Oversee marketing operations, sales operations, and commercial systems teams for the restaurant go-to-market organization. Key member of commercial leadership team influencing GTM strategy and leading initiatives across sales, marketing, product, and customer success. Key Accomplishments Include:Designed and implemented Real-Time Selling model for inbound sales leveraging unified communications platform Five9 and Salesforce; reduced time to first rep contact from 30+ minutes to less than 60 seconds, while increasing 24 and 48-hour conversion rates by 50% and improving sales rep efficiency by 15%Re-deployed and successfully commercialized a formerly shelved product to new customer segments, including creation of new channel sales process, systems, and reporting mechanisms; added 250+ net new paying customers in first 3 months, and established viability for incorporation into product portfolio and broader market adoption.Directed multiple cross-functional projects, including the replacement of a legacy marketing automation platform encompassing all integrated website components, customer data, and legacy programs without disrupting inbound lead volume and outbound engagement; currently leading business process redesign and systems integration strategy to transform and move GTM operations for $35m SaaS platform launching a new product line.

Spearheading the effort to streamline Sales & Marketing operations, improve data-driven decision-making, and identify areas of opportunity within the business to create efficiencies through deep evaluation of existing processes, tools, and structure. Key Accomplishments Include:Successfully consolidating under-utilized and disparate tools into cohesive enterprise technology stack; transitioned key business units from SFDC to Dynamics365, including business process redesign, multiple data migrations, training, and project management; drove lower operating costs for sales and a common data structure for measurement and evaluation; established KPIs and standard reporting/dashboards for pipeline, forecasting, close rate, and others; transitioned varying excel-based reports and decentralized files to common database and BI platform.Increased capacity of media planning team 200% by optimizing workflow and implementing a logic-based CPQ with automated document generation and approval schedules for downstream operations; increased visibility, accountability, and measurement of product, pricing, and discount behavior.Establish and run annual account planning and weekly pipeline reviewsModel and administer compensation plans, territory assignments, and other processes central to revenue operations

Directed a team of approximately 25 people with responsibility for all structure, support, program management, systems, reporting, tools, and processes related to salesforce performance and productivity for 850+ Field Sales and Global Account Management teams accounting for over $1.5b annual revenues.Key functional driver of aligning processes and tools to enable the sales organization through period of massive growth.Key accomplishments include:Developed and implemented new customer coverage strategy, including account valuation models that segmented and identified key customer targets, revamped territory & compensation plans, and reorganized an existing sales team into a centralized sales support center with geographic regional account managers aligned to specific customer groups, leading to $20m in new revenue in the first year.Managed the development and deployment of PSAV’s Sales Management System – the standard for What, How, and Why the Field Sales Leadership Organization does anything, which galvanized the sales leadership teams and produced 500-600 bps industry outperformance annuallyBuilt additional sales support structure including centralized proposal and RFP response team, including job descriptions, cross-functional business processes, and self-service tools for multiple functions across salesDriver within the sales leadership organization to align education, awareness, measurement, and accountability to enterprise-wide initiatives, programs, and resultsCreated and implemented an automated sales commission system that reduced accounting processing times from 2 weeks down to 1 day, while improving seller visibility and efficiency throughout the processCollaborated with Marketing team to build lead-to-revenue workflow processes to ensure timely customer response and additional revenue opportunities resulting in 20% increase in revenue from digital channels.

Business and IT owner for all sales support systems and customer/sales data and analysis; charged with delivering insights into customer behavior and developing standards and efficiencies for enterprise CRM.Responsible for developing and delivering on the product roadmap, user support, managing vendor relationships, partner sourcing, and training.Key accomplishments include:Planned and executed enterprise deployment of Microsoft Dynamics CRM to over 3,000 users across all sales and operating divisions in USA as well as 2 incremental software upgrades and multiple integrations with operations and customer service applications. This included all training, education, and ongoing user support.Created framework for consistent evaluation of pipeline health and hygiene for sales teams producing more than $1.4b of company revenue annually, with 20%+ YOY pipeline growth since 2017Refined business processes across 3 sales divisions: Identified business needs, gathered requirements, documented project plans, and implemented software updates and improvements resulting in more consistent field execution, data insights, and operational efficiencyDeveloped customer and partner insights mechanism within CRM to bring more visibility to customer experiences, and leveraged data structure to provide custom and ad-hoc reporting to key sales leaders and executives, establishing CRM as a key differentiator from our competitors, resulting in partner renewal rates above 90%Sourced, negotiated, and purchased software license agreements, vendor service contracts, and 3rd party systems improvement projects, including ongoing management of relationships, adherence to SLA's and resource management.

Business Development leader focused on leveraging customer relationships and engagement to generate new revenue streams from existing customers across all of North America and among 3 distinct sales teams.Individual producer generating $2m incremental revenue in first year of new functionAs the leader, able to grow the team and increase annual program revenues from $2.0m to $20m in 3 years.Managed a team of geographically diverse remote employees; set performance goals, guided and monitored achievement, provided coaching and development feedback, and ensured the execution of program and company initiatives. Developed and implemented sales strategies for specific customers, building consensus and buy-in across multiple sales teams and divisions.Ensured that PSAV’s full capabilities and value proposition were effectively presented to customers in a way that generated increased business opportunities.Provided weekly and monthly forecasting, sales planning and process administration utilizing CRM and other tools.

Complete sales and operations management of Event Technology Departments in 4 and 5-star hotels producing up to $5 million in annual AV revenuesSteady record of strong financial performance, maintaining 20%-30% gross operating profit through effective sales strategies, cost control, and talent management.Developed and spearheaded customer service initiatives that resulted in fourteen straight quarters with satisfaction scores exceeding benchmarks.Implemented large inventory evaluations, culminating in capital expenditure plans that included inventory additions, reductions and clean-ups.