𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗮 𝗖𝘂𝗹𝘁𝘂𝗿𝗲 𝗼𝗳 𝗖𝗼𝗻𝘁𝗶𝗻𝘂𝗼𝘂𝘀 𝗟𝗲𝗮𝗿𝗻𝗶𝗻𝗴 𝘁𝗼 𝗦𝗰𝗮𝗹𝗲 𝗥𝗲𝘃𝗲𝗻𝘂𝗲When tasked with preparing Arcesium's sales team to scale from $250M to $650M, I led the creation of a global sales enablement program that transformed learning experiences. By introducing virtual coaching, self-paced modules, and live workshops, I fostered a culture of continuous improvement.𝗜𝗺𝗽𝗮𝗰𝘁:• Enhanced sales capabilities across the US and EMEA with tailored programs.• Contributed to a 17% YoY revenue growth by aligning training with growth strategies.𝗘𝗺𝗽𝗼𝘄𝗲𝗿𝗶𝗻𝗴 𝗦𝗗𝗥𝘀 𝘄𝗶𝘁𝗵 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰 𝗠𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴 𝗮𝗻𝗱 𝗠𝗲𝘁𝗿𝗶𝗰𝘀To optimize SDR performance, I collaborated with the demand generation team to redesign messaging frameworks and introduce targeted coaching. By implementing data-driven insights, I streamlined processes and enhanced the quality of customer interactions.𝗜𝗺𝗽𝗮𝗰𝘁:• Achieved an 18% increase in SQL generation, boosting pipeline health.• Enabled real-time performance adjustments with actionable metrics.𝗗𝗲𝘀𝗶𝗴𝗻𝗶𝗻𝗴 𝗦𝗰𝗮𝗹𝗮𝗯𝗹𝗲 𝗧𝗼𝗼𝗹𝘀 𝗳𝗼𝗿 𝗟𝗼𝗻𝗴-𝗧𝗲𝗿𝗺 𝗦𝘂𝗰𝗰𝗲𝘀𝘀Recognizing the need for modern sales infrastructure, I partnered with L&D to implement Arcesium’s first CMS (HighSpot) and LMS (Absorb). These tools supported training, documentation, and resource accessibility.𝗜𝗺𝗽𝗮𝗰𝘁:• Provided seamless access to sales playbooks and training materials.• Enhanced productivity with standardized, on-demand resources.These achievements reflect my ability to drive transformation, foster learning cultures, and deliver measurable business outcomes in fast-paced, high-growth environments.What’s the secret to designing scalable sales enablement solutions that accelerate growth? Let’s connect to discuss.

𝗘𝘀𝘁𝗮𝗯𝗹𝗶𝘀𝗵𝗶𝗻𝗴 𝗮 𝗚𝗹𝗼𝗯𝗮𝗹 𝗦𝗮𝗹𝗲𝘀 𝗘𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁 𝗧𝗲𝗮𝗺 𝘁𝗼 𝗗𝗿𝗶𝘃𝗲 𝗘𝘅𝗰𝗲𝗹𝗹𝗲𝗻𝗰𝗲At The Trade Desk, I built the company’s first global sales enablement function (5 direct reports). I designed a comprehensive enablement strategy with KPIs and implementation plans tailored to regional needs. This included multi-format learning programs (live, virtual, self-paced) that enhanced engagement and performance across diverse teams.𝗜𝗺𝗽𝗮𝗰𝘁:• Accelerated onboarding and improved team readiness to achieve faster time-to-productivity.• Elevated sales team effectiveness and engagement, aligning initiatives with local market dynamics.𝗗𝗿𝗶𝘃𝗶𝗻𝗴 𝗦𝗮𝗹𝗲𝘀 𝗘𝘅𝗰𝗲𝗹𝗹𝗲𝗻𝗰𝗲 𝗧𝗵𝗿𝗼𝘂𝗴𝗵 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰 𝗣𝗿𝗼𝗴𝗿𝗮𝗺𝘀I created and delivered strategic training initiatives, combining product/solutions education, TTD’s sales methodology, and management coaching. Partnering with regional leaders, I ensured solutions addressed unique market challenges while fostering cross-functional alignment.𝗜𝗺𝗽𝗮𝗰𝘁:• Unified the sales methodology, boosting team confidence and effectiveness in customer conversations.• Streamlined processes with new tools and analytics capabilities, enhancing sales outcomes.𝗖𝗹𝗼𝘀𝗶𝗻𝗴 𝗣𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗚𝗮𝗽𝘀 𝘄𝗶𝘁𝗵 𝗗𝗮𝘁𝗮-𝗗𝗿𝗶𝘃𝗲𝗻 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀To drive consistent performance improvements, I analyzed sales data to assess program effectiveness and provided actionable deliverables, including roadmaps and customer experience models. This data-driven approach addressed critical gaps while continuously optimizing enablement efforts.𝗜𝗺𝗽𝗮𝗰𝘁:• Improved pipeline health and sales metrics by proactively closing performance gaps.• Created a scalable framework for ongoing program evaluation and alignment with business goals.These achievements highlight my ability to build scalable teams, craft transformative enablement strategies, and deliver measurable business results.

