Boston, Massachusetts, United States
• Grew Mid-Market Sales and Account Management team from 3 (1 AE and 2 AMs) to 9 (6 AEs and 3 AMs) and ramped two AEs from SMB team in their promotions to Mid-Market sales team • Created and executed onboarding plans for new Account Executives and Account Managers • Planned and executed reorganization of business development team to 1:1 alignment with AEs • Oversaw restructure of Mid-Market Account Management team from employee size designation to account ARR (decreased AM: Customer ratios) for greater focus and personalization to larger customers • Facilitated promotions of 3 team members within sales and to other departments in the company • 2017: 192% to Expansion goal, 20 New Logos • 2018: 114% to Expansion goal, 42 New Logos; Oversaw largest renewal in company history ($238k of ARR)
• Member of first Mid-Market team as company scaled up-market to Mid-Market and Enterprise level clientele • Analyzed go-to-market processes and reporting of B2B prospects and clients to make best-practice recommendations on data work-flows, Key Performance Indicators and board reports to C-Suite and investors • Provided market feedback to Product team to develop analytics solution for up-market prospects and clients (Machine-Learning forecasting, manual rep-to-CRO forecast entry, open pipeline risk-analytics) • Designed company’s first formal Proposal Document and Business Case for enterprise-size prospects to facilitate hand-off to Customer Success Team - adopted company-wide • Fastest to achieve over $1M in total Expansion bookings, first to achieve $2M in total Expansion, first to achieve $1M in Expansion bookings in a year, signed largest deal in company history • 2016: 112% to goal, President’s Club, 15 New Logos • 2017: 218% to goal, President’s Club, 10 New Logos, largest single-quarter in company history ($687k)
• Cultivated investor relationships with President and CTO while targeting new investors from historical major Republican donor base – segmented and prioritized target universes based on region, historical giving history • Managed team of Data Coordinators – oversaw construction of 50 state + DC national voter file, created and maintained legal review tracking system to confirm each state voter file collection-and-use-laws for company’s 260 million+ record database – created workflows, process strategy, and tracking tools for team • Executed hiring strategy for company – interviewed over 80 candidates, personally filled five open positions, managed contact with five recruiting firms, maintained tracking of all applications, job and internship inquiries
Regional Membership Director – Northeast, Executive Roundtable • Managed relationships with over 90 major Republican donors in nine states (MD, DE, PA, NJ, NY, CT, RI, MA, VT, NH, ME) – responded to member concerns and requests of Governors and their staff • Developed quarterly projections and donation strategy for Executive Roundtable member donation • Facilitated New Recruitment team in identifying and soliciting new Executive Roundtable members in the northeast via appropriately assigned Governor call-time, private events, one-on-one meetings, and quarterly conferences Program Director, Innovators Council • Created a new major donor program aimed at introducing younger, C-Level/Management executives to the Executive Roundtable Program and the Republican Governors Association • Designed the Innovators Council schedule and benefits package to best suit target demographic and properly achieve program objective: to recruit the next generation of GOP major donors and Executive Roundtable members • Solicited new members to program via Director outreach, Governor calls and exclusive Innovators Council events