Bellevue, Washington, United States
Experienced Revenue Operations and Enablement Leader with a passion for scaling operations and developing talent.
• Designed territories for the Enterprise and Embedded teams based on Account scoring model built with Sigma • Revamped the forecasting process to use Terret (BoostUp) • Implemented Workato Genies (AI workflows) to auto-update MEDDPICC fields based on Gong, CPQ, and email/meeting data • Created prospecting dashboard to surface high intent leads in real-time based on engagement, intent, and compelling events data • Refreshed compensation plans to incentivize usage-based sales instead of credit-based sales
• Procured and implemented full cycle lead-to-cash tool stack in 6 months (HubSpot, DemandBase, Outreach, ZoomInfo, Sales Navigator, Salesforce, Gong Records and Foresting, Looker) • Partnered with Marketing to hire/train SDR team and execute events which led to 3x growth in qualified pipeline • Introduced MEDDPICC qualification and Mutual Success Plans to increase forecasting accuracy (first quarter resulted in 101% attainment to target) • Executed enablement sessions between Marketing, Sales, Deployment, and Customer Success which led to holistic account strategies to acquire Fortune 500 logos
• Migrated CRM from HubSpot to Salesforce which provided the needed analysis and TAM analysis to grow the Revenue Team from 1 SDR to 8 and AEs from 3 to 12 • Partnered with Finance to evolve pricing model from flat fee to credits leading to first-deal commitments increasing by 30% • Led due diligence for Series B raise and integrated Salesforce with QuickBooks for GAAP ASC 606 compliance • Created 3-year Revenue Operating model to scale from $5M to $50M and cascaded goals down to teams/individuals with real-time reporting on all metrics in Looker
• Clients included GitLab (DevOps), SecurityScorecard (cybersecurity), Cintoo (digital twins), Tinybird (analytics), Shipin.ai (AI ship vision), Blockdaemon (crypto infrastructure), Orum (money movement), Addi (buy now, pay later), Kudo (interpretation services), Rokt (e-commerce), Replicated (software distribution), and Rollbar (DevOps) • Deployed Regional Operating Centers (ROC) model to support AE team growing from 20 to 180. Implemented CPQ to reduce quote time for 2+ hours to 15 minutes. • Hiring and training SDR teams for cold outbound prospecting. Implemented full tools stack (HubSpot, Salesforce, Outreach, SalesNav, Clay, Twilio) and generated over $30M of pipeline within 12 months. • Transitioned teams from Excel/GSheet reporting to Looker for standardized KPI and board deck reporting. Reduced month close and reporting package delivery from 10 days to 2 days. • Drove sales enablement initiatives utilizing Gong, Highspot, and Confluence. Decreased new AE time to first qualified deal from 4 months to less than 2 months. • Provided due diligence analysis and reporting for fundraising and acquisitions