San Francisco Bay Area
The hardest part of scaling a technology business is not building the product or the strategy. It is connecting the two, translating complex technical capabilities into business reality in a way that drives lasting adoption and measurable revenue growth. That connection is what I build. I operate across three interconnected disciplines: Product Strategy, where I define the frameworks and motions that unlock new market segments; Operations, where I build the planning architectures that make strategy real; and GTM Strategy, where I design the motions, personas, and field plays that connect product to revenue. Across Postman, Elastic, NetApp, and VMware, I have diagnosed strategic inflection points, conceived GTM motions from scratch, and built the execution systems that turn market opportunity into sustained ARR growth, scaling businesses from $10M to $1B+ ARR. Across every system I build, I integrate an AI-native layer, using LLM-powered intelligence to close the feedback loop between market signals and roadmap prioritization, and to connect product decisions to GTM execution in real time. At Postman, I built on the company's strong developer-led PLG foundation by conceiving and driving the Management Plane strategy, extending the product and GTM upmarket to Engineering leadership buyers. The results were immediate: pipeline at 60+ of Postman's Top 100 enterprise accounts, converting developer adoption into executive-level sales opportunities. I led the SLG product roadmap, drove full GTM execution including positioning and field enablement, and am now defining strategy for Postman's AI-native Agent Governance and Runtime capabilities. At Elastic, as strategic partner to the CPO and CFO, I built the strategic and operating architecture that scaled the business from ~$450M to $1B+ ARR with an API-first platform across three business units, and drove $32M ARR growth through PLG motion design and marketplace optimization. At VMware, I partnered with the GM to design the GTM motion and build the execution system that scaled Tanzu Observability from $10M to $40M ARR, 4x growth over three years. I am best suited for senior GTM Strategy, Product Strategy, or Operations roles at AI-native companies where the mandate is to connect product to revenue at scale.
Recruited to work with CEO/CPO and CRO to build on Postman's strong developer-led PLG foundation by designing the product strategy and GTM motion to reach Engineering leadership and unlock enterprise scale. Lead team spanning Product Strategy, GTM Strategy, Product and Business Operations Product Strategy & GTM Transformation Conceived and drove the Management Plane strategy, extending Postman's developer-led foundation upmarket to Engineering leadership buyers, generating pipeline at 60+ of Postman's Top 100 enterprise accounts and converting developer adoption into executive-level sales opportunities. Defined the PLG/SLG strategic framework separating the two motions across product strategy, buyer personas, use cases, field enablement, pricing and packaging and GTM plays, creating the foundation for Postman's path to $500M+ ARR. Driving product and GTM strategy for Postman's AI-native Agent Governance and Runtime capabilities, a net-new product frontier. Product Operations & Planning Designed product operations frameworks across Product, GTM, and Customer Success including roadmap prioritization, cross-functional interlocks, adoption tracking, and annual planning. Established operating cadences and QBRs creating consistent accountability across Product, GTM, and Customer Success leadership. AI-Native Intelligence & Analytics Built AI-powered customer feedback intelligence system closing the loop between market signals and roadmap prioritization in days versus weeks. Designed AI-native GTM workflows integrating LLMs with Salesforce and Slack to automate lead qualification and opportunity routing, freeing GTM teams for higher-value engagement.
Recruited by former manager to serve as strategic partner to the CPO and COO/CFO, building Product Operations and Business Operations as Elastic scaled from ~$450M to $1B+ ARR across Search, Security, and Observability. Oversaw planning, execution, and GTM alignment across 3 Business Units and Core Platform, each with dedicated Engineering and Product teams. Product Operations & Planning Architecture Designed and scaled product operations frameworks across 3 BUs (Search, Security, Observability) and Core Platform, including KPI scorecards, portfolio management, roadmap prioritization, and AI-driven analytics creating execution visibility across the full portfolio. Led 3-year strategy and long-range planning, aligning R&D roadmaps, engineering investments, and financial targets across Business Units, CPO, and CFO, establishing a single integrated planning architecture where previously none existed. Established unified view of TAM/SAM and competitive dynamics to inform portfolio strategy and investment prioritization across BUs. Established cross-functional strategic interlocks across Product, Engineering, Sales, Marketing, Customer Success, and Finance, running 10+ QBRs to synchronize roadmap execution with business outcomes. GTM Strategy & PLG Execution Drove $32M ARR growth (from $150M to $182M, approximately 21% increase) through PLG motion design, marketplace optimization, and in-product adoption improvements. Established Elastic's first PLG and SLG customer journeys, using product telemetry and adoption signals to inform onboarding sequences, CS interventions, and product planning priorities.
Recruited inbound to build NetApp's first integrated Product-GTM function for the Hybrid Cloud group, leading a 30+ person team across Product Operations, GTM Strategy, and Field Execution. GTM Strategy and Operating Model Design Designed the GTM motion for the Hybrid Cloud portfolio from scratch, defining personas, positioning, use cases, and field plays that connected product capabilities to buyer needs Implemented consumption-based pricing for the Hybrid Cloud portfolio, partnering with Solution Engineers to drive platform activation and expand consumption post-sale. Launched ONTAP Enterprise, aligning product capabilities with AI and mission-critical workloads through new product launch, technical marketing, and field enablement. Product Strategy and Operations Designed NetApp's first integrated planning and product portfolio optimization process, aligning roadmaps, R&D headcount investments, and GTM priorities across multi-product portfolios. Established product operations frameworks driving roadmap priorities, x-functional alignment, product analytics and execution visibility across R&D, Sales, Marketing, and Customer Success.
Built GTM Strategy, Business Operations and Product Operations from the ground up, leading a 25+ person team engaging PM, Engineering, Customer Success Engineering, and Technical Marketing. Partnered directly with GM to scale the business from $10M to $40M ARR, 4x growth over three years. GTM Strategy & Operating Model Design Designed the GTM motion from scratch, defining use cases, buyer personas, competitive positioning, and field plays that translated complex capabilities into a market-ready narrative. Built use-case-driven adoption programs leveraging product telemetry and adoption signals to monitor customer progress and trigger targeted CS and field interventions, directly contributing to consumption expansion and retention. Established consumption-based pricing model and Customer Success frameworks driving platform adoption and post-sale expansion, contributing to 4x ARR growth from $10M to $40M. Business and Product Operations Developed product operations frameworks from scratch including portfolio management, product adoption tracking, KPI definition, and R&D headcount planning, establishing the operational foundation for a high-growth BU with no prior infrastructure. Established operating cadences and cross-functional interlocks across Product, Engineering, Sales, and Customer Success, aligning roadmap execution with adoption and revenue outcomes. Ran 10+ QBRs, creating consistent accountability and execution visibility for Leadership Teams
Recruited inbound to define product and GTM strategy for Security and SD-WAN product lines. Left to join an early-stage startup. Defined product, pricing, and GTM strategies for Contrail SaaS security and networking offerings Led strategic alliance discussions with key technology and GTM partners