Professional Experience
Out of respect for confidentiality financial performance has been hidden but can be shared upon request
Areas of Expertise
Areas of Expertise
- Experience selling to Machine Learning Engineers, CTO / VP Eng, CFO, CHRO, Talent Acquisition, CMO, VP of Procurement and Sustainability Leaders
- SaaS Solutions in Computer Vision, AI, HR, Recruiting, Marketing, Sustainability, and IT
- GTM Motion expertise includes Strategic Enterprise, Enterprise, and Mid-Market primarily
- Experience implementing new subscription and consumption pricing models across HR Tech, AI and Climate industries
- Sales Methodology experience includes SPICED, JOLT, Command of the Message, MEDDIC / MEDDPIC
- Scaled revenue teams from $0-$10M, $10M – $30M and $25M to $70M
- Proficient in building GTM teams up to 80 people including VP level spanning across AE, SDR, SE, Partnerships, CSM, RevOps and Marketing
Chief Revenue Officer
Industry: Climate Tech, AgTech
Achieved 382% revenue growth from through enhancing GTM approach, highlighting strategic AI-powered solutions in sustainable agriculture, and transforming company culture to be focused on optimizing data-driven decision making at all levels.
Chief Revenue Officer
Industry: Climate Tech
Primary Buyer: Sustainability and Procurement Leadership
Sales Method: SPICED and Command of Message
3X bookings growth in 12 months, increased margin from by 25%. Team size of 30 across Sales, Partnerships, Strategy, Customer Success, Sales Enablement, Customer Support, and Marketing (6 months).
- Grew logos by 3x in one year; ASP increase of 2x and expansion 3x
- Revamped pricing strategy to combine both subscription and consumption streams which shortened time from Bookings to Revenue Recognition from 8 mo to 30 days
- Established GTM outbound strategy from a 100% inbound focused funnel
- Rolled out GTM Org design, hiring strategy which aligned GTM teams closer to the seller by establishing an industry focused Pod model
- Rebuilt CRM (Hubspot) and enriched ICP and TAM / SAM / SOM analysis to inform Global GTM Strategy and Forecasting ability based on Market based learning
- Engineered board-facing leadership metrics which surfaced primary KPIs for company performance
- Built sales and forecasting process from scratch utilizing a 6-stage pre-sale land structure and a 3-stage post-sale expansion process utilizing SPICED sales methodology and Command of Message selling philosophy
- Launched a new company narrative and merged the GTM messaging to align to the “Ag Resilience Platform” by combining 3 separate products
- Key Enterprise deals: Nestle, Unilever, Walmart, Pepsi, LDC, Grupo Bimbo, Cargill, General Mills and Mars
Sama San Francisco, California
SVP Global Sales
Industry: AI / Computer Vision
Primary Buyer: CTO, VP Engineering
Sales Method: SPICED and Command of Message
Bookings growth of 2.5X and landed Series B of $70M in late ‘21. Team size of 55 across Sales (AE, AM + SDR), CSM, Sales Engineering, RevOps, Enablement, and Marketing
- Increased Net Dollar Retention by 20%
- CES (Ease) improved from 8.1 to 9.3, CSAT (Satisfaction) from 88% to 98%, and NPS from 43 to 57
- Transformed sales culture from reactive (non-profit) to pro-active by implementing companies first sales methodology, enablement and hiring the right team
- GTM Org optimization including establishing true entry / exit criteria into Salesforce with clear monthly accountability metrics for AE, SDR and CSM KPIs to follow
- Rolled out GTM Org design, hiring strategy which aligned GTM teams closer to the seller by establishing an industry focused Pod model
- Direct reports include VP of Sales, VP of Customer Success, VP of GTM Ops, Senior Director of Sales Engineering, Senior Director of Business Development, Senior Director of Strategic Accounts, Director of SDR, Director of Demand Generation, and Director of Launch
- Key Enterprise deals: Bosch, ZF, Cruise, GM, Continental, Zipline, CARIAD, Etsy, Walmart and Meta
HIRED (Acquired by Adecco) San Francisco, California
VP Sales
Industry: HR Tech, B2B2C Marketplace
Primary Buyer: CHRO, VP of Talent
Sales Method: MEDDIC and SPICED
ARR Bookings growth by 10X by switching a consumption to subscription pricing mode, hiring true enterprise SaaS sellers and implementing MEDDIC / Command of Message methodology for the GTM team. Team size of 70 across AE, SDR, CS, SE and AM functions to include second line leaders: VP of Sales and VP of CS.
- Metrics: ENT: $110K ASP, 82-day Sales Cycle; MM: $42K ASP, 38-day Sales Cycle; SMB: $26K ASP, 21 day Sales Cycle; vSB: $12K ASP, 12-day Sales Cycle.
- Enterprise deals closed over $1M include Amazon, WeWork, Box, Wayfair, Microsoft, Facebook. Other logos include eBay, Google, Disney, Cisco, American Express, GE, Conde Nast, Capital One, Postmates, Salesforce, Goldman Sachs, JP Morgan and SAP.
BOOMTRAIN (Acquired by Zeta AI) San Francisco, California
VP Sales
Industry: Marketing Tech, AI Personalization (web + email)
Primary Buyer: CMO, VP Marketing
Sales Method: SPICED
Bookings growth of 8x, delivering 6 consecutive quarter-over-quarter growth and hitting 7 out of 8 quarter sales plans. Team zie of 35 across AE, SDR and Sales Ops plus first line leaders: 3 Director of Sales, Director of SDR and Director of Sales Ops.
Logos landed include Forbes, NewsCorp, Yellow Pages, Mic.com, Conde Nast, Meredith Corporation, AT&T, CBS, Hearst, and The Guardian.
POWER TOOLS, INC. Boston, Massachusetts
VP Sales
Holding company for portfolio which included Axceler (acquired by Metalogix), ViewDo Labs and Percussion
MOTION RECRUITMENT PARTNERS (MRP)
Technical recruiting agency that focuses on full desk recruiting and entry level hiring. Companies under MRP: Workbridge Associates, Jobspring Partners and SevenStep Recruiting.
EDUCATION
University of Illinois, Champaign-Urbana, Illinois 2003
Bachelor of Science (Journalism)
Additional Experience
Founder of Tech in Motion Events
Executive Member of Pavilion
Lightbulb Moments 