San Francisco, California, United States
I have over 30 years of solution sales GTM leadership experience with high-growth venture backed Series A through E SaaS modern software disruptors such as Evisort, Avi Networks as well as large matrix sales organizations such as HP, Cisco. I started sales at Xerox. AI business applications to infrastructure sales I have built a durable approach. Over the years, as a strategic go-to-market executive, I have developed a four-pronged growth approach to drive consistent, exceptional results, delivering above quota performance in 24 of 27 operating years. I love building teams that work well together and have a proven ability to lead direct and indirect sales teams at the 3rd and 4th line level as well as Marketing and Customer Success Orgs. I’m a high-energy, cross-functional business partner known as a creative thinker with a method for aligning GTM with the business, who has a passion for finding and developing talent, and building a repeatable customer engagement and growth process that leverages the team for impact. Great results come from great teams--I can help you hire great GTM team members, put them to work on the right things to scale results.
As a CEO GTM Advisor & Operator, I've partnered with 15 firms across AI, security, infrastructure, and more to align and execute high-impact GTM strategies. My focus is on delivering measurable results—ARR & NDR acceleration, predictable marketing & sales funnels, and high-performing, aligned teams. I have a 4-pronged approach that scales across technology domains from AI-business applications to infrastructure. Here's how I help companies scale without "sales debt": ✅ Developing tailored GTM strategies aligned with your business for impact ✅ Executing on ICP planning, talent acquisition, and team efficiency ✅ Building agile sales processes for velocity and complex campaigns ✅ Help hire great, not good, founding or at scale sales talent, including leader(s), AE's, SE's, and BDR's, and get them productive asap with tailored onboarding programs. Marketing & CS Hiring ✅ Establishing modern outbound SLG motions for BDRs & AEs working in conjunction with Inbound PLG ✅ Pricing strategies for value-based pricing models that drive new logo and expansion sales. ✅ Aligning channels & alliances for both near-term wins and long-term growth ✅ Optimizing onboarding, CS, and value-based packaging ✅ Scaling with an operating model & capacity planning ✅ Streamlining RevOps stack for today & tomorrow My end goal, scale-free from "sales debt." Position your business for predictable growth, and when impact is achieved, to help your existing sales leader scale, or hire your next Sales Leader, CRO, or executive to build and sustain momentum. Let’s build capacity that lasts—ready to accelerate your GTM?
Splashtop, Series E "rule of 40", leader in Secure Remote Access and Support SaaS solution delivering an in-person experience users need with security IT can trust. Introduced to the CEO, COO and Founders by Storm Ventures. I helped the leadership team align product led growth marketing / sales programs on a tighter ICP for growth; helped integrate Foxpath acquisition sales motion; worked with the founders to develop a CRO hiring spec. for this rapidly growing PLG firm. Defined and conducted the interview process with selected recruiter Artisanal Talent ultimately resulting in Splashtop's first CRO hire. Ongoing Advisory.
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Bridgit, a Series B company funded by Amber Creek, Export Dev Canadian, Salesforce Ventures and Storm Ventures, provides a SaaS workforce planning solution to the construction industry. Bridgit serves over 32% of the ENR450. Introduced to the COO, CEO via Storm Ventures. Working weekly with the team, I helped them deliver multiple quarterly growth forecasts over plan, provided large deal advice; implemented BANT qualification; pricing and competitive positioning consultation; worked with the staff to set the FY'25 Annual Plan and key GTM initiatives; established and aligned the sales process in SFDC working with Bridgit Marketing & Sales Ops; set the stage for modern AE/BDR outbound priority, process and tooling; conducted various talent assessments, baselined the org. and instituted a rapid rigorous hiring and onboarding process working with Bridgit Talent--hiring BDR and leadership talent including working with the COO and CEO to define and conduct a sales leader search ultimately resulting in an accomplished VP of Sales hire to take over. Now serve as a Board Observer also assisting with quarterly strategic initiatives.
MinIO, a Series B company funded by Intel Capital, Dell Tech. Capital, Softbank and General Catalyst, is the open-source software-defined object storage for high-performance AI and another storage-intensive applications. Started with an over 30,000 strong open source community. I helped the team hire and onboarded their first global sales team of AE's and GAM's; baselined use cases, sales process (BANT, MEDDPIC) to SFDC as well a modern outreach approach. Built with CEO and executive team an operating plan and sales strategy to grow both their PLG and SLG sales motions.