As an external strategic advisor to Apple's Head of Sales Enablement and CRO, I led the design and execution of enablement programs aimed at accelerating talent development across products, industry knowledge, and role competencies, resulting in improved sales productivity and revenue growth.1. 𝗚𝗹𝗼𝗯𝗮𝗹 𝗡𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗼𝗻 𝗧𝗿𝗮𝗶𝗻𝗶𝗻𝗴 𝗣𝗿𝗼𝗴𝗿𝗮𝗺 𝗗𝗲𝘀𝗶𝗴𝗻 & 𝗜𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻 𝗗𝗲𝗹𝗶𝘃𝗲𝗿𝗲𝗱:Led the design, delivery and vendor selection for Apple's global negotiation training program, ensuring cultural relevance and global consistency across all regions𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗜𝗺𝗽𝗮𝗰𝘁:Improved sales negotiation skills, increasing engagement with customers and sales effectiveness globally.2. 𝗜𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻 𝗼𝗳 𝗧𝗵𝗲 𝗖𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲𝗿 𝗦𝗮𝗹𝗲 𝗠𝗲𝘁𝗵𝗼𝗱𝗼𝗹𝗼𝗴𝘆𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻 𝗗𝗲𝗹𝗶𝘃𝗲𝗿𝗲𝗱:Collaborated with sales leaders to integrate The Challenger Sale methodology, customizing it for different regions. Delivered training to drive customer-centric selling.𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗜𝗺𝗽𝗮𝗰𝘁:Enhanced sales team effectiveness, leading to higher conversion rates and stronger customer relationships.3. 𝗚𝗹𝗼𝗯𝗮𝗹 𝗦𝗮𝗹𝗲𝘀 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 & 𝗖𝗼𝗺𝗽𝗲𝘁𝗲𝗻𝗰𝘆 𝗗𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻 𝗗𝗲𝗹𝗶𝘃𝗲𝗿𝗲𝗱:Created a scalable global sales framework, focusing on role-specific competencies aligned with business needs.𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗜𝗺𝗽𝗮𝗰𝘁:Increased productivity and performance consistency across regional teams.4. 𝗘𝗻𝘁𝗲𝗿𝗽𝗿𝗶𝘀𝗲 𝗟𝗲𝗮𝗱 𝗚𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝗼𝗻 & 𝗠𝗮𝗰 𝗥𝗲𝗳𝗿𝗲𝘀𝗵 𝗣𝗿𝗼𝗴𝗿𝗮𝗺𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻 𝗗𝗲𝗹𝗶𝘃𝗲𝗿𝗲𝗱:Collaborated on the design and execution of Apple’s Enterprise lead generation strategy for the "Mac Refresh Program," generating 130+ qualified appointments.𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗜𝗺𝗽𝗮𝗰𝘁:Contributed directly to revenue growth by expanding Apple’s enterprise customer base.

