• Collaborated and innovated with cross-functional strategic partners in Demand Generation, Product Marketing, Enablement, Partners, and Sales Engineering to routinely up-level the business.• Co-developed the global playbook, outlining all aspects of the Sales Development Representative role, including hiring, onboarding, sequence design, and cadence design.• Opened the Denver office and upleveled the NYC office with an organization with 21-34 employees.• Drove all hiring, talent management, development, and enablement (contributor) efforts and developed career paths and levels. • Developed POD systems while running the country through 7+ independent territories. Notable achievements while in the position included:- Generated thousands of opportunities resulting in a 9-figure pipeline to fuel our Series F stage growth, leading to the acquisition of Heap Analytics and prep for Public Markets. - Transitioned the team during this period from a “growth at any cost” mentality to getting the company on a path to profitability.- Led all North American SDR operations as a second-line leader with 3-4 managers and up to 34 employees.- Contributed 60%+ of the total North American sales pipeline (20% AE, 20% PAR, 60% SDR) using MEDDIC sales methodology. - Moved the program up-market to penetrate the enterprise as we segmented our go-to-market strategy.- Transformed the sales floor from a quiet culture to a call culture, generating a 50% improvement in all key performance indicators (KPIs).- Developed and implemented a highly effective global promotion track from SDR to the field, increasing the tenure of the sales employees.

• Partnered cross-functionally with the CDO/CMO, CFO, VP of Sales, CPO, Board Members, and Operations to fuel a pipeline for field sales and the channel to exceed the annual operating plan.• Evolved the sales motion to increase channel contributions to accelerate and de-risk the business, prospected the signing of new partnerships, and managed channel managers to support partners post-close. • Ran profit and loss (P&L) for the department and managed budget, contracts, and headcount.Notable achievements while in the position included:- Designed, built, and optimized the sales development function from the ground up, exceeding expectations and fueling the business with a pipeline while increasing targets by 30-50% quarter-over-quarter.- Created the Top of Funnel from nearly $0 to multiple 7-figures in < 100 days, moving to the mid-8-figures in year 1, and a 9-figure TCV partnership in year 2 with a projected $300M in annual revenue in 5 years.- Co-designed, built, and optimized the demand generation function from the ground up, implementing webinars, blogs, SEM, social marketing (Twitter/LinkedIn), live events, and email marketing.- Built the marketing/sales tech stack to close the loop on sales-marketing effectiveness, including HubSpot, Outreach, Google Analytics, Discover Org/ZoomInfo, Sales Navigator, TechTarget, and Salesforce.

• Developed highly effective business plans with AE partners for each partnership, working backward from revenue goals while focusing on ASP and Win Rates. • Led SDRs to work backward to achieve opportunities grounded in a "revenue-centric” model and leveled up the talent brought in while hiring ISRs and talent committed to sales for the long term.Notable achievements while in the position included:- Led the largest global SDR team, achieving 200%+ of the goal in 2017 and 143% in Q1 2018.- Recipient of the “Revenue Generator Award” in 2017 for leading the highest-achieving revenue target attainment team.- Recipient of the “Rock Star Manager Award” in Q1 2017, the first quarter in the position.- Transformed a “silent” sales floor into a social selling, warm calling floor, effectively changing belief systems organization-wide.- Implemented a coaching platform that scientifically worked to increase the sales acumen of junior talent, training them to solution sell and feed the talent into our broader Account Executive organization.- Drove to a 5x Pipeline Coverage Model versus the industry standard of 3x, driving 9-figures of pipeline.

• Directed 3 teams and drove global NA, SA, and EMEA/ROW results on all sales development goals and initiatives.• Collaborated with vendors and internal development teams to implement the correct systems to ensure the company was innovating to drive the company forward.Notable achievements while in the position included:- Led a high-performing, disruptive big data technology sales team and achieved production goals while increasing goals by 60%.- Drove 50% of all pipeline creation, producing a nine-figure annual recurring revenue run rate.- Transformed a group of inside sales reps from inbound focused reps to proactive outbound account executives aligned with business development representatives. - Launched the 1st ISR group focused on our entry-level product, DSE Basic, by focusing on converting Open-Source (free) users to our paid offering.

• Developed a new program to hire from universities, developing and deploying employees to the field in 24 months.• Built training programs on value selling, SaaS, and digital marketing automation concepts for new sales hires.• Successfully recruited and hired 20+ ADMs, SDRs, and BDRs, 18 Interns, and 2 Managers to build out the company’s new sales organization.• Leveraged data science to correctly shape/carve the territories, equate equitable quotas, and scale the program for national and international success.

• Motivated the team in a variety of manners, including compensation, recognition, promotions, contests, autonomy, and project leadership opportunities.• Adapted flexibly to new go-to-markets with new products, selling Adobe’s enterprise from Digital Media Solutions to the Adobe Marketing Cloud.Notable achievements while in the position included:- Drove $100M+ and ~$25M annually in recurring SaaS revenue through the team's pipeline contributions. - Hired and successfully promoted 30+ ADM/SDRs, who continue to drive sales as Senior ADMs and Account Executives.- Transformed Adobe's lead generation program into an award-winning sales and marketing-aligned opportunity creation machine, increasing head-for-head production year-over-year.