Westlake, Ohio, United States
I'm a revenue operations leader who builds the systems, teams, and processes that protect and grow ARR at scale. Over 11+ years at Hyland — and a prior career in law and government contracting — I've developed an unusually broad foundation: I understand contracts deeply, can navigate regulatory complexity, and know how to translate ambiguous business problems into clear operational solutions. Today I lead renewal operations transformation enterprise-wide: owning ARR-at-risk forecasting, redesigning renewal workflows, governing systems across Salesforce and Gainsight, and aligning Sales, CS, Finance, and Legal around a shared renewal execution model. What I do differently: I don't just optimize existing processes — I build the infrastructure that makes improvement sustainable. That means clear ownership models, documented playbooks, exception frameworks, and the organizational design to back it all up. I've also built teams from scratch, led three acquisition integrations, and stood up functions — competitive intelligence, proposal services, government contracting — that didn't exist before I arrived.
• Built and scaled a renewals organization spanning 5 direct reports and cross-functional partners across Sales, CS, Finance, Legal, and IS — including dedicated teams for digital renewals, operations, contract negotiations, and analytics. • Redesigned account coverage model to achieve full portfolio coverage, establishing a digital renewal specialist team responsible for proactive customer engagement across a high-volume, lower-touch segment. • Automated the quote-to-delivery process, implementing quote creation and customer delivery 180 days in advance of renewal — reducing cycle time, improving customer experience, and enabling earlier risk identification. • Built ARR-at-risk forecasting from the ground up, implementing models and reporting infrastructure that gave Sales, CS, and executive leadership consistent, reliable visibility into renewal risk for the first time. • Streamlined renewal review and quote presentation workflows, reducing friction in the negotiation process and improving consistency across the team. • Govern renewal systems strategy across Salesforce, Gainsight, Clari, PowerBI, DocuSign, OnBase, and Copilot — clarifying ownership, eliminating duplication, and enabling data-driven decision-making across the renewal lifecycle.
• Led the continuous improvement and innovation strategy for the global Renewals organization, building a culture capable of proactively identifying improvement opportunities and adapting to ongoing change. • Operated as a strategic thought leader and coach, elevating team capability through best‑practice sharing, market insight, and adoption of modern operational approaches. • Defined and executed a renewals innovation roadmap, anticipating evolving business needs and delivering flexible, scalable solutions to improve efficiency, continuity, and execution quality. • Served as the face and voice of renewals innovation, leading broad, cross‑functional stakeholder groups and translating strategy into clear deliverables and executive‑ready communications. • Established and prioritized enterprise‑level improvement initiatives, developing frameworks, business cases, and artifacts to drive stakeholder alignment and adoption. • Oversaw the planning, execution, and performance tracking of renewal initiatives, ensuring disciplined delivery, transparent progress reporting, and measurable impact. • Designed and institutionalized standard operating models, including SOPs, playbooks, process documentation, and re‑engineering techniques spanning policy, process, systems, and organizational change.
• Built and led multiple Sales Operations organizations, hiring, onboarding, and managing three distinct teams totaling 35 professionals to support scale, execution, and analytics. • Established a Competitive Intelligence function from the ground up, defining priorities and multi‑year targets to provide executive leadership with clear visibility into market dynamics and competitive positioning. • Led the operational integration of three acquisitions, aligning teams, processes, data, and reporting to ensure continuity and accelerate time‑to‑value. • Designed and implemented enterprise security questionnaire programming, establishing content ownership, governance, and review cycles to improve transparency and significantly reduce response turnaround time. • Headed a cross‑functional competitive replacement optimization initiative, leveraging operations, analytics, and stakeholder alignment to strengthen in‑market execution. • Partnered with HR, Strategy, Finance, and Real Estate leaders as a member of the ESG steering committee, contributing to the definition of new corporate goals, policies, and operating standards. • Served as a leadership mentor and guide in Hyland’s Knowledge for Excellence (HyKE) New Leader Program, supporting leadership development and organizational capability building.
• Provided legal and operational support to executive leadership, advising on contracts, intellectual property, compliance, and administrative matters across the organization. • Partnered with outside counsel to manage intellectual property, copyright, and trademark matters, ensuring protection of company assets and regulatory alignment. • Reviewed and negotiated client contracts, licensing, maintenance, and user agreements, balancing commercial objectives with legal and operational risk. • Analyzed client workflows, documentation, and business processes to support transitions to Enterprise Content Management (ECM) solutions. • Delivered project management, implementation support, and end‑user training, ensuring successful adoption of technology solutions. • Monitored Ohio technology‑related legislation, translating regulatory updates into best‑practice guidance for clients. • Tracked Ohio criminal law updates and maintained regulatory databases, supporting accurate interpretation and application of statutory requirements.
Attorney - October 2008 - September 2010 • Conducted legal research, digested depositions and analyzed medical journal articles • Drafted deposition outlines and prepared exhibits for expert witnesses for Daubert hearings • Document review related to pharmaceutical clinical trials and meta-analyses Legal Intern - August 2003 - May 2008 • Researched and monitored nationwide trends in options-backdating and derivative litigation • Researched legal issues and drafted memoranda pertaining to lead counsel positions • Participated in document review for largest securities class action case in history • Assisted at depositions, drafted interrogatories and prepared document requests