Lead HiBob's pre-sales Sales Engineering team for North America to drive new business revenue growth within the region. Team partners with the sales organization as trusted business advisors and product experts.

Investing with Hustle Fund's Angel Squad at https://www.hustlefund.vc/angelsquad

Promoted to second-line Senior Director of Solutions in Sept 2023 as part of a company-wide reorganization with six front-line managers across three departments reporting into me. Remit and org design of Solutions department expanded to include pre-sales Solutions Consulting, Demo Engineering, Implementation, and post-sales Product Consulting (formerly Customer Success).Led and scaled Lattice's high-performing GTM Solutions pre-sales and post-sales teams to help drive new business acquisition and retention/expansion revenue growth through solutions alignment, efficient onboarding and implementation, product adoption, and value realization across Lattice’s global customer base.September 2023 - August 2024 Accomplishments:➭ Partnered closely with Operations and Enablement teams to launch a new customer journey support model within a 90-day period, including team formation, systems and skills enablement, and adoption of new customer engagement playbooks.➭ Partnered with EPD and PMM functions to launch GTM Product Council to provide a 360 product feedback loop via product feedback collected in Vivun across all teams in Solutions org.➭ Drove consistent KPI achievement including NPS, CSAT, and NRR during transition period, with 5%-10% increase in each category during the first two quarters of the new operating model.➭ 0% regrettable attrition throughout the reorganization period from January 2024 through August 2024.

Built & scaled Lattice's high-performing Solutions Consulting pre-sales team to drive new business and expansion revenue during a period of fast growth for the company.November 2021 - September 2023 Accomplishments:➭ Built a high-performing pre-sales Solutions Consulting function from a team of 2 in Nov 2021 to 10 in September 2023.➭ Created team charter and sales engagement model to align pre-sales support with highest impact stages of the sales cycle. ROE design allowed us to increase SC efficiency by 50% over a two-year period.➭ Launched Demo Engineering function to build and maintain a home-grown demo system designed to highlight Lattice value across core use cases.➭ Implemented software systems of record for Solutions team, including Vivun for pre-sales operations and Responsive (RFPIO) for RFP management.➭ Trained pre-sales SC team on Demo2Win methodology to align to value-selling methodology to increase competitive win rate.➭ Efforts and programs outlined above resulted in SC-attached win rate increase from 22% in FY21 to 36% in FY22 and 28% in FY23.➭ Team revenue contribution on new business bookings increased from 1.7mm ARR in FY21 to 11.7mm ARR in FY22, and 13.4mm ARR FY23.

Contributing writer for PreSales Collective.

We are on a mission to elevate the role of PreSales in organizations worldwide. We aim to provide PreSales professionals with the resources, knowledge, network, and mentorship to develop long, impactful careers in PreSales.Our vision is to create a global community of professionals who have a passion for PreSales. A place where individuals in a PreSales role, or anyone who aspires to be, will be supported in their professional development.

Formerly Dynamic Signal. SocialChorus and Dynamic Signal merged in July 2021 to become Firstup, a leader in the digital employee experience space. Prior to this merger, I led Dynamic Signal's high performing Global Solutions Consulting pre-sales team to drive new business and expansion revenue, and was promoted to Senior Director, Solutions Consulting in April 2021. My efforts from November 2019 to July 2021 helped accelerate company revenue growth, which contributed to a successful exit when Dynamic Signal merged with SocialChorus in July 2021.July 2021 - November 2021 Accomplishments:➭ Created and implemented an accelerated ramp process for Dynamic Signal Solutions Consulting team to learn and demo the SocialChorus software platform within 30 calendar days.➭ Partnered with SocialChorus Sales leadership to develop new pre-sales engagement model to support the combined Sales team across new business and upsell opportunities.➭ Organized and led a 3-day offsite working session to integrate Dynamic Signal and SocialChorus Solutions Consulting teams.April 2021 - July 2021 Accomplishments:➭ Influenced and contributed to a 27% YOY increase in ARR for 1H FY-2021 via continued process improvement, deal coaching, and executive sponsorship on key accounts.➭ Revised onboarding program and product knowledge repository to facilitate product enablement and ramp acceleration for FY-2021 new hires.➭ Accelerated security questionnaires by onboarding outsourced vendor (SecurityPal) to manage Security Assessment process. Decreased average turnaround time from 6 business days to 3 business days.➭ Enhanced innovative PreSales Technical Forecast to report on technical deal health as an overlay to quarterly sales forecast.➭ Partnered with Product Marketing and Sales Enablement teams in developing and launching an interactive online product showcase for AE/AM demos.

