New York, New York, United States
Global sales operations lead for the OneLogin team which included teams focused on selling to net new customers, teams that have an existing book of customers looking for upsells/upgrades and renewals, the MSP channel team, and the overlays who support other teams who sell OneLogin. • Won “Unsung Hero” and “Star of the Quarter” within first 90 days by supporting global sales teams during merger • Worked with global sales directors to ensure territory coverage is effective for sales growth; creating sales territory coverage model • Created a go-to-market sales strategy with the marketing and inside sales teams for existing customers; on first day of campaign, generated over five leads ($400k+ ARR) • Lead all new processes & systems to support cloud/ARR business model as well as providing go-to-market data & strategies for the net new and existing customer sales teams • Ran weekly forecast calls for all sales teams as well as created all QBR templates and Salesforce/Clari reports & dashboards • Developed all reporting on pipeline generation
• Finished as the top team; achieved 94% of $331M target • Managed a team of 9 individual contributors • Responsible for filling out a monthly ACV (Annual Contract Value) report and coaching team to fill out customer satisfaction data in Salesforce as two primary data points to measure customer health; data was reviewed by C-Level & Business Analysts monthly; escalated customer pain points • Fostered continuous improvement of sales forecasting; responsible for risk tracking in accounts • Organized and lead monthly calls with MIS and product teams to enhance internal tools to be more aligned with industry standards which has led to improved efficiencies for the individual contributors • Work with Sales VP level leadership to drive new sales initiatives focused around moving to the cloud as well as refreshing customer’s old legacy infrastructure to ensure customer retention for long term growth within accounts
The renewal team supports the sales teams retain and expand our current book of business. We focused on customer satisfaction as well as acting as a subject matter expert for internal teams on our support & services options, as well as the tools, processes, and systems. Outside of managing the team, I also spent time on additional side projects such as building the road map for our internal tools, designing territory coverage, escalating customer support issues, and more. • Finished FY20 with highest team attainment and customer retention of 4 teams while managing highest quota (+$214M) and largest team (10 individual contributors) • Developed and launched the “CSM 12 Week Onboarding Program” for the Enablement team that is being used globally • Led multiple trainings for Renewals, Sales, and Enablement teams on our renewal process as well as internal tools; trainings would have 50-150 attendees
I worked with our Named Accounts in the Central Region to ensure our customers renewed on time and maximized their current solutions. Awarded "Team Player Extraordinaire" at Annual Team Offsite in April 2019 (less than a year into the role). • Primary contact for ensuring Named Accounts renew on time to maintain on-going business; covering over 150 accounts in the Central Region; ended 2018 with a 98% renewal rate • Worked with internal product team to update our renewal tool allowing CSMs to add new services to our quotes • Create multiple reports with our SODA team (Sales Operations & Data Analysis) to help Area Managers find new business opportunities • Presented to our internal sales teams as well as our strategic partners on potential upgrade opportunities for annual renewals • Trained new renewal managers on internal processes as well as how to effectively work with their Account Managers
At ktMINE, I was part of the Intellectual Property Strategy & Valuation team. In this market, we worked with corporate teams, law firms, IP vendors, technology transfer offices, and academic researchers. I was the first point of contact for direct sales for companies ranging from small to enterprise sized who are involved with licensing and litigating patents/trademarks. • Improved product functionality and design based on customer feedback; collaborated with technical engineering team weekly to ensure product roadmap was effective • Developed strong understanding of the buyer’s needs and retained the ability to articulate the value of our products • 98% conversion of introduction calls to product demonstrations; acted as the technical point of contact for buyers during product demonstrations for sales calls and trainings by delivering relevant applications and data sets • Created 2018 market strategy for intellectual property and technology transfer offices increasing portfolio accountability by 500% • Developed digital marketing strategy for new markets collaborating with marketing team and optimizing email campaigns • Created marketing materials and product sheets to ensure messaging aligned with customer needs • Influenced performance metrics for new markets; metrics: conversion rates for qualified opportunities and closed business • Created the pricing structure for new markets based on competitive research and customer feedback • Travelled to conferences around the United States to help promote product in new markets • Developed 2018 Forecasting & Budget for the Intellectual Property Strategy & Valuation team
As an Account Manager at Yelp, I was the primary contact responsible for on-going client relationship management and satisfaction. I was a Top Performer for the inbound segment retaining over $5K in revenue with the average business spending about $350. • Developed proactive solutions and recommendations to business owners by analyzing data in Yelp for Business Owners based on strategic and long-term objectives set by Yelp and our customers • Consulted with external business partners to optimize advertising programs with Yelp to increase customer retention and maintain profits; contributed to the development of solutions and ideas to drive revenue • Presented on “Yelp Partners” to internal teams during weekly meetings to help our teams better serve client • Thrived in a fast-paced environment, managed multiple deadlines, and coordinated with a diverse group of team members across internal departments