Wilson, North Carolina, United States
As Vice President of GTM Strategy & Operations at Celonis, I lead global teams across Value Engineering, Services, and Ecosystem functions. With a focus on revenue orchestration and partner support, my priorities include driving strategic initiatives and fostering operational excellence to enhance business outcomes. With over three years of prior experience at Cloudflare, I contributed to revenue growth through AI-driven sales process optimization and operational transformation. My work has consistently emphasized streamlining processes, scaling support capacity, and aligning teams with overarching go-to-market strategies to drive measurable impact.
Lead the Global Strategy & Operations teams across Value Engineering, Services and Ecosystem
President's Club Winner for GTM Revenue Ops Key Contributor of the Year for 2025. Accelerate Revenue Growth by Elevating Customer Engagement & Sales Experience leading the adoption and embedding of AI and Automation across GTM. Recruited to lead enterprise-wide transformation of GTM business systems, sales support, partner strategy, and operational delivery. Launched the first global outsourcing model for Deal Support and Partner Desk, scaling support capacity with efficiency. Drove 82% adoption of a streamlined single-signature order process within 90 days, accelerating deal velocity. Built global proposal team influencing $33.6M in potential ACV, improving progression rate 10x in first year. Established automation intake and prioritization model, reducing turnaround time on system implementation from 90 to 30 days. Transitioned provisioning from Customer Success to centralized ops team, returning over 10,000 hours to CSMs to focus on adoption.
• Pricing & Monetization – provide strategic pricing support for new and existing offers across the Communications Platform including list price maintenance, automation efforts for tiered pricing, and promotional evaluations. • Global Deal Strategy – Quote to Signature business process owner providing governance and compliance leadership for the deal life cycle including policy, process, and automation. • Strategy & Operations – Lead highly strategic, cross-functional projects that drive significant revenue impact and reduce operational expense. • Program Management Office – Confluence of Technical program management, business system architecture and training program managers designed to drive back-end automation and efficiencies across product operational support teams.
• Lead business transformation for Global deal strategy team responsible for overseeing the negotiating, structuring, and management of nonstandard contractual documents that establish business relationships with customers and partners. • Built team from 18 to 55 FTE including Deal Strategy, Support, Proposal / Bid Management, Policy & Process Improvement and Analytics. Developed career development framework that was adopted globally resulting in 98% Management Effective score. • Established Global Approval Matrix and Sales Policy Guide to remove friction from the life cycle and improve the account executive experience resulting in 76% reduction in work required to be touched by Legal.
• Transformed Commercial & Public Sector Deal Desk to align with enterprise selling goals. • Scaled organization from 8 to 40+ with global adoption of standardized onboarding and development programs. • Oversaw all commercial negotiations and deal structure strategies to enable consistent, scalable revenue execution.
• Recruited to own operations for $600M sales org, including RFX, coverage modeling, and strategic planning. • Led multilingual operations team of 20+ supporting over 300 field sellers across the Americas. • Advised on global coverage models and business systems improvements to enhance forecast accuracy and pipeline hygiene.