New York, New York, United States
Responsible for GTM Strategy & Revenue Enablement for Cresta, the world's leading AI platform for the contact center.
Introducing Seasight: a software and consulting services business with the objective of getting more out of your GTM team in a challenging selling environment. Consulting Services: - GTM strategy - Enablement strategy and planning - Onboarding program development - Competitive strategy - GTM content strategy - Sales training development - Sales methodology rollout and reinforcement - Sales/GTM Kickoff planning Software: Seasight's first Enablement automation offering helps Enablement teams with coordination & program management tasks like scheduling, comms, and participant management. It works with any LMS/Content platform you already have and is just for the Enablement team - no need to get Sales/CS to use yet another tool. Check out our video: https://seasightsoftware.wistia.com/medias/v8py8oxmkm
Responsible for: GTM strategy, pricing, packaging, acquisition integration, new market identification, and other areas that help Collibra bring Data Intelligence solutions to market that help our customers make data meaningful.
Tasked with starting and building an Enablement team responsible for all Collibra Field Employees, including Sales, Account Management, Sales Development, and all other customer-facing employees. Specific programs include: - Onboarding - Ongoing Training - Sales Process - Sales Methodology - Skills Development The goal of both these programs and the overall Enablement team is to enable the Collibra Field team to reduce ramp times, improve win rates, win deals more quickly, increase deal sizes, deliver increase customer value, and drive customer retention.
After the Yext IPO, I guided the Yext Enablement team to focus around a few key areas: - Scaling our ability to onboard 15-30 new hires per month to reduce ramp times - Rolling out and reinforcing the Yext Sales Methodology, Selling Through Curiosity - Built and deployed the Yext Sales Process - Building a process to determine areas of focus for the team: discovery, aligning to compelling events, objection handling, competitive, negotiation and more The result was consistent sales execution that helped us consistently grow revenue between 35-40% and grow the stock price by approx 50%.
Founded the Sales Enablement team and built the function out to a global team of 6. Pre-IPO responsiblities included: - Build out an approach to new hire training - Create and define a Sales Methodology - Build out an effective sales tool stack - Implement our first learning management systems - Build out company-wide certifications on key skills, content, and practice areas - Run Sales Kickoff and monthly all hands meetings Given our size, I would also have to jump and assist wherever I was needed: - Jump into sales cycles as a subject matter expert - Handle all Italian deals (I speak fluent Italian) - Pricing & packaging expert - Manage deal reviews to get to the bottom of issues
Responsible for improving win rates, increasing deal sizes, shortening sales cycles, and improving the scalability of the Conductor sales team as the organization looks to capitalize on the value and differentiation of its market-leading SEO platform Searchlight. Specific responsibilities include: - Support Account Executives and Demand Generation Managers in reaching aggressive sales growth goals. - Constantly evaluate effectiveness of the Conductor Sales Process and Sales Methodology, and implement changes and improvements to better align to the customer's purchasing process - Assess the need for sales training and deliver additional training where appropriate - Determine the value of additional sales technology, such as mobile or social selling tools, and take the lead on determining the effectiveness and ROI of any investments in sales-facing systems - Be a 'technology bridge' who can explain highly technical concepts in an understandable way, as well as create and present professional materials to support technical concepts. - Assist with the implementation of high impact, multi-channel marketing strategies to generate demand, qualified leads, and sales pipeline. - Assist with the development of product positioning and serve as the internal and external expert on the value our product delivers with the data to back it up.