Strategic Advisor - G2M

+ 110% FY21 Targets+ 266% Increase across Global SDR Team+ 6M in Influenced Revenue+ Decreased time from form fill to first touch from 24hrs to less than 5 minutes+ Deployed hiring profiles, onboarding curriculum, and ongoing training motion for SDR team

+ Retained headcount during COVID Pandemic and scaled the team 50%+ $5.4M Influenced Revenue FY21+ Expanded SE coverage to support existing customer base, resulting in nearly $1M in Upgrade Revenue. + 13% YOY Revenue Increase (Emerging Segment)+ Standardized Trial Requests & Management process + Developed the Sales Engineer Specific Onboarding Curriculum

+ Q2FY21 Attached Revenue ($625k) (Highest Segment Win Rate, ACV & Influenced Revenue)+ Q1FY21 Attached Revenue ($250K)+ Q4FY20 Attached Revenue ($225K)

+ Q4FY19 103% Qualified Pipeline Target+ Q1FY20 118% Qualified Pipeline Target+ Q2FY20 107% Qualified Pipeline Target+ Q2FY20 - Largest inbound pipeline creation in SL history (+$3M)+ Scaled the SDR Org from 28 → 50 SDRs in 11 months (+78%)+ Scaled the Inbound SDR team +200%+ Successfully launched the MidMarket SDR motion+ Drove $5.4M SDR Sourced Revenue

+ Launched the Enterprise SDR motion, scaling the team from 2 to 12 SDRs.+ Drove +$800K in Outbound Sourced Revenue+ Averaged over +105% Monthly Quota Attainment+ Developed regional territories and SE/SDR alignments to maximize revenue creation and drive increased strategic alignment.

• Designed, launched, and managed the lead development strategy, operationalprocess, and reporting mechanisms for the eBay Advertising Lead Development motion.• Managing a team of 6 outbound lead development specialists (Enterprise).• 120% of Quota Q2 2017 and the generation of $450k+ in qualified pipeline.• Ran a 2 person Marketing Support team that was responsible for thecreation of new Marketing Collateral, Client Retention & SponsorshipEvents, and