Baltimore, Maryland, United States
I’m a Revenue Operations leader with 9 years of experience helping SaaS companies scale their go to market organizations across cybersecurity, E-commerce, and healthcare. My work focuses on connecting revenue strategy with execution, partnering closely with Sales, Marketing, Finance, and Customer Success leaders to turn growth goals into clear operating models teams can actually run with. I’ve led work across forecasting, pipeline management, territory design, incentive compensation, GTM analytics, and revenue architecture, being hands on with tools such as Salesforce, Clari, LeanData, Demandbase, ThoughtSpot, Tableau, and Asana. I focus on building clear systems and reporting that scale with the business, improve predictability, and support better decision making. Across my roles, I’ve worked directly with CROs, VPs of Sales, Marketing, and Revenue Operations, supporting priorities like pipeline coverage, quota and capacity planning, ABM execution, and executive and board reporting. I’m known for bringing clarity to complex problems, aligning teams, and helping leaders make confident calls backed by data. At my core, I’m a systems thinker and problem solver who enjoys understanding how GTM organizations work and finding practical ways to make them better.
•Stabilized incentive compensation operations by correcting missed and inaccurate payments and implementing reliable payment schedules, ensuring on-time and accurate payouts for 50+ employees. •Established formal change-management processes for compensation and plan updates across HR, Finance, and Revenue Operations, reducing downstream errors and accelerating cross-functional alignment. •Redesigned CRM territory architecture, consolidating a fragmented 14-field model into a single standardized field, and successfully launched the new structure within the first week of the fiscal year. •Led acquisition and implementation of a new analytics tool, enabling scheduled, automated data refreshes from Salesforce to deliver near-real-time insights and eliminate manual reporting lag. •Resolved critical Salesforce product ownership gaps related to event planning and delivery, ensuring technical requirements were defined and met well ahead of live events. •Designed and implemented incentive compensation plans for 50+ roles, eliminating ambiguity, improving transparency, and removing calculation errors across multiple plan types. •Introduced contract length tracking and reporting, unlocking new insights previously unavailable in the revenue architecture and directly supporting board-level reporting. •Served as a strategic partner to the CRO, CFO, and VP of Revenue Operations, leading execution on top-priority, cross-company initiatives. •Implemented an Asana-based prioritization framework to manage short, mid, and long-term RevOps initiatives, improving delivery predictability and leadership alignment.
•Served as the primary RevOps partner and strategic advisor to the VP of North America Sales and VP of Business Development & Performance Marketing, acting as a trusted right hand for data-driven decision-making and GTM strategy. •Designed and managed BDR quota models aligned to pipeline coverage targets, driving three consecutive quarters of quarter-over-quarter performance improvement. •Partnered with GTM leadership to establish pipeline targets across all demand sources, aligning near-term execution with future-quarter bookings objectives. •Delivered funnel and conversion analysis via ThoughtSpot dashboards, enabling VPs and functional leaders to continuously monitor core KPIs and performance trends.
•Served as a strategic advisor to global GTM leadership, providing direct recommendations to Heads of Sales, Marketing, Business Development, and Customer Success and translating strategy into data-driven policies and execution frameworks. •Managed and developed a high-performing team of two, delegating strategic initiatives while guiding messaging, narrative, and cross-functional alignment across the organization. •Redesigned and standardized the QBR operating model, unifying data sources and establishing a repeatable framework that reduced QBR preparation time by 50% for Revenue Operations. •Owned LeanData top-of-funnel routing and change management, leading company-wide process changes across Sales and Marketing to improve speed, clarity, and lead ownership. •Partnered with the Director of Marketing to launch ABM, leveraging Demandbase intent signals to align marketing investment with sales priorities and improve targeting efficiency. •Owned global Clari forecasting, including ongoing tool development, enablement, and training to drive forecast consistency and executive confidence.
•Owned the bi-weekly pipeline inspection cadence, centralizing data reviews across Marketing, Partners, Sales, Sales Engineering, and Leadership to establish pacing expectations, leading and lagging indicators, and surface insights to close gaps against quarterly targets. •Led the U.S. Revenue Operations roadmap and field communications, driving alignment through All-Hands updates on wins, active initiatives, and upcoming projects. •Designed and implemented territory models across SMB, Commercial, Enterprise, and Strategic segments for the Americas, accelerating net-new logo growth through a growth-oriented operating model. •Owned reporting and analytics strategy for the Business Development organization, defining core KPIs to measure individual performance and org-wide effectiveness. •Partnered across technical and non-technical teams to resolve systemic CRM and application integration issues, ensuring the customer base was accurately surveyed and surfaced for upsell opportunities.
•Owned companywide revenue reclassification for all new and renewal sales, accurately separating baseline renewal value from expansion dollars at the SKU level to support retention reporting, forecasting, and incentive compensation. •Ensured adherence to SOX compliance requirements during the company’s transition through the IPO and public company readiness phase. •Designed and maintained Tableau reporting for the partner organization, sales pipeline, and CRM data quality, providing leadership with ongoing performance visibility. •Resolved revenue and incentive disputes between VPs and sales leadership by validating deal structures and presenting clear financial calculations to align stakeholders. •Standardized quoting guidance and best practices, ensuring smooth downstream processing between Revenue Operations, Deal Desk, Customer Success, and Finance.
•Owned territory planning and maintenance across EMEA, LATAM, and North America, supporting both Public Sector and industry-based new logo sellers. •Partnered directly with regional sales leadership to scope Total Addressable Market (TAM), design balanced territories, and define clear ownership logic. •Authored Salesforce enablement documentation and best-practice guides, improving sales team adoption and standardizing CRM usage. •Established formal SOPs and SLAs for territory operations intake via a centralized inbox, improving responsiveness and operational consistency. •Supported and coordinated a team of 10+ offshore contractors focused on CRM data hygiene, including training, ongoing policy updates, and quality control. •Supported deal desk operations during month, quarter, and year-end close, ensuring accurate, timely booking of revenue and financial data.
•Built and maintained account-level data cleansing workflows within the CRM, supporting accurate territory assignment and preserving ownership documentation for long-term operational integrity. •Supported territory operations through ad-hoc data analysis and request fulfillment, responding to time-sensitive inquiries via a centralized operations inbox. •Trained and onboarded new Sales Operations interns, covering territory assignment logic, data hygiene standards, and account lifecycle management. •Developed Tableau dashboards to track and analyze partner performance across Enterprise, Commercial, and SMB segments, improving visibility into channel effectiveness.