Castle Rock, Colorado, United States
4x C-level executive who has contributed hundreds of millions in revenue through growth-based strategies and turnaround campaigns. Able to rapidly scale demand, grow revenue, and capture market share for early-stage and established market-leading technology organizations. Cultivates exceptionally productive relationships with customers and partners to elevate the brand, drive value-based solutions, and develop new revenue opportunities and channels. Successfully worked with BOD, growth/private equity, and investment banks to position 3 software/SaaS companies for sale. Go to Market • Global Sales | Renewals | Partners • Demand Generation | Pipeline • Brand | Positioning | Messaging • Data & Metrics Product • Product Strategy & Roadmaps • Cloud/SaaS Adoption • AI | Solutions | Innovation • SaaS Customer Experience Leadership • Turnaround & Hypergrowth Phase • Market Segmentation | Strategy • Performance Management • Positioning Companies for Sale
Responsible for leading and aligning revenue-generating functions across the organization. Driving sustained 100%+ growth through integrated go-to-market strategies across targeted verticals and horizontal functions. Continuing focus on sales/marketing efficiency, pipeline development, customer success and retention, and scalable revenue execution.
Recruited to lead Global Sales, Marketing, and Renewals. Directly managed a team of 9 SVPs and VPs, and a 900-person organization. Reported to CEO and BOD. • Significantly reduced operating costs while delivering hundreds of millions in software sales. Positioned company for “Rule of 50” outcome. • Accomplished 93% gross renewal rate and increased net renewals from 95% to 97%. Re-engineered the Renewals function.
Recruited to oversee all product and marketing functions with a team of 7 direct reports. Reported to the CEO and BOD. • Developed a new go-to-market strategy to align Sales and Marketing functions around key industries and use cases. Repositioned the company as an Employee Experience Platform offering. • Created a new product vision and rearchitected product strategy/roadmap to enhance positioning and create compelling competitive differentiation. Focused product investment on dynamic personalization, journey orchestration, low/no-code integration, and enhanced mobile experience. • Re-engineered the demand generation function and significantly reduced cost per lead, while dramatically improving targeting and conversion rates. Marketing contribution to pipeline increased 155% YoY.
Led all product and marketing functions for a SaaS business, with a team of 6 direct reports. Reported to the CEO and BOD. • Quadrupled revenue, with a sustained 50% annual growth rate during tenure. Achieved EBITDA profitability in 2020. • Led the sale of Nuxeo to Hyland, working closely with the CEO/CFO and William Blair investment bankers. • Added more than $160MM in worldwide pipeline by building a highly efficient, global demand generation organization. Delivered best-in-class marketing metrics, with marketing contribution to pipeline averaging 80%.
Promoted to lead an organizational turnaround for the ECM division and became an Executive Team member. Reported to the President. Managed 10 VPs & Directors. • Transformed the go-to-market strategy and organizational structure, moving to an integrated, strategic function focused on identifying market-making opportunities. o Delivered 5% organic revenue growth while sustaining a 33% EBIT contribution within one year. o Contributed $170MM in incremental pipeline and over $20MM of revenue in year one by reinstituting integrated demand generation programs. Produced over 1,800 fully qualified leads for Sales. • Sold division to OpenText, working with the Executive Team and Morgan Stanley investment bankers.
Recruited by the President to start up the Energy and Engineering business unit. Led a team of 6 Directors comprising sales, marketing, product, professional services, and engineering. Full P&L responsibility. Reported to the Chief Product Officer. • Contributed 111% growth in new solution license sales. Achieved overall revenue growth of 39% with a 28% EBIT contribution. • Developed a 3-year product strategy and roadmap, focusing on introducing new SaaS solutions, enhanced mobile capabilities, and expanded interoperability and out-of-the-box functionality.
Led a team of 8 Directors responsible for $340MM global business including Worldwide Partners & Channel, Inside Sales, Solution Sales, and Lead Development. Reported to the Chief Revenue Officer. • Transformed channel sales, reducing operating costs by over 50% while increasing channel productivity by over 35%. Success led to a growing responsibility to transform other underperforming business units. o Grew channel revenue contribution from 38% to 52% with partner influence in license revenue sales totaling 66% o Increased sales productivity for Inside Sales by over 100% in the first year • Moved to a strategic, solution-oriented partnership model with simplified contract terms and go-to-market processes. o Produced $35MM in incremental, partner-driven revenue by launching a Certified Solution program, growing 100% YOY.