Washington DC-Baltimore Area
Experienced customer experience executive, sales engineer, and product manager with a proven track record of translating customer needs into technical solutions resulting in a total of $1B in revenue across commercial and public sectors. A veteran leader with 15+ years of experience in scaling and managing SaaS companies, leading global organizations, and creating repeatable frameworks. An executive with a passion for mentoring and cultivating the next generation of leadership. Areas of Expertise Include: AI Strategy Sales Engineering Operational Scaling Program & Project Management Global Team Leadership Professional Services Change Management Customer Lifecycle Transformation Agile Development SaaS Sales & Implementation
● Led 130+ person global services P&L for a $325M Artificial Intelligence SaaS company with staff in Americas, EMEA, and APAC ● Created and managed pre-sales scoping process, pricing, and global delivery methodology resulting in $107% services revenue attainment, 100% margin improvement in the first year ● Partnered with CTO, CFO, and CRO to create Advisory and Support Services for strategic global customers resulting in $12M in annual revenue within 1 year of launch ● Established customer support service for 750+ clients and optimized support operations resulting in 100% gain in efficiency ● Advised C-suite on customer journey strategy and established board level reporting metrics ● Created employee career paths, goals, and services team culture resulting in perfect scores on employee surveys ● Enabled 10+ partner affiliates to help optimize and scale their Dataiku delivery practices
● Led operations and engagement for $40M services P&L with 300+ employees (Direct and Subs) in the Americas, EMEA, and APAC developing enterprise software on a no-code SaaS platform ● Created and managed pre-sales scoping process, pricing, and financial strategy resulting in $15M+ in additional revenue, a 44% win rate, and 160%+ margin improvement in the first year ● Developed the Unqork Agile Framework to establish a consistent, scalable delivery methodology resulting in 17% gain in efficiency and standardization across 100+ projects ● Collaborate with Customer Success to create and launch Expert Advisory Services resulting in $15M in additional revenue and adoption by 60+ clients ● Created the Technical Support organization for clients and optimized support operations resulting in 200% gain in efficiency and 50% preservation of at-risk ARR
● Created and led SaaS pre-sales solutions engineering (SE) organization increasing the win rate from 27% to a 61% with SE support and $4.5M in new logo wins. ● Led technical integrations (API, SSO), product demonstrations, and post-sales solutioning meetings for a $19M portfolio with commercial enterprises, higher education, and financial services industry clients. ● Collaborated with product engineering, product marketing, and customer success teams to develop go to market strategies and product roadmap for 2 flagship product launches.
● Led $12M analytics and machine learning portfolio focused on fraud prevention for U.S. Department of Veterans Affairs resulting in the detection of $300M in fraud and protection of 6000+ veterans. ● Transformed data science and analytics division from a Waterfall methodology to an Agile, product-oriented delivery organization resulting in a 15% efficiency gain, 20% growth in existing revenue, and $3M in new contract awards. ● Created and directed the Rapid Prototyping Laboratory, a new product division, resulting in the development of 2 new AI products with a qualified pipeline of $200M.