Philadelphia, Pennsylvania, United States
I am a sales development leader with over a decade of experience building and scaling high-performing SDR and BDR teams for SaaS organizations ranging from early-stage startups to enterprise-level companies. My expertise lies in designing outbound playbooks, creating data-driven prospecting strategies, and mentoring teams to exceed pipeline and revenue targets. I have a proven track record of constructing outbound engines from the ground up, implementing multi-channel cadences, and aligning sales development efforts with marketing, product, and account executive teams to maximize conversion and growth. Throughout my career, I have successfully combined strategic leadership with hands-on execution. I have led SDR teams through the entire lifecycle of pipeline creation, from ICP development and buyer persona definition to crafting messaging frameworks and running A/B testing campaigns that optimize results. My approach is both analytical and collaborative, leveraging CRM automation, data insights, and ongoing coaching to deliver consistent performance improvements. I thrive in dynamic, high-growth environments where the challenge is to transform sales development into a repeatable, scalable, and high-impact function.
At Inspekt AI, I lead the sales development function, driving a high-performing SDR team that consistently exceeds pipeline goals for our AI-powered property inspection platform. By designing targeted outbound strategies, segmenting ICPs, and crafting A/B-tested messaging cadences, I’ve boosted conversion rates and accelerated pipeline velocity. I collaborate closely with marketing and sales leadership to align campaigns and forecasting, while implementing AI-driven automation and rigorous CRM workflows that improve productivity and data quality.
At HVAC Hero, I lead business development for an AI-powered diagnostics platform built for commercial HVAC technicians. I launched our outbound engine from the ground up, defining ICPs and buyer personas, building multi-channel cadences, and creating cold call scripts and email templates that consistently drive qualified meetings. Partnering with product and marketing, I refine our value proposition and arm SDRs with high-impact messaging, objection-handling playbooks, and tools that convert. By tracking and optimizing performance metrics, I ensure our outbound strategy directly fuels company growth.
Hank is an AI-driven building automation platform acquired by JLL/T. Hired post-acquisition to build and scale the business development function, I consistently outperformed quotas by 95-300%, expanding the client base from fewer than 50 to approximately 250 accounts, including marquee names such as Brookfield Properties and Tishman Speyer. I created and led SDR training programs that included 1:1 coaching, call reviews, role-playing, script and messaging refinement, and objection handling, driving measurable gains in conversion rates and pipeline quality. Collaborating closely with sales leadership, I optimized qualification criteria, pipeline forecasting, and opportunity management. I also led hiring, onboarding, and talent development initiatives to strengthen team performance and scalability. Representing Hank at major U.S. and international PropTech events, I built influential industry relationships and generated a consistent flow of high-value opportunities.
As the first go-to-market hire for Sapient Industries, I was responsible for building the outbound sales engine and expanding market share for a smart building energy intelligence platform. I created the lead generation playbook from scratch, selecting tools, defining ICPs, and mapping accounts to identify key decision-makers. I conducted in-depth research and account intelligence to influence sales strategy and partnered with senior executives to penetrate enterprise accounts. I regularly led solution-focused product demos and discovery conversations with organizations such as 7-Eleven, FedEx, Netflix, and Harvard University.
At Workzone, a SaaS provider for project management solutions, I collaborated closely with executives, customer success teams, and product developers to drive customer engagement and trust in company services. I consistently achieved 140-165% of sales quotas by executing online demos and virtual presentations. I was recognized with rapid promotions for exceeding revenue and pipeline generation targets, as well as for spearheading relationship-building initiatives with enterprise clients.