Westlake, Ohio, United States
Global Revenue Operations & Analytics leader with 17+ years of experience scaling GTM engines and optimizing lead-to-cash. Expert in Salesforce automation, revenue intelligence, and operational governance. Cross-functional partner to sales, finance, legal, marketing, and customer teams, improving forecast accuracy, productivity, and data quality. Known for building high-performing teams and scalable revenue systems that drive measurable growth.
• Led Hyland’s Salesforce automation transformation, modernizing the end-to-end lead-to-cash operating model. • Drove enterprise alignment across Finance, Legal, Marketing, and Customer organizations to standardize lead-to-cash processes and governance. • Designed and implemented a centralized deal-support intake process with Salesforce Cases, improving case transferability, cross-team collaboration, eliminating redundant requests and increasing end user experience. • Owned roll out and ongoing management of incentive compensation system and processes, increasing compliance and creating real-time visibility into commission statements and analytics for sales management and finance . • Led forecasting optimization and system implementation, increasing forecast accuracy of our commercial line of business from 60% to 100%. • Re-deployed Hyland’s sales process in Altify based on MEDDPICC qualification framework. • Appointed as Revenue Operations lead for Lead-to-Cash Center of Excellence, AI Council, and Data Quality committees. • Awarded the 2022 Program of the Year for implementing Forrester’s Cadence Optimization Framework, leading to more than 200 new opportunities in 6 months. • Negotiated strategic vendor contract renewals, embedding AI innovation while locking in pricing and generating $1.5M+ in annual cost savings.
• Redesigned and led 40 person global sales operations and analytics team combined with inside sales and BDR teams to take a more data-driven approach to pipeline development. • Developed a career pathing and intern program to cultivate future inside sales talent, leading to the promotion of 4 team members to leadership roles, and 10 into account management and sales leadership. • Partnered with AA-ISP to train and certify team members as certified Inside Sales Professionals. • Implemented Altify for improved account planning and sales process efficiency increasing win rates by 50%. • Managed the consolidation and validation of all sales-related data within the Salesforce platform, including M&A due diligence, data transformation and migration for 7 acquisitions.
• Designed and led 6 member sales analytics and operations teams to analyze productivity metrics across the sales organization to drive strategic insights. • Partnered with information systems to create a Salesforce Center of Excellence and rolled out a citizen developer program to allow power users within the business to contribute directly to administration and development of the Salesforce platform. •Project lead for sales operations working on the Lead Management 2.0 initiative focusing on lead lifecycle, measurement and reporting.
I successfully transitioned from General Sales to the Peripherals department at Micro Center, demonstrating my sales acumen and dedication to customer service. • Sold a wide range of computer hardware, software, and peripherals, enhancing customer satisfaction. • Developed strong product knowledge to assist customers in making informed purchasing decisions. • Worked in a collaborative environment, contributing to a leading electronics retailer's reputation for excellence.