Founded and grew Gusto’s Sales Strategy and Operations team supporting all aspects of go-to-market efforts (primarily sales, secondary marketing and post-sale support) as company experienced ~3x ARR growth, ~2x increase in sales-attributed new ARR, and ~2x growth in sales headcount (as of mid-2018). Specific areas covered by function include:• Day-to-day sales support (e.g., ad hoc decision making support, reporting and analytics, CRM admin, forecasting, RoE definition and arbitration)• Go-to-Market Strategy (e.g., support, develop, and execute GTM projects including 3-yr GTM strategy, sales talent strategy, sales team structure, execution of cold outbound selling pilot)• Sales Productivity & Enablement (e.g., evaluation / selection / negotiation of sales enablement tools, sales process & workflow optimization, development of productivity metrics, development of lead and account scoring, development of enablement content)• Business Analytics (e.g., built center of excellence for BI and analytics utilized by Marketing, Sales, Support, Finance, and Product)• Sales Development (ran sales development team)• Territory Design • Targets and quota setting• Sales Compensation (e.g., defined, developed, and executed all aspects of variable compensation program for sales)• Fiscal Planning (e.g., tops-down and bottoms-up model development)• Chief of Staff to Head of Sales / COO: (e.g., day-to-day support for high-priority initiatives and requests)• Sales leadership and IC hiring

• Supported implementation of Challenger sales methodology for over 200+ sellers in an effort to move sales teams away from low-ACV, tactile deals to solution selling across target companies. Responsibilities included selecting and implementing new CRM-based sales tools to enable sales methodology, building and running database and analytic engine to allow scalable and efficient reporting of key metrics to drive adoption of new methodology, and engaging sales leaders to identify levers to accelerate transformation. Initiatives led to over 100% YoY increase in new-business bookings, ~40% YoY increase in ASP.• Worked with sales leaders across functions (e.g., account dev, sales, pre-sales) and geographies (Americas, EMEA, APAC) to establish a metric-driven approaches to evaluating team and individual performance and to identify opportunities for productivity and efficiency gains. Work led to launch of multiple initiatives that decreased rep ramp time, increased rep productivity, and allowed for the more efficient utilization of pre-sales resources.

• Designed all aspects of LinkedIn Sales Solutions Global Account (GAM) program including, but not limited to: sales organization structure, territories, account inclusion criteria, cross-functional support models and resources, rules of engagement, quota and comp model, financial plan • Managed operations for Sales Solutions GAM program including: reporting and forecasting, ad hoc and formal analyses to drive sales strategy decisions, managing high-priority customer/rep requests required to drive sales, coordination of cross-functional business partners (e.g., order management, data/customer insights, customer success and support, finance, accounts receivable, inside sales, comp, sales systems)• Identified gaps in systems and tools required to optimally run operations across all of Sales Solutions leading to the launch of multiple initiatives/projects spanning numerous cross-functional partners• Led prioritization and PMO’ing of business analytics projects for Sales Solutions resulting in the launch of numerous data science projects designed to drive sales productivity

Select project experienceEmployee experience/company culture • Led program to diagnose and improve the engineer/developer experience for a 35k person engineering organization at a global computer networking/hardware manufacturer (e.g., qualitative and quantitative diagnostics, root cause analysis, launch of initiatives).Organizational transformation and design• Led redesign of retail banking and corporate support divisions of regional bank to align organizational structure with company strategy and improve organizational efficiency.

Select project experienceMarket entry strategy and customer segmentation• Developed go-to-market strategy for global computer software/hardware company to enter new market and customer segments (e.g., opportunity sizing, consumer insights, product strategy, distribution strategy, pilot rollout approach)..Operational improvement• Developed new pricing model and process improvement opportunities for equipment loan program at global computer hardware /networking company.• Conducted strategic portfolio review of IT systems/applications for an international media company across independent BUs.• Directed execution of an operational efficiency program (e.g., vendor selection and management, process efficiency, project portfolio review and prioritization process) for a biopharma R&D group. Organizational transformation and design• Led implementation of comprehensive transformation program for a corporate function at an international energy company (e.g., strategic reorganization, change management and communications, product rationalization, budgeting process). Feasibility analysis and market assessment • Conducted end-to-end feasibility assessment for establishing a non-profit wildlife reserve in California (e.g., evaluations of environmental /regulatory suitability of candidate areas, capital requirements, funding models, species requirements, facility requirements and design).