United States
I've spent a decade building SaaS sales organizations — I'm most energized building teams that are consistent, accountable revenue engines. At SugarCRM I own $63M of a $130M ARR business. When I arrived, our new logo win rate was 13%. I rebuilt the team, implemented MEDDPICC, and got it to 32%. Revenue is up 28%. I bring motivational energy, rigor and execution discipline. Before that, 14 years at Saba Software and Cornerstone OnDemand. At Cornerstone OnDemand, I led a $200M ARR portfolio, $86M+ quota, 92–100% attainment consistently. While at Saba Software I led teams which helped grow Saba from $90M to $200M ARR and a $1.1B exit. I've hired and developed 40+ sales professionals. A lot of them are now running their own teams. When I'm not working, I might be in the heart of Mexico City. Exploring the amazing food culture with family and friends — OR - might be at an artisanal mezcal tasting room..
Lead the full go-to-market team across Sales, Pre-Sales, Account Management, Customer Success, Business Development, and Field Marketing for the Americas. Own $63M of a $130M ARR business, responsible for new logos, partner sales, renewals, and expansion. Rebuilt the team from the ground up — hired 16 people across Sales, AM, BDR, Solutions Consulting, and Marketing Lifted total revenue 28% through org restructuring and geo-based territory realignment Improved new logo win rate from 13% to 32% by implementing MEDDPICC and tightening sales execution Improved GRR from 81% to 86% through strategic business reviews and AM portfolio planning Built LATAM channel strategy across Mexico, Colombia, Argentina, and Chile Grew partner-sourced revenue 15% through ICP-aligned partner frameworks Implemented disciplined forecast cadence improving accuracy and execution consistency across regions
In my role at P3 Equity, I offered strategic insights during the due diligence phase for private equity clients, emphasizing sales forecast performance and customer portfolio analysis. I played a key role in integrating sales organizations after acquisitions, refining market segmentation, and developing targeted vertical strategies to drive growth. My efforts were focused on optimizing the sales pipeline for improved efficiency and effectiveness.
Leading a cross-discipline team of 35 people (including 4 managers) managing a total portfolio of $200M ARR. This represents 1/3 of CSOD’s North American business, spanning legacy CSOD, SABA, Halogen, PiiQ, Lumesse and EDCAST customers. Our team of 35 focuses on new logos, customer retention, Services, upsell and cross sell. Strategic responsibilities included process and system standardization, GTM strategy, Account Based Marketing, capacity planning and alliances expansion in alignment with the Annual Operating Plan. Quota targets include revenue retention, revenue expansion, add-on products and professional services.
Led enterprise new logo and account management sales across several verticals. Executed Saba’s pre-exit account management transformation resulting in greater cross selling and expansion selling by team. Promoted to manage Central Region and then partner sales in LATAM (focus on Mexico).
Led a global team of 17 Business Development Representatives with three team leads. Developed GTM and comp plans, aligning BDRs with global field sales pipeline targets in partnership with Global Field Marketing. Evaluated and deployed sales engagement and intelligence tools (Salesloft / insideView).
Led sales and collection teams in a multi-unit subprime lending business.