Providence, Rhode Island, United States
Sales & Marketing leader with a passion for people development, identifying & solving problems, creating & optimizing processes, and unifying departments across the revenue org. I'm an avid runner, reader, podcast listener, and a proud corgi owner.
Leading marketing, growth, and revenue excellence.
Leading the Growth team at Clari, consisting of: - Product Marketing - Customer Marketing - Growth Marketing - Growth Operations - Revenue Development - Revenue Enablement - Value Engineering
Defining, implementing, & optimizing efficient and effective sales dev & biz ops processes at Looker. 2019 – Optimize systems & processes for full alignment between Marketing, SDR, and Sales. • Lead in-depth training & enablement sessions to drive quality at the top of the funnel. • Created & implemented qualitative feedback loop to best inform go-to-market strategies & effectively assess ROÍ on various Marketing & SDR initiatives. 2018 – Build a global team; Develop higher level strategies & analysis. • Implemented new Marketing to Sales hand-off process (see 2017). Created full funnel analysis to up-level predictability, forecast-ability, and accountability of all Sales & Marketing stakeholders. • Exited 2018 with team of 50.
2017 – Maturation & incentive alignment; Business Ops focus. • Proposed new Marketing to Sales hand-off process to fully align Marketing, SDR, and Sales incentives. Socialized proposed changes with all C-Suite stakeholders through 6 weeks of discussions, analysis, and presentations. • Developed close working relationships with Finance, Sales Ops, MarkOps, and Biz Ops to bolster end-to-end understanding of sales cycle, planning, and cross-functional processes. • Exited 2017 with team of 36. 2016 – Specialization at home, expansion abroad; Manage managers. • Made business case for and introduced specialized roles for Inbound SDRs, Outbound SDRs, and Enterprise SDRs. Segmentation led to lift in all KPIs: Meetings created, lead to meeting conversion rates (Inbound & Outbound), down-funnel conversion rates, etc. • Hired first 3 SDRs in Dublin, IE, and implemented effective processes from the US. • Hired first 3 SDR Managers, on-boarded and trained them to effectively manage individual contributors. • Exited 2016 with team of 24. 2015 – Growth: scale, hire, train. • Implemented hiring process, and was responsible for each stage: from resume screening to extending offers. This process has remained largely unchanged, and over 65 people have been hired using it • Created all analysis to gauge top of the funnel process efficacy, run messaging A/B tests, measure quota attainment, and report to C-Suite & Board • Documented everything, from GTM tactics to objection handling to analytical best practices • Promoted from Manager to Director. Exited 2015 with team of 15.
2014 – Create processes and develop systems. • Built entire Outbound process from the ground up: targeting, tools, messaging. Outbound-generated Meetings became 55% of New Business Meetings through 2015 • Built Inbound playbook to maximally process, qualify, and hand off leads to Sales team • Developed expertise in Salesforce.com, Marketo, Looker, and countless sales methodology tools • Promoted from individual contributor to Team Lead to Manager. Exited 2014 with team of 8. 2013 – Scrappy startup, wear all the hats. • Second Sales & Marketing hire at Looker, same month as Seed funding (March 2013) • Ran trade shows, processed inbound leads, dabbled in outbound prospecting, managed looker.com, created & tested messaging • Helped develop initial go-to-market strategies, identified ideal customer profiles (companies & personas) and tested outreach strategies • Exited 2013 with team of 2.