Rebuilt Dynamic Signals's Global Solutions Consulting pre-sales team into a high performing organization to drive new business and expansion revenue. Team supported the sales organization as trusted business advisors and product experts.➭ Rebuilt the Solutions Consulting team following 70% attrition in the first nine months of 2019 prior to my hire, with 0% attrition during my leadership tenure.➭ Recruited and ramped four new hires within the first 90 days of start. ➭ Created team charter and sales engagement model to align presales support with highest impact stages of the sales cycle.➭ Influenced and contributed to a 27% increase in Q4-2019 ARR and 34% YOY increase in ARR for FY-2020 via process improvement, deal coaching, and executive sponsorship on key accounts.➭ Overhauled onboarding program and product knowledge repository to facilitate product enablement and ramp acceleration for new hires.➭ Optimized RFP and InfoSec content repository to accelerate RFP and Security Assessment response time.➭ Implemented presales operations platform (Vivun) in Salesforce to measure focus, capacity, and efficiency metrics across the team to create an operating and staffing model to support headcount and revenue growth targets.➭ Developed innovative PreSales Technical Forecast to report on technical deal health as an overlay to quarterly sales forecast.➭ Designed incentive-based variable compensation plan for FY-2020 and FY-2021 that aligns with company revenue goals.➭ Led initiative to procure and implement call intelligence software (Chorus.ai) to support onboarding, call coaching, and deal intelligence insights across the global Sales organization.➭ Partnered with the Sales Enablement team across several key initiatives, including discovery training, proof-of-concept management, value engineering, and selling professional services.

Built and led a high performing Sales Engineering team to drive revenue and vertical market expansion. Team supported the enterprise sales team as trusted business advisors and product experts for the Convey eCommerce Logistics software platform. ➭ Created team charter and sales engagement model to align Pre-Sales with Enterprise Sales team in support of the company’s revenue growth goals.➭ Drove 50% conversion increase in sales stages with Pre-Sales influence and impact within first two quarters of joining the company.➭ Improved quota achievement for Sales team, including 105% - 150% quarterly attainment for top-performer in FY2019.➭ Build onboarding program and knowledge repository to facilitate enablement and ramp acceleration for new hires.➭ Design and manage variable compensation model to foster team collaboration and knowledge sharing.➭ Develop RFP and InfoSec content repository to increase conversion rates and accelerate RFPs and Security Assessment response time.➭ Create Pre-Sales activity reporting in Salesforce to measure focus, capacity, and efficiency metrics to build operating and staffing model to support revenue growth targets.➭ Build Product Gap reporting in Salesforce to provide gap feedback and opportunity risk assessment to executive team.➭ Design and implement process to drive up-sell and cross-sell revenue via Sales and Customer Success collaboration.➭ Develop engagement model to support newly formed Professional Services team for solution and scoping activities.➭ Manage Sales Enablement activities for the enterprise sales team, including discovery call and platform demo training.➭ Serve as lead Sales Engineer on sales opportunities within top tier strategic accounts.

Served as Director of the Global Sales Engineering team at Spredfast. Played a key role in supporting company revenue growth from $10MM ARR to $100MM+ ARR during my tenure with the organization.➭ Managed sales engineering and RFP teams comprised of 20 people across three global regions. ➭ Defined and continually refined highly productive territory and market segment alignment models for the global sales team.➭ Developed a unique measurement model and algorithm to evaluate SE performance and measure against key metrics including revenue attainment and team operational goals.➭ Created and managed RFP intake and project management process, including an RFP content repository. Process and content changes led to 100% increase in RFP to Demo conversion rate and 25% increase in win rate within first year of implementation.➭ Developed and led PreSales Center of Excellence team responsible for use case subject matter expertise, best practice solution demos, and product messaging consistency.

Managed West Region Sales Engineering team at Spredfast.➭ Advised team members on deal strategy, product positioning, and effective storytelling.➭ Developed high velocity recruitment and interview process designed to thoroughly vet candidates across key success attributes. ➭ Managed onboarding process and education materials for new members on Sales Engineering team.➭ Served as a player/coach on strategic sales opportunities, including delivery of highly tailored product demonstrations with focus on customer use cases mapped to business process and workflow requirements.

Collaborated with enterprise sales team as the trusted advisor and product expert for the Spredfast social software platform. Developed and delivered highly tailored, story-centric product demonstrations to business and technical users through all stages of the sales process.Responsibilities and Achievements:➭ Established and maintained strong relationships with business and technical users through all sales cycle stages.➭ Developed and delivered product demonstrations with focus on storytelling and customer use cases to illustrate successful business outcomes using the Spredfast social software platform.➭ Scoped and conveyed customer product requirements to Product Management team.➭ Created team demonstration environment tailored for scalable delivery of story-based presentations.➭ Managed the onboarding process for new members of Sales Engineering team.➭ Served as regulated industry subject matter expert across all sales regions.➭ President’s Club – FY13. SE of the Year – FY14.

Senior Sales Engineer for Merrill Corporation's SaaS e-Discovery Platform. ➭ Team lead for 8-person national Sales Engineering team➭ Responsible for product demonstrations of Lextranet SaaS platform, building and customizing proof-of-concept databases, technical sales support and RFPs, creating pricing proposals, drafting Scope of Work and Services agreements, and closing sales opportunities for assigned account teams.➭ Directly generated and influenced over $15 million in revenue bookings during my seven year tenure with the organization.