• Built the Sales Operations function to support AppNexus' rapidly expanding global Sales presence, remove operational overhead to allow focus on revenue and customers, and resolve internal and external efficiencies in a complex, rapid-scale global expansion.• Overhauled the quote-to-cash workflow, created systems and processes to rapidly scale contract volume processed, while reducing credits related to booking errors. • Led cross-functional pricing structure overhaul and released fully defined segment-specific pricing models, Sales training and support materials.• Built Sales Incentive Compensation function from scratch; created and rolled out a multi-role and market-specific global Sales incentive compensation plan.• Partnered with Finance to establish Collections process, including customer communications templates, sales talking points, account suspension process, and data enablement for ease of Finance processing. • Oversaw CRM (Salesforce.com) project to support global Sales/Services teams’ daily workflow, and develop new capabilities to enhance overall performance and efficiency.

• Drove Sales Enablement strategy for US Sales’ major initiatives, including sales pipeline forecasting, annual account planning, advertiser satisfaction, contact management, in partnership with business management, business excellence, CRM solutions, and readiness teams. Oversaw process refinement, technology prioritization, go-to-market resources, and roll-out.• Directed the CRM strategy and adoption efforts for 400-person US Online Advertising Sales, Services and Marketing organization -- from sales executives to end-users. Manage workflow automation for key business controls, and scale complex business process for optimal efficiency gains.

• Built and led Microsoft’s 37-person national sales planning organization to support pre- and post-sales order management for $700M annual online display advertising business.

• Directed NYSSA’s technology strategy, website re-launch and webcast implementation, creating self-service options for members and integrated the site with CRM and finance databases.• Collaborated with NYSSA membership and Board of Directors to provide programs and resources catering to members’ needs, including an unemployment-renewal program, career development programs, networking events and a full-service online Jobs Network.

• Led creation of the Direct Assistance Disbursements team in response to the World Trade Center disaster. This team was created for the first time by the American Red Cross to expedite local relief fund distribution to 9/11 World Trade Center disaster victims and their families.• Increased the department’s staff and operations from five part-time volunteers to over 120 paid employees in three months, allowing the Red Cross to locally distribute an average of over $1 million a day to victims.

• Restructured and managed an team to create a B2B advertising network, recruit partners for the network, implement ad-serving technology, and provide ongoing technical support.

• Created and led Sales Operations, Client/Creative Services organization from the ground up, from team development to operational management, increasing management responsibility from Team Lead to Senior Director over three years; Scaled support and operations to enable the sales organization to achieve annual revenue growth from $200,000 to over $10 million.• Worked with product management team to enhance proprietary online-advertising, reporting, inventory-management and CRM (SalesLogix) systems, increasing productivity, facilitating client communications, order processing, program management, billing and reporting.

• Owned and managed all seminars/trade show planning and implementation; developed and implemented first-ever company-wide sales-order process and related Sales Policies & Guidelines handbook.