Enterprise Sales Director with 12+ years in SaaS and tech, known for leading high-performing sales teams that consistently exceed growth targets. I combine strategic deal-making with a focus on talent development, sales enablement, and data-driven decision-making. At Glassdoor, I helped scale the strategic accounts business to over $100M ARR while coaching managers and reps to close complex, multi-stakeholder enterprise deals. I thrive in dynamic environments where building structure, process, and culture drives both performance and retention.
- Scaled Glassdoor’s enterprise SaaS portfolio from $80M to over $100M ARR, becoming the company’s top revenue contributor - Directed a 36-person team (5 managers + 31 reps) across new business, renewals, and upsell functions - Consistently exceeded annual growth targets: - 114% (2022) - 105% (2023) - 100% (2024) - President's Club winner: 2024, 2025 - Drove 92%+ client retention by strengthening customer success, onboarding, and renewal strategies - Partnered with Product on roadmap, pricing, and customer feedback loops; influenced new feature adoption and client value realization - Built and launched sales enablement programs, demo training, and performance scorecards, raising rep productivity across the org - Created the “Client Journey” initiative to align Sales + CS, generating $5M incremental revenue in year one - Increased average deal size by 33% by enabling solution sales
- Managed $20M ARR book of business - Front line leader overseeing national enterprise sales team focused on Fortune 500 partnerships - 115% to 2020 goal - 112% to 2021 goal - Partnered cross-functionally with Marketing, Finance, and Product to optimize GTM strategy - Mentored and promoted multiple team members into leadership roles
- Manage $17M product portfolio, scaling Glassdoor’s Growth sales function - Front line leader, overseeing 7 Account Managers across the Midwest Central Territory - Assisted with client meetings, providing executive presence and strategic support - Delivered double-digit YoY growth through consultative enterprise engagement - 103% to 2019 goal - 106% to 2020 goal - Developed sales playbooks and client success enablement frameworks adopted company-wide
- Recruited by Chief Commercial Officer to develop and launch tech-enabled Sales and Customer Success functions, transforming partnerships engagement, pricing, and renewals infrastructure. - Increased revenue by 108% in Y1 in role; achieved 116% of target in Y2, delivering $4M in annual revenue; grew team from 2 to 8 employees and shifted focus from transactional to consultative selling operations. - Established sales targets across digital product suite, partnerships, and experiential activations; built full funnel SOPs, communications templates, relationship building timelines, and customizable enablement toolkits; developed budget and commissions dashboards. - Selected and implemented Salesforce CRM to Sales department and trained team on system usage, integrating lead gen and pipeline management processes; added Data.com, Avention, and LinkedIn for prospecting. - Worked with Product and Marketing to improve product mix, adding client platform and microsite development. - Developed demos, decks, and product content; wrote RFPs, negotiated contracts, and led requirements planning and implementation with internal Product and Paid Media teams to ensure delivery and optimization to scopes; tracked client success to build pricing, renewals, and upselling models.
- Led Strategic Partnerships, reporting to SVP of Sales & Marketing; built and launched programs with Google, PNC Bank, Chase, Quicken Loans, State Farm, and Allstate. - Worked with client Marketing and Paid Media, and agency teams to develop programs with branded experiential products, sponsored content, display, SEO/SEM, e-mail, retargeting, social, geo-fencing, and app integrations.
- Brought into Digital department and promoted to AE, managing digital ads portfolio sales; scaled client engagements with Northwestern University, Wintrust Bank, Ravinia, and Abt; doubled North regions revenue in Y1 in role.