Washington DC-Baltimore Area
Backed by Hg Capital, JMI Equity, TPG, and General Atlantic. Improved forecast accuracy from 20-30% variance to <6% in 2 quarters. Restructured team to smaller, upskilled group across systems/analytics/BI; formed first deal desk and commissions team, unified revenue intelligence platform across GTM tech stack and 10 standard KPIs. Lead for $X00M+ annual planning and capital allocation process with focus on standardizing pricing and contract terms; increased multi-year contract mix, reduced termination-for-convenience clauses, improved margins, lower discounting variance.
ARR Quota (2026): 113% Manage 3 frontline managers overseeing 18 reps globally (NA, EMEA, ANZ); direct leadership of International team (EMEA and ANZ). Responsible for all cross-sell, upsell, and renewals of client base Drive strategic account expansion playbooks, performance management, compensation cycles, and sales coaching. Client book represents ~50% of company overall revenue, 66% of new bookings target, and $2.75B TPV payments revenue.
Recruited by board chair (Hg Capital) and incoming CEO to lead GTM turnaround of sales organization with decelerating growth. Owned board reporting/narrative development, value creation plan and cross-functional growth initiatives. Sourced, recruited, and hired: Chief Sales Officer, VP revenue operations, VP product marketing, VP new logo sales, director/head of enablement, deal desk manager, 6 AEs, and 1 SDR. Newly formed sales leadership team achieved 38% reduction in new logo sales cycle length, 68% increase in ASP, +3% win rate increase in partnership with product marketing and hit quarterly target for the first time in 5+ quarters; reduced margin erosion through improved qualification and lower reliance on discounting.
Enterprise MCP and automation/integration platform backed by Battery, Redpoint, Insight Partners, Tiger, Altimeter and Storm Ventures. Dual report to CFO and COO of GTM. Led forecasting cadence and beat-and-raise model, board reporting/narrative, investor relations, IPO readiness, analyst relations (Wall St. not industry), and internal reporting systems automation. Launched company's first vertical GTM (financial services); grew pipeline $0 to $2M in 10 months.
Responsible for WW field ops for our indirect revenue team (25+ across NA, EMEA, APJ, ANZ) and reported to chief strategy officer/head of business development. Improved partner manager productivity, process automation, and outbound prospecting; grew top-line channel contribution from 10% to 30%. Recruited SVP channels, head of strategic alliances, commercial sales manager, director of OEM, and head of partner marketing, all of whom became top performers/revenue contributors. Rejoined after working as an intern in 2015.
Acquired by Vista Equity in December 2019. Backed by TPG, Accel, NEA, Goldman Sachs Growth, Hummer Winblad. Built and developed value creation plan to achieve investment thesis. Launched inside sales program (8 reps) and owned various sales ops/field ops projects including pricing, capacity modeling, territory planning. Left to build a revops startup to automate the tasks I was doing manually (MVP of Excel backend and Bubble front end).
Acquired by Synopsys (Nasdaq: SNPS) for $565M in 2017. Backed by General Catalyst, Intel, Sapphire Ventures, Red Hat, and N47. Member of WW sales management team (30+ inside sales reps). Owned GTM, pipeline creation, and opportunity closing of emerging verticals and use cases. Led strategic revops projects for executive team. ARR Quota: 106% (2018)
Launched company's first indirect revenue program to scale global partnerships with appsec services partners (Accenture, Deloitte, GuidePoint, Optiv, Forsythe). Built partnerships 0 --> 1, grew pipeline from $0 to $500K in 6 months, and maintained win 25% win rate.
Member of WW sales management team of services and cross-sell business unit (8 sales reps). Grew revenue 65% in first FY through owning and launching team's first vertical GTM (private equity). Owned ICP and segmentation, omnichannel prospecting (cold calls, email cadences, direct mail, trade shows, referral programs), pipeline and closed won targets in matrix org. Services Quota: 273% (2016), 124% (2017)
One of first 5 non-technical hires while company was <30 people and bootstrapped (now category leading growth stage enterprise MCP company). Did all things GTM to get our first customers: content, sales, case studies, partnerships, and anything the R&D team needed.