Fremont, California, United States
Results-driven finance leader with growth mindset and broad experience in corporate finance, accounting, pricing/deal strategy, business partnership, and scaling finance teams. Possesses a keen understanding of business strategy and P&L management and acts as a strategic thought partner to C-level executives on key trends, risks, and opportunities to drive strategic decision-making and efficient capital allocation for both short-term and long-term financial KPIs. Operates with a strong sense of urgency, creativity, and attention to detail, both independently and cross-functionally, to deliver superior performance and process improvement. Takes pride in building and developing high-performing teams.
First funded GTM Finance resource dedicated to pricing and packaging. • Analyze pricing and packaging strategies to ensure financial viability and alignment with topline bookings, revenue, COGS, and gross margin targets • Collaborate with cross-functional teams including Product Management, Engineering, Product Marketing, and Support to assess the financial impact of proposed pricing changes • Develop financial models and scenario analyses to forecast the impact of pricing changes on key business outcomes and inform strategic recommendations to leadership • Provide actionable financial insights to support strategic decision-making and enhance the profitability of pricing and packaging initiatives • Key contributions: LTV:CAC analysis & restatement, Free Trials 2.0, Flexible Consumption Migration
After 13 years in my career, I took my 1st sabbatical to tend to my well being, my family and personal pursuits, including traveling to 4 countries in Europe.
Currently serving as Director of Deal Strategy & Monetization where I partner with the Sales organization and cross-functional teams on the company's largest deals to maximize deal execution. Prior to this, I spent 3 years building out Druva's FP&A function and helped the company nearly triple ARR from $60M ARR to $170M ARR. • Partner with Sales organization on largest deals to maximize deal execution by providing pricing guidance and support on contract negotiations (deal structure, discounting, contract terms) to deliver optimum balance between commercial terms for customers and the best financial results for Druva (ACV, ARPU, GM%, NRR) • Leverage financial and operational data to drive insights to improve pricing to optimize conversion rates, promotions to accelerate new product releases, and bundling strategies to maximize adoption and renewal/retention rates • Streamline and automate the process for deal approvals, thresholds and rules, approver roles and responsibilities, approval routing and workflow design, automated exception alerting and communications • Scale operational processes for next phase of growth and improve sales velocity by reducing # of approvals by 16%, approval turnaround time by 20% and automating approvals using rules-based logic • Key contributions: Renegotiation of Dell OEM agreement, Deal Approval Redesign, MSP pricing model update, AWS GTM monetization programs, Emerging Partner Incentives, Case Management rollout in SFDC
Druva, Inc., Sunnyvale, CA Druva, a Forbes Cloud 100 company, brings the simplicity and scale of the cloud to enterprise backup and data management. High-visibility finance leader responsible for company-wide financials, strategic projects, and executive business partnerships. • Led company-wide financial forecasting and reporting processes for $170M+ ARR SaaS company to drive business execution, financial predictability, sustainable growth, efficiency improvements, and IPO readiness • Coordinated and executed on month-end close, forecasting, annual operating plan, monthly/quarterly deliverables, Product QBRs, Board deck, investor reporting, audit requests, analyst briefs, and ad hoc analyses • Cultivated team of 3 supporting Execs across COGS/R&D (Infrastructure, Engineering, Product) and G&A (FP&A, Accounting, HR, Legal, Facilities, IT, Security, Biz Ops) to achieve financial and business targets • Cross-functional initiatives: renewal rate improvement (+7% pts), NRR improvement (+4% pts), COGS Tiger Team, AWS EDP negotiations ($2M+ saved/yr), Pricing Committee, Global HC reporting automation, Dell OEM agreement, MSP pricing model, • FP&A contributions: P&L forecast accuracy improvement to within 2%, gross-margin expansion (+6% pts), subscription & consumption revenue models, cash forecast model, “beat & raise” external model, mock earnings transcript, IPO readiness, product P&L, Adaptive Planning enhancements
Duo Security, subsidiary of Cisco Systems (NASDAQ: CSCO), San Mateo, CA Duo is the leading provider of unified access security and multi-factor authentication delivered through the cloud. Duo Security was acquired by Cisco for $2.35B in 2018. Provide analytical strategic support to Sales & Marketing leadership to drive company’s Go-To-Market initiatives. • Delivered comprehensive data-driven financial planning and executive reporting to Sales & Marketing executives, focused on identifying key trends, improving efficiency, and optimizing for long-term growth • Process improvements: establishing monthly budget reviews, commissions accounting restatement under ASC 606, Duo-Care cost of revenue service allocation, Anaplan HC recons, and GL account clean-up • Value-add analyses: bookings reporting by channel and type, sales capacity modeling, LTV/CAC, net dollar retention analysis, churn & contraction, ARPU reporting, and 3-year long-range planning • Collaborated with Cisco Sales Finance on integration of Duo’s operations into Cisco’s Security Business Group after Cisco acquired Duo Security for $2.35B in 2018