Erie, Colorado, United States
With over 15 years of experience in SaaS, data management & analytics, Heather's passion lies in delivering rapid and actionable value to customers through cutting-edge technology. Today, as the SVP of NA Sales at SugarAI, she collaborates with organizations to leverage technology to unlock the value of customer data to drive revenue growth and efficiency. Heather's leadership fosters a culture of data-driven decision-making and has played a pivotal role in guiding companies through successful advanced technology deployments across diverse market landscapes.
-Hired to lead GTM transformation of the organic data platform as a service business from MM/SMB to enterprise. Lead a team of 6 sellers. -Hired 4 enterprise sales directors, and transitioned sales process and territories in alignment with enterprise target accounts >$1B in US revenue. -Implemented pipeline funnel, team and marketing ROI metrics to monitor and diagnose investment, team and value message performance. -Partnered cross-functionally with Marketing and Rev Ops to reinvent MQL -> SAL conversion and marketing campaign ROI tracking. -Team successfully landed initial meetings with 20% of TAM in first 6 months and closed the 2 largest enterprise deals in company history.
-Promoted to lead Go-to-Market as part of the ELT reporting to the CEO. Organizational responsibility included: sales operations, sales engineering, sales, marketing, and business consulting services. -Led team through our SaaS organizational transition to product led growth and re-organization initiatives to drive efficiency and protect cash runway. -Responsibilities included TAM and SAM analysis, customer messaging, GTM strategy, team training and motivation, board participation and revenue forecasting. -Served as primary external facing representative in thought leadership speaking roles including webinars, conferences, share groups, and industry panels. -Led the organization in employee engagement scores.
-First Sales Director and 4th US employee, joined post Series A, responsible for direct sales and team leadership, growing ARR from $600k-$5M in 18 months during the global pandemic, leading to a successful Series B at SaaS multiples. -Built sales process, collateral, pitch, pricing and onboarding from the ground up alongside CRO. -Responsible for Salesforce implementation, administration and ongoing sales operations including event management and sales reporting. -Recruited, hired, onboarded and trained 8 sales directors and additional supporting functions to scale the team.
-107% achievement in FY19, ranked 19 out of 101 among Sales Directors -Promoted to enterprise territory FY19; grew largest account from $730k to $1.2M in 2019 -Promoted to interim Team Lead of West Region 2H FY18; hired and trained 3 new Sales Directors while managing individual territory -Assigned 13 cold accounts in FY17 and 18; responsible for cold outreach through land and expansion. Successfully landed accounts for $1.3M in new business with contracts ranging from $25k-$400k
Market Track and InfoScout have merged to form Numerator, a marketing intelligence firm that brings together omnichannel marketing, merchandising and sales data to make pursuing new possibilities simple for brand, retail and agency clients.