Dec ’21, I was promoted to the Director role serving as a change agent to turn around BDR team performance. The dual-function role challenged me to advance the enablement function while leading a team of direct reports.►Owned full employment lifecycle. Formalized candidate sourcing and screening with HRBP promoting opportunity equity and team diversity. Provided ongoing instruction, mentoring, and coaching to team members. Led performance management conversations and employee offboarding.►Led eight direct report BDR’s (7) outbound, (1) Inbound, responsible for generating net-new business opportunities for Enterprise & Regional Sales Teams.►Q1-2023 Results>BDR qualified bookings: >$535k>Qualified pipeline value: >$3.8 MM in pipeline value (140% of Q1 target)>Qualified pipeline volume: 60 opps (115% of Q1 target) >Total accepted lead volume: 72 opps (100% of Q1 target)►2022 Results>BDR qualified bookings: 24 opps | >$5.28 MM (ACV) | >25% of annual bookings>Qualified pipeline volume and value: 175 opps | >$13.7 MM in pipeline value (114% of assigned quota)>Accepted lead volume: 254 opps►Worked closely with commercial leadership and SE’s to improve win rates on BDR created opps from 7% to 10%. Improved win rates to 13.7% on qualified opps.►Developed and implemented standard team processes allowing us to review data, learn, iterate, and optimize team performance over time. Processes developed included: Outbound Prospecting, Inbound Lead Management, Meeting Hold, Territory Blitz, Pre/Post Event Engagement.►Analyzed trailing 18-month team attainment data comparing to industry benchmarks. Identified over-assigned performance metrics were leading to team stagnation and turnover. Presented findings and recommendations to ELT, realigned goals for H2-2022.►Developed team attainment waterfall and capacity planning model ahead of 2023 annual operational plan. Presented guidance to ELT securing headcount needed to support FY-2023 assigned quota.

I was brought in to establish the organization's sales enablement function, supporting the rapidly growing sales, BDR, and CS teams. Deliverables produced in this role ensured HRS' commercial teams were trained on and equipped with the resources needed to drive positive revenue growth.►Established a Sales Enablement brand definition, identity, and intent clarifying the departmental function, strategy, and KPI's throughout the organization.►Built the HRS Sales Enablement Hub using Google Sites and MS SharePoint. This online repository connected revenue-relevant content previously stored in Dropbox, Google/OneDrive network drives, Confluence CMS, and external training links in a singular location for commercial team members.►Initiated the development and adoption of Mutual Action Plans and Opportunity Review Plans in the sales process. Leveraged these tools to lead deal evaluation and sales coaching sessions for HRS' highest-value opportunities in Q4-21.>Initiative Scope: 24 opps reviewed, total open ACV: >$6.55 MM>Initiative Outcomes: >$5.06 MM in closed won bookings (77%); 12 of 24 opps won►Guided leadership stakeholders through revenue onboarding needs analysis sessions defining program objectives, key results, and evaluative criteria.►Developed and launched the 90-day revenue onboarding program for new Sales Executives and BDR’s. FY-2021, led new employee onboarding and provided ongoing coaching for (6) Enterprise Sales Executives, (6) BDR’s, (2) Regional Sales Executives.►New SE Performance Stats - Enterprise & Regional: >Total bookings (ACV): >$3.75 MM>Total pipeline value, opps created in FY '21: >$18.75 MM> # Opportunities owned, opps created in FY '21: >405►New BDR Performance Stats: >Total new-BDR qualified bookings (ACV): >$1.45 MM>Total qualified pipeline volume & value: 45 opps | >$4.45 MM in pipeline value>Total accepted lead volume & value: 71 opps | >$5.76 MM in opportunity value

I pursued a lateral move at NCM in 2017. In this role, I functioned as an internal consultant working closely with the Executive and Senior Leadership teams. I analyzed skills gaps and lead teams in designing and delivering in-house training solutions.►Awarded NCM’s Standing Ovation (Outstanding Employee) award Q2 - 2019.►Improved sales team’s New Account Director (AD) Orientation curriculum in Q4 2017 and Q1 2018. As a result of these curriculum improvements: > In 2018 New AD’s achieved a 14.3% lift in total sales, and a 15.9% lift in growth category sales compared to prior year program attendees. > In 2019, all AD’s (new & veteran) completed the program. 86% of veteran AD’s achieved YOY lift in total annual sales, averaging a 47% lift.> Average pre/post confidence improvement in key sales competencies was 30% among all program participants.► Delivered a blended CRM Data Audit learning path for operations staff focused on controlling and limiting inaccurate data entering the system.> In the 1st quarter following deployment, staff audited 1,900 contracts, 1,300 unique accounts, and decreased erroneous data entry from 14% to 1%.► Administered NCM’s LMS launch, curating a library of over 85 courses aligned with departmental needs, organization growth objectives, and regulatory compliance.> Implemented Net Promoter Score (NPS) evaluations for elective LMS content, achieving a 54 NPS among employees.► Developed and delivered NCM’s Management & Leadership Bootcamp, and New Manager Training, improving participant pre/post confidence by an average of 25% among six key management competencies.► Optimized HR team’s New Employee Onboarding engagement for HRBP’s saving colleagues approximately 240 hours of administrative work annually.

An an Account Director, I was responsible for exceeding quota and maximizing profitability in my assigned remote territories. I helped clients design custom advertising campaigns, extending unique reach within target communities.Sales Performance:► #1 Rookie Seller, Inside Sales Team - 2015: 105% to assigned quota.► Finished #1 on the Inside Sales Team - 2016: 157% to assigned quota.► 115% of quota YTD: H1-2017 at time of later move within the organization. Other Professional Highlights:► Outpaced client renewal rates by 30% compared to company averages.► Session presenter: New Account Director Orientation - "Remote Sales Strategy and Best Practices"► Multi-time speaker and panelist at NCM's annual sales meetings.

As Aquatics Coordinator, I managed the day-to-day operations of four, full-service aquatics facilities year round. Primary responsibilities included optimizing operations of staff, programs, community groups, and users. I also maintained pool filtration and chemical systems, performing repairs and adjustments as needed.Professional Highlights:► Formalized an award-winning emergency preparedness training partnership with West Metro Fire District. Facilitated ongoing situational emergency preparedness audits, enhancing skills among recreation staff.► AWARD - Colorado Parks and Recreation Association Columbine Award - Innovation 2009: Emergency Preparedness Training Partnership► SPEAKER - Colorado Association of Senior Centers 2015 Annual Retreat: "A Blueprint for Coachable Customer Service"► SPEAKER - Colorado Parks and Recreation Association 2015 Annual Conference: "A Blueprint for Coachable Customer Service"► SPEAKER - Colorado Parks and Recreation Association 2009 Annual Conference: "Building an Emergency Preparedness Partnership"