Westford, Massachusetts, United States
Sales Operations leader with consultative direct sales, customer lifecycle process management, & financial analysis skills required for technology business growth: - Applies direct sales experience to support winning deal strategies & revenue growth - Manages sales forecasting & analysis cycles, for visibility to expected revenue performance - Improves operational support productivity by executing business process standardization
- Locus Robotics provides e-commerce fulfillment productivity technology & secured $300 MM+ across series E & F investment rounds during 2021 & 2022 from Goldman Sachs, BOND, Tiger Global & G2 Venture Partners. - I launched our Sales Ops function in February 2021; since then, Locus has expanded to serve 130 unique customer brands (60%+ growth), attained 200%+ site growth (now at 300+ customer facilities across Americas, Europe, Asia) & grown CARR by 250%+, reaching a nine-figure annual revenue rate. - Sales Ops built Locus' first standardized database-sourced sales pipeline inspection method for live weekly C-level calls, deploying salesforce CRM displays & structure to review subscription attainment KPIs. In spring 2021 we created & expanded Locus' first sales onboarding program, delivered during individual sessions by Sales Ops to 40+ incoming direct sales colleagues added in eight countries. - We coordinate & conduct live interactive Sales Ops seminar sessions, growing interest to 70+ participants each week to learn both GTM & solution topics from internal cross-functional subject matter experts, & also from enablement providers including salesforce, LinkedIn, ValueSelling, Watershed (negotiation.) - Skills have helped sales team land & grow CARR with retail, healthcare, industrial, & third-party logistics customers including DHL, Ryder, Material Bank, Boots UK, CEVA Logistics, GEODIS, Logisfashion, Verst Logistics, Whiplash, Radial, Marleylilley & many others.
- Led & executed Skillsoft’s cleanup of aged open salesforce pipeline opportunities, to improve data hygiene for planned eLearning merger directed by SPAC Churchill Capital. In collaboration with 190+ sales opportunity owners, re-inspected & removed $218 MM (9,000+ records) from initial $633 MM open sales pipeline.
- Launched Barracuda Backup subscription business to IT Managed Service Provider (MSP) channel customers. Led cross-functional team to execute transaction processing, marketing-sales-fulfillment-billing workflow method, sales pipeline management, & initial sales enablement. Project transformed software-only Intronis into a multi-solution Barracuda MSP recurring SaaS revenue division. First MSP solution orders were booked in December 2015, two months after October acquisition of Intronis. By July 2019 cohort grew to $11MM + annualized contract value booked with 870 + customers in 15 countries. - Conducted weekly sales pipeline forecast analysis call with global Sales leadership (Americas & EMEA.) - Supported due diligence metrics analysis for Barracuda Networks’ $65MM acquisition of Intronis in summer/autumn 2015. - Implemented opportunity quality grading requirements into salesforce CRM, helping contract average sales price increase by 70% + in 6 months. Improvement strengthened investors’ cost of acquisition performance metric. - Demonstrated root-cause monthly billings increase/decrease analysis to highlight gaps. Findings informed an expanded customer retention strategy & KPI controls noting downgrade, cancellations & credits risks for $30MM annual business. - Supported workflow & record transitions between round-robin lead distribution & geo territory sales models. - Initiated deployment of division’s first standardized SKU-based product catalog database, to support multi-solution marketing strategy and public company reporting requirements. - Negotiated contracts with platform providers: salesforce (CRM), Adobe EchoSign (eSignature), LinkedIn (social selling), Insidesales (dial productivity), Hoopla (sales gamification.) - Facilitated Sales role-play training group sessions with inside sales representatives to reinforce prospect discovery call habits. - Managed Sales variable compensation & performance incentive planning and communication.
General Electric / Safran joint venture - Promoted to manage nine-person team responsible for driving $90MM + global security technology division's Oracle sales order transaction compliance for complex international & US federal government orders, Oracle CRM quoting & other inside sales support, fielding customer service inquiries re. fulfillment, invoice, product inquiry, & returns requests from third party distributors & end-customers, & supporting field sales prospecting cycles. - Led staff supporting global customers in vertical segments including federal government, aviation, cargo logistics, military, embassies, energy, & law enforcement. Implemented market vertical assignments to team members supporting customer lifecycles, & streamlined Customer Programs roles & processes to support expense budget commitments. Completed Safran Lean-Sigma Green Belt Development Program (Renault Consulting.)
General Electric / Safran joint venture - Managed weekly "quick market intelligence" global sales forecast routine & analysis by country, product mix, price, market verticals & closure probability; aggregated $20MM+ in quarterly revenue bookings, purchase order backlog, & "win & ship" prospect pipeline for match with quarterly production schedule & inventory plan. Summarized & presented weekly data-based analysis to senior executive level staff. - Assigned global sales leads (inbound from website, email or phone) for qualification, discovery & development of tender requirements, sponsorship, timeframe, & budget commitments required for deal closure. - Coordinated sales engineering to support field sales personnel with technical assistance at demonstrations, prospecting meetings, marketing events, & customer troubleshooting sessions. Met calendar "fill rate" capacity targets & travel & expense commitments.
Financial Process Automation - Closed over $2MM new web-based payment automation systems software & services contracts with enterprise customers including GMAC, MetLife, Cendant, Feld Entertainment, Capmark. Tracked & reported wins & pipeline development in Salesforce.com CRM application. Top-ranked Enterprise Account Executive for performance during fiscal years 2005 & 2006.