Via is the world’s most powerful digital infrastructure for public transportation. Via’s software provides an end-to-end solution to plan, optimize, and operate efficient and equitable transit systems — unlocking opportunity for all, and building resilient cities for the future.

Led US expansion and Go-to-Market strategy, built initial customer base, and worked closely with Product, CS, and Marketing to refine product market fit and positioning in a new and highly-competitive market. More specifically, I: - Grew US ARR from $15k to $500k+ by closing first 15+ deals in US market in 2021; then by building and managing team of AEs and BDRs to scale to 50+ customers- Managed first US customer relationships and led all upsell and expansion conversations. US market had a negative churn rate, and 100% pilot conversion rate in 2022- Worked with CS/Product teams to incorporate customer feedback and then scope and prioritize new features, increasing NRR of existing accounts and ACV of new logos- Hired and direct-line managed 2 AEs; dotted-line managed total team of 6 including marketing, CS, and BDRs. Was responsible for US market growth and overall team success- Launched partnership strategy, sourcing, negotiating, and executing referral/reseller partnerships and overseeing joint GTM efforts- Partnered with industry-leading academic/nonprofit orgs, coordinating GTM activities (webinars, guides, events) to establish credibility and thought leadership in a crowded market

I joined in 2017 as an early employee (and the first focused on business development), and helped the organization grow to 25+ staff in New York and California. My work spanned business development, sales, partnerships, and client management functions. More specifically, I:- Owned leads through entire lifecycle. Negotiated and closed $500k+ (15% of rev) in consultative sales across 20+ deals in 2019 with governments, schools, and Fortune 500 companies - Managed client relationships, understanding needs, liaising with leadership, and working across teams to improve product. Drove extra $100k+ from repeat deals/project expansion - Led design and launch of Cities and Public Spaces offering (aimed at city govts., BIDs, and real estate), including creating and implementing personas, pricing, sales materials, and GTM strategy - As an early employee, and the first dedicated to business development, played a foundational role in the org’s growth, helping hire, train, manage, and scale company to 25+ people

Manhattan Strategy Group is a boutique consulting firm that works with government agencies and grantees to create opportunities for underserved communities. MSG works with over a dozen civilian agencies at the federal and state level, and supports a wide range of programs in education, workforce development, healthy families and responsible parenting, and nutrition assistance.