Recruited as the firm’s first CRO to develop, optimize, and execute a sales and marketing engine that drives sustainable revenue growth, fostering a cohesive approach to new opportunities, and cultivating a robust pipeline for continued success. • Grew new logo’s 170% over 16 months by optimizing the firms existing marketing strategies, implementing a disciplined ABM campaign targeting Fortune 100 brands.• Drove Y/Y B2B revenue growth 125% within existing client base by deploying a strategic account. management strategy focused on cross selling/upselling additional offerings within the firms top 25 clients • Built and scaled the firms account executive and SDR teams from two to ten in the first 12 months of hire. • Developed and led the new hire onboarding program for sales, establishing early performance KPI’s to measure performance, resulting in 100% of sales team achieving productivity within 90 days of hire .• Implemented a QBR process focused on win rates, cycle times, deal size, and funnel growth resulting in improved forecasting accuracy and improved resource allocation. • Improved gross margin by 5% through enhancements made to the discounting structure and developing a disciplined concession strategy.• Coached and trained sales force on consultative selling skills, improving productivity/seller by 23%.

Chief Sales Officer | Sales Marketing Advisory Board MemberJoined StartMonday on the ground floor to build and run the organization’s global sales team, culminating in a successful IPO and exit. Reporting directly to the CEO of this early-stage, HR Technology start-up, I was hired as the organizations first CRO and tasked with building and scaling a global sales organization. Over 50% of time in this role entailed building sales processes, playbooks and sales motions along with onboarding and equipping sellers with the capabilities required to effectively sell the organizations solutions. • Architected the sales process building rigor and discipline into all systems, tools and programs, strengthening performance throughout all stages of the core sales processes • Grew new business funnel 112% by instituting a rigorous demand generation process and follow up campaign• Created, managed, delivered, and executed various sales playbooks and training programs resulting in a 65% close rate • Established KPI’s for tracking sales performance, funnel health, and accurate revenue forecasting• Implemented a value selling program and provided 1:1 deal coaching to sellers resulting in an increase in ACV from $15K to $55K • Developed, deployed, and managed the global & regional commercial go-to-market strategy resulting in a consistent narrative, value driven methodology, and efficient sales process being used by sellers.

Hired as an outside consultant and advisor by the CEO to help increase market penetration, accelerate revenue growth, and improve front of funnel performance for this Series B Martech firm. Developed and implemented a comprehensive revenue generation strategy centered on leveling up people, processes, and systems, and instituting best practices with a focus on increasing sales efficiency and boosting overall sales capability.• Created, managed, delivered, and executed various sales training programs for all sales constituencies through quarterly training events, virtual training sessions, and 1:1 coaching• Developed outbound messaging and cadence resulting in a 118% new business funnel growth• Created and delivered ongoing enablement and learning programs for the entire sales team - sales pitch certification, ongoing enablement/learning, and sales playbook creation • Coached SDRs and AE’s during live calls on company’s sales methodology, improving win rates by 17% in 6 months’ time• Collaborated with New Business Development, Client Success leadership and Executive Management to define and continuously improve sales enablement initiatives and best practices

Tapped by the CEO to build the firm’s Global Sales Effectiveness Practice. Responsible for leading a cross-functional, global team of 19 consultants and sales professionals. Tasked with driving growth and sales productivity of the practice while playing a “hands on” senior advisor role to Fortune 50 clients during engagements. Grew practice area 330% in just three years capturing over $30M in untapped market opportunities.• Designed Sales Enablement solutions using multiple mediums (e.g., in-person, virtual, eLearning, videos, on-the-job support, management reinforcement, and coaching tools) to support client engagements. • Performed high-quality quantitative and qualitative analytics to measure the ROI and business impact of our work• Collaborated with client stakeholders (Sales, Sales Operations, Product and Marketing) to improve sales readiness/enablement and accelerate new business growth • Identified sales productivity gaps & prioritized work on key initiatives for clients.• Provided thought leadership to clients in the domain of enablement methods and delivery systems to drive sales innovation, best practices, and operational excellence

Promoted to manage EMEA Region from the United States and continue to lead US key account sales.◆ Drove major account growth increasing new business +$1.75M.◆ Contributed thought leadership to new sales strategy execution offering.◆ Tapped to join senior leadership team, providing guidance and insight around positioning the company for sale.