Denver Metropolitan Area
I discovered my passion for a career in sales through a combination of personal experiences that left a memorable mark on my path. It all started when I witnessed my Dad’s incredible ability to support our family of seven on a single income while still being an active presence in each of our lives. His role as a provider and caregiver resonated with me deeply and is something I will always try to emulate. This calling became even clearer when I embarked on a summer job adventure where in just one hour of selling knives I earned as much as my friends did all summer (Yes, I was a Cutco salesperson and office manager and still proudly own those knives ). This eye-opening experience solidified my conviction that sales was the path for me. However, it's important to note that my love for sales goes far beyond the financial aspect, although it has certainly allowed me to provide for my own family. What truly fuels my passion for sales is the profound opportunity it offers to assist people in discovering solutions that align with their individual goals. I relish the process of listening to people's challenges and actively seeking out the best-suited solutions for them, even if it means recommending something other than what I have to offer. In my view, sales is not about the act of "selling" per se; it's about the art of empathetic listening, identifying obstacles, and collaboratively overcoming them. This requires a high degree of emotional intelligence and an unwavering determination to bring about positive outcomes. When these elements come together, integrity shines through. I've been fortunate to achieve personal success in these areas, and my true passion lies in helping others find their own success in their careers, all while aiding our shared customers in achieving their objectives. I firmly believe that when you approach sales with a sincere commitment to understanding, integrity, and adaptability, good things naturally follow. I am dedicated to sharing my knowledge and experiences to assist others in realizing their full potential in their careers, just as I've been fortunate to do in mine. Together, let's embark on this journey of growth and success, benefitting both individuals and our valued customers.
At Apollo.io, we’re building a leading AI-powered GTM platform, helping 500,000+ companies streamline how they find, engage, and convert customers. I own a portfolio of mid-market and upmarket accounts, partnering with senior stakeholders to drive adoption, retention, and expansion. I focus on unlocking incremental revenue through strategic account planning, multi-threaded engagement, and aligning Apollo to complex GTM workflows across sales, marketing, and RevOps teams.
After validating the demand for GTM consulting services within Apollo Labs, I played a key role in scaling Apollo’s Agency Partner Program. We focused on expanding Apollo’s reach through trusted partners while enabling agencies to grow their businesses by delivering high-impact, value-added GTM services to modern revenue teams.
Business Growth: Scaled Labs to a $1M ARR run rate within 3 months by proving demand for a consulting-driven GTM services motion for Apollo customers. Sales Performance: Exceeded targets with a 46% SQL-to-Closed Won conversion rate AI Leadership: Created custom GPTs for sales call prep and follow-up, reducing prep time and improving consistency across teams. Recognized with two AI Champion Awards for impact on sales productivity and customer outcomes.
Revenue Growth: Achieved a 389% increase in Closed Won ARR and 547% growth in total contract value within six months by implementing focused account strategies and data-driven targeting. Pipeline Generation: Increased outbound pipeline by 147% through defined sales territories, priority account strategies, in-person events, and multi-touch/channel prospecting leveraging Apollo & LinkedIn. CRM & Process Innovation: Overhauled CRM to better support the MEDDIC methodology, while expanding TAM by 9% through ICP-aligned account identification and territory design.
Pavilion is a private membership organization for commercial growth operators. The group is designed to support the professional development of revenue leaders at high growth companies, facilitate the sharing of best practices, and serve as a trusted private community.
Explosive Growth: Drove a 500% increase in CIENCE New Business MRR, skyrocketing it from $97,000/mo to $600,000/mo in three years. Strategic Transformation: Led the transition from services to software offerings, tripling initial contract values to $60K, while increasing profits, customer retention, and sales team ownership. Holistic Business Transformation: Spearheaded a comprehensive overhaul of the sales process, revamped product offerings, and engineered a revamped compensation plan to drive sustainable growth and align with company objectives. Operational Efficiency: Reduced onboarding time for sales reps by two weeks, helping them reach quota two months faster, and instigated CRM adoption for better business visibility around forecasting. Contract Process Optimization: Took ownership of the legal review process, streamlining contract understanding internally. Redesigned the contract process, significantly expediting redline finalizations and cutting the proportion of contracts with redlines from 48% to just 12%. This initiative ensured smoother contract negotiations and faster deal closures, ultimately contributing to improved efficiency and reduced risks.
I began my journey at CIENCE as an Account Executive, seeking to master the sales process before assuming the role of Sales Manager. In 2020, I took on the dual role of a player/coach, selling while guiding my team. My achievements included: Outbound conversion rate of 18.75%, surpassing the team average of 6% by threefold. Recruited, onboarded, and trained six Account Executives from Q2 to Q4 (3 of which became future sales managers). Simultaneously, I managed a robust sales pipeline, ranking as the #1 AE in terms of total revenue and commissions. Enterprise Sales Expertise: I established CIENCE's enterprise sales process, leading to significant client acquisitions, including industry giants such as Salesforce, Visa, Siemens, and Nasdaq.
Led a team of 8 account executives in CO, NM, AZ, NV, UT with a goal of partnering with our key distributor partners to bring value to our collective end user customers. Developed and executed strategic sales plans while coaching the team to exceed our sales objectives and always keeping our customers at the heart of everything we did. Consistently Exceeded New Business Targets: My team consistently outperformed in new business generation, achieving remarkable results by surpassing targets year after year. We exceeded targets by 21% in 2019, an impressive 40% in 2018, and by a solid 20% in 2017. Transformational Sales Focus: I honed my focus on identifying and prioritizing large end-user targets, orchestrating a transformation in my district's performance. We evolved from the district with an average deal value of $14K to one of the best, with an average deal value of $30K. Notably, we exceeded expectations with 55 deals surpassing the $100K mark, doubling the set target. National Account Expertise: I held a crucial role in managing and retaining large National Accounts, spearheading contract re-negotiations with key clients like MGM. This accountability showcased my commitment to maintaining and strengthening vital client relationships on a national scale.
Responsible for national acute and alternate site distributors within the healthcare marketplace (Cardinal, Medline, O&M, McKesson and Henry Schein). Contract Management, Logistics, Marketing, Sales Planning and Relationship Building. Reversed Negative Trend, Achieved 1.3% Growth: Successfully reversed a negative trend in the business, surpassing expectations by achieving a growth rate of 1.3%, a significant turnaround from the targeted decline of -1% provided to me.
Managed and coached 10 account executives throughout IL, WI, MN where we surpassed our targeted growth across the strategic product categories by 200% and overall growth of 105%.