Worcester County, Massachusetts, United States
As a sales operations executive, my success has been making sales organizations more effective and productive. Isn’t that what everyone wants? It’s easier said than done. I excel at digging into the data, the facts, to get at the core of what’s working and what’s not. Combine that with experience in sales, marketing, product management and engineering and you get a unique mix that allows me to work cross-functionally to turn strategy into execution. How often does marketing run a campaign that isn’t tied to the sales focus? Or engineering respond to some field request only to find it applies to a single customer? Or sales missing the tools they need to complete the deal? I align organizations to achieve greater sales productivity, dollars per rep, and positively impact the bottom line.
Leading the revenue operations team to help take Infoblox to the next level. Infoblox provides real-time visibility and control over who and what connects to the network, allowing our customers to build safer, more resilient environments.
Dynatrace is an application performance management (APM) and software intelligence and security company. Responsible for Business Intelligence and Reporting, Sales Systems, Sales Support, Geo Business Operations, and Sales Compensation. Key Accomplishments: - Implemented new compensation plan to simplify, align with ARR, and focus on new logo acquisition - Executed new territory and quota assignment methodology to align quotas to territory opportunity - Removed sales friction on quote creation for multi-contract opportunities - Developed dashboards to run business and do analysis - Developed segmentation strategy to better align our GTM with the market opportunity - Overhauled planning process to deliver territory updates and quotas effectively and on-time
Qumulo Hybrid Cloud File Storage delivers real-time visibility, scale and control of data across on-prem and cloud. Built and ran Sales Operations globally: - Built global team out of a bare bones staff - Enabled company to shift from a systems sale to a SaaS business - Enabled sales of cloud sales - Repriced products to match market - Established and rolled out sales methodology including value messaging, deal qualification, and forecasting. - Established business intelligence infrastructure for entire company to enable fact-based decision making
Enabling sales effectiveness and execution in a rapidly growing market across the globe. Includes all aspects of sales operations: planning, staffing, strategy, pipeline/forecast mgmt, sales technologies, sales productivity, analytics, compensation, and order processing. Key Accomplishments: - Built sales operations function virtually from scratch - Enabled UiPath to scale over 4x in both revenue and number of transactions - Supporting a customer operations team over 1200 people across the world - Implemented multiple sales technologies to enable the business including: CPQ (pricing/quoting), Xactly (commissions), Clari (forecasting), Outreach (lead generation), as well as data enhancements including D&B Hoovers and Openprise. - Rolled out Force Mgmt sales methodology globally - Redesigned the sales compensation plan to align to the evolving company goals and metrics - Created sales dashboards, templates, and reporting packages to enable fact based decision making