ngrok is ingress-as-a-service software trusted by over 5M developers to get their apps online faster and keep security happy. With one line of code, developers get instant ingress to services with authentication, observability, and other critical controls. All without provisioning legacy proxies, load balancers or VPNs. ngrok’s simplicity has made it a de-facto standard tool among developers, and the world’s top brands — including GitHub, Okta, Shopify, and Twilio — recommend it throughout their documentation.At ngrok, I create processes and systems to develop repeatable revenue.

Transitioned to build the Field Sales Strategy & Operations team from the ground up with the first hires – now a team of 10+ people. Am the trusted partner for Sales and Global Sales Development. Key Contributions: - Lead annual planning for the Sales organization with 40%+ YoY bookings. Own Okta’s sales models: sales quota capacity, hiring/attrition/promotion, territory scoring & design, account segmentation, compensation design, attainment distribution, and among others. - Own quarterly operational sales review focused on major initiatives, growth metrics, and sales performance. Set expectations for operational excellence across sales through a cadence of forecast, deal, and pipeline reviews. Designed and rolled out Clari for sales, demand generation, and partner organizations along with benchmarks for success measurement. Launched a comprehensive Tableau data pack to train and coach all levels of sales management on areas of improvement. - Manage demand generation execution through Sales Development though headcount planning, quota setting, compensation design, and program development. Piloted Sales Development programs to maximize sales engagements.- Craft, evolve, and enforce sales policies including booking, account ownership, and teaming. - Lead Sales Bootcamp session focused on territory, account, and opportunity planning in our sales systems.

Joined Business Operations to build out the foundations, terminology, and infrastructure of Sales Operations for an organization going through IPO (2017) and the years after.Key Contributions: - Created and evolved Okta’s first sales models: sales quota capacity, demand generation with pipeline source attribution, prospect propensity score, net customer spend growth, and many others. Architected the core sales models in Anaplan, now the backbone of Executive sales reporting. - Re-defined sales process with a unified sales stage definition with Sales Engineering. Built a comprehensive toolbox for deal inspection and templates such as account plans, deal reviews, and territory plans. - Build the connective tissue between sales and other operations teams including Marketing Technology, Campaign Operations, Renewal Operations, and Customer Success Operations.- Advocated for Sales on all major systems projects such as Anaplan, Salesforce, Xactly , and other systems releases. - Partner closely with FP&A and Recruiting for headcount and hiring planning.Awards: Okta’s Ball Bearing Award FY2018 – voted as MVP by peers

Joined a Sequoia-backed start-up, as Chief of Staff to the Head of Sales to start the Sales Operations team. Owned our sales technology ecosystem, sales performance, customer adoption analytics, and bookings policies.Key Contributions:- Owned planning for the sales organization for the Series B fundraising plan with models for expected bookings revenue and sales & marketing expenses. Models factored in sales headcount, contract value expansion through product evolution, demand generational model, and marketing program ROI.- Designed and managed daily sales processes, including sales prospecting, weekly forecasts, renewals strategy, variable sales compensation plans, and deals desk for a sales team that grew from 7 to 35 sales team members.- Set up and architected the Salesforce environment for the Sales, Marketing, and Customer Success organizations including marketing attribution, lead routing, pipeline management, Zuora CPQ integration, renewals process, and customer handoff process to post-Sales teams.- Observed a slow-down of top of funnel conversions, performed analysis that identified a bad product/market fit, and encouraged the founders to re-direct resources in a different product direction.

Moved cross-country to learn Sales Ops at a SaaS company. Started as the Chief of Staff to the Head of North America Sales Operations and transitioned to the North America customer acquisition Sales Operations team. Managed bookings plan for North America and operational processes including territory and quota allocation.Key Contributions:- Owned annual planning model for 40% YoY revenue growth in North America. Implemented annual planning model in partnership with Finance while outsourcing model to global sales operations teams.- Grew new customer bookings 50% YoY through initiatives including pilots focused on changing Account Executive / Account Management handoff timelines and customer re-segmentation.- Led operational improvements by transitioning the Sales Ops team from a Salesforce-based reporting team to a SQL-based team; this automated audits and reports, eventually doubling analyst capacity.

Led long term growth projects, while managing a team of four analysts.Key Projects:- Established KPIs and operating models for new business units. Influenced marketing technology, marketing campaign design, website development, and corporate partnership negotiations.- Worked on cool projects like creating a credit card offering, standardizing customer accommodations/discounts, call center telephony systems, and setting up x-sell programs with banks and other financial services institutions.

Joined the Sales Strategy & Operations team as an analyst, responsible for developing KPIs for Sales. Promoted to manage the team with 2 analysts in January 2011.- Project managed annual financial review, territory design, and execution of a $125 million variable compensation plan.- Optimized sales call campaigns by building campaign ROI frameworks.- Supported analytics for C-suite analysis on retail store footprint expansion.- Developed SQL code base for all of direct sales KPI reporting and analytics, exporting calculation methodology to FP&A, Corporate Development, and other strategy & operations departments.

Spent two summers interning with First Environment focusing on developing the Greenhouse Gas reduction practice - Developed the internal greenhouse gas inventory to set best practices for clients.- Re-defined internal project tracking mechanisms.- Staffed on a government client project - responsible for baseline GHG emission calculations.