San Francisco, California, United States
I love what I do, because I get to enable and empower my colleagues to grow both professionally and personally, together. My motto is: Progress > Perfection. I was born and raised in San Diego, CA and moved to Texas to study Economics and Political Science at Baylor University on a Pre-Law track. After graduating, I jumped into the legal tech industry as an SDR and spent a couple of years learning the role and industry. I quickly found my passion of working with others and helping others achieve their goals, which led me to SDR Manager! Shoot me a message if you want to learn more!
- Leading 4 direct managers and 30+ Enterprise SDRs across West, Central, and East regions, driving 10%+ YoY production growth and consistent quota attainment. - Redesigned Enterprise & Strategic SDR onboarding, compressing a 4-week program into a 1-week in person bootcamp, accelerating time-to-productivity and improving long-term attainment (125% attainment MoM). - Revamped Outbound SDR interview process to assess core competencies aligned to top-performer profiles, reducing overall attrition and increasing attainment across all Outbound teams. - Built a scalable leadership development framework, mentoring 5 SDRs into SDR Manager roles and enabling 7+ internal promotions across the org. - Improved outbound efficiency and conversion by ~17%+ through sequencing optimization, activity prioritization, and streamlined tooling and reporting - Partner with Enterprise AE senior leadership to relaunch a restructured pod model for FY26, focused on improving coverage, accountability, and pipeline ownership - Act as a strategic partner to Demand Generation leadership, strengthening SDR x Marketing SLAs and improving campaign execution and pipeline quality - Trusted advisor to Sr. Directors, VPs, and SVPs, influencing outbound org design, hiring strategy, and GTM planning - Partnered cross-functionally with Sales, Marketing, and Enablement to refine outbound playbooks and launch industry-specific campaigns, driving a ~10% lift in pipeline creation. - Designed and executed data-driven strategy through QBRs, performance analytics, and pipeline diagnostics to ensure predictability and alignment with revenue goals. - Drove operational excellence by streamlining tools, reporting cadences, and sequencing strategy, reducing wasted activity by 18% and improving efficiency per SDR
- Recognized for Building Winning Teams + Manager of the Month for scaling processes and workflows that directly contribute to revenue growth - Won Manager Culture Award - recognized by peers and senior leadership for coaching, process building, and culture-building - Built outbound frameworks with GTM and senior leadership to enable SDRs on industry-specific talk tracks - Strengthened collaboration between SDRs and AEs by standardizing SDRxAE 1x1s and spreadsheets to increase Pod production - Spearheaded SDR persona-based, product-based, and industry-based Confluence hubs to enable SDRs on specific talk tracks that can be adopted quickly and effectively - Led career development initiatives for SDRs by setting up intros + AMAs with AE and AM leadership - Recognized as Enterprise Manager MVP at SKO for contributions to enablement, process optimization, and org impact - Selected for FY24 President's Club
Led the SDR Team in the East and Canada to drive quality top of funnel pipeline generation. FY23: Q1 - 129%, Q2 - 108%, Q3 - 119%, Q4 - 120% FY24: Q1 - 113%, Q2 - 118%, Q3 - 140% Built out coaching frameworks and SOPs for SDR cold call breakdowns and call spars to streamline SDR coaching and success. Operationalized workflows for forecasting, outreach methods, trainings, and coaching through data analysis. Enabled and sharpened teams' skillsets through consistent trainings led by myself, sales org, and AMAs with other departments. Championed global team SPIFFs by working with executives to increase KPI-focuses in a collaborative, competitive, and creative environment. Conducted full recruiting and onboarding enablement cycles for all recent direct reports.
- Assisted in outbound strategies to maximize company's valuation to successfully IPO - Implemented strategies to increase activity metrics by 200% - Incorporated coverage models to increase utilization by identifying gaps in territory alignment and TAM coverage - Consolidated and organized spreadsheets, reports, and processes to upkeep internal standardization and CRM hygiene - Championed contest rollouts by working with executives and C-Levels to increase KPI-focus by 100%+
- Spearheaded the ADR function and increased accounts' revenues by 150%+ - Expanded subscription utilization by 120% per quarter - Exceeded quota consistently with Tier 1 accounts leading to growth in account lists and coverage
As the leading provider of software as a service solutions developed by lawyers for lawyers, DISCO is reinventing legal technology to automate and simplify complex and error-prone tasks that distract from practicing law. DISCO has been embraced by more than 400 law firms, including 75 of the top AmLaw 200, as their first choice for innovative technologies that enhance the practice of law to help secure justice and win cases.
Responsibilities include: using an ERP called Plex, managing company's accounts receivables, dealing with company's accounts payables, and communicating with distributors.
Responsibilities included: answering phones, making appointments, filing paperwork, running errands, working with Microsoft Word and Microsoft Powerpoint.