Sacramento, California, United States
Growth-focused sales and marketing leader with a proven track record of scaling demand generation programs and driving consistent pipeline growth. Skilled at identifying revenue opportunities, optimizing go-to-market strategies, and building high-performing teams that accelerate expansion. Adept at aligning cross-functional efforts to increase marketing-sourced pipeline and improve conversion at every stage of the funnel. Thrive in fast-paced, high-growth environments with a sharp focus on operational excellence, data-driven decision making, and customer-centric execution.
Responsible for AppZen’s global growth strategy, leading Demand Generation, Sales Development, Commercial Sales, and Product-Led Growth (PLG) initiatives to drive pipeline generation, customer acquisition, and revenue growth. Partner cross-functionally with Marketing, Sales, Product, Customer Success, and Revenue Operations to accelerate growth and optimize go-to-market execution. Growth Leadership • Lead a global Growth organization spanning Demand Generation, SDR, Commercial Sales, and PLG. • Manage a 20-person SDR organization, including 1 Director and 4 managers, responsible for inbound and outbound pipeline generation. • Align Marketing, Sales, Product, and RevOps around shared revenue, pipeline, and customer acquisition goals. • Drive forecasting, funnel optimization, and operational planning across the customer lifecycle. Product-Led Growth • Architected AppZen’s first self-service PLG motion for Inbox Service Center, creating a scalable acquisition channel. • Partnered with Product, Marketing, Sales, and RevOps to define acquisition, activation, conversion, and expansion strategies. • Established funnel metrics, reporting infrastructure, and GTM frameworks supporting launch. Commercial Sales • Built AppZen’s first Commercial Sales organization from the ground up. • Developed territory strategy, sales processes, forecasting methodologies, compensation alignment, and performance frameworks. • Led the team to its first closed-won customer during its inaugural quarter. Demand Generation & Revenue Operations • Own global demand generation strategy across ABM, paid media, partner marketing, webinars, events, lifecycle marketing, and digital channels. • Implement intent-driven growth strategies leveraging 6sense, Unify and buying signals. • Build reporting, funnel analytics, automation, and forecasting frameworks to improve pipeline visibility and revenue performance.
- Managed Global Sales Development teams across three different regions - Scaled ENT SDR Team from 8 to 20 across all regions - NOAM, EMEA & APAC - Provided Business & Operational strategy to advance company efficiencies & growth - Managed & supported the operational arm around process, systems, enablement and data - Designed & monitored compensation plans and metrics for GTM teams, inclusive of system implementation - Implemented new GTM strategies for SDR org to increase overall production and output. - Drove culture on innovation, collaboration, and top performance - YoY Growth - Manager of the Quarter Q3’23 - SQOs Q1’ 21 -> Q1’ 22 (173%) - Pipeline Generated Q1’ 21 -> Q1’ 22 (225%) - Q3 '22 Manager of the Quarter
Increased meetings booked from 70 Q1 -> 91 Q2 ->108 Q3 (54.28% increase from Q1 to Q3) Increased Meetings completed from 60 Q1 -> 70 Q2 -> 106 Q3 (76.66% increase from Q1 to Q3) Increased SQO’s from 50 Q1 -> 56 Q2 -> 60 Q3 (20% increase from Q1 to Q3) Increased total ACV from $2,040,588 Q2 -> $3,071,764 Q3 (50.53% increase from Q2 to Q3) Highest Monthly Total of ACV YTD both inbound and outbound at $2,994,848 for September Q3 is the highest Total ACV from the SDR team both inbound and outbound at $8,066,647
Q1 '21 - 128% quota Attainment first fully ramped quarter Q4 '20 - 22 deals closed while ramping (company record for a quarter)
-Managed a team of 7 ramping SDRs & BDR's -Set and defined the Sales Development strategy, to create the repeatable sales processes that ensures the attainment of annual company revenue targets -Managed a scalable and repeatable data-driven sales methodology that was grounded in rigorous sales measurement and performance metrics to consistently meet and exceed revenue targets -Provided regular coaching, feedback, and professional development for everyone on the team -Hired, onboarded and trained new Sales Development Reps as the pipeline targets grow -Directly hired, managed and ramped all-new SDRs & BDR's in 2019
• Work closely with sales teams to schedule qualified demonstrations, meetings, build pipeline, and produce real business opportunities in accordance with approved sales management guidelines. • Prospect for new business through a high volume of cold calling and following up with prospects as previously identified. • Identify qualified prospects and navigate company structures to identify key decision makers and influencers. • Keep accurate records in our CRM and build client profiles by updating client information and managing sensitive client and prospect data. • Learn, understand, and apply the RevPro value proposition and our world-class business processes. Master all phases of our training and development program • Created SDR training program and trained, developed, and supervised all new hires at the position • Hit or exceeded pipeline generation quota per month - Q1 110% (Ramp Quarter) - Q2 180% Quarter Attainment #1 SDR out of a team of 24
• Assist with executing and directing participants for game day presentations, promotions and/or entertainment at Oakland Raiders home games. • Assist with getting various individuals and groups checked in for game day presentations, promotions and/or entertainment. •Assist management with planning of events. • Assist in the execution of contests and promotions performed during designated timeouts, quarter breaks and at halftime. • Assist with game day rehearsals including set-up and break down of equipment. • Understand and display knowledge in regards to basic stadium information (location of box office, lost and found, etc.). • Work cohesively with other departments to execute entertainment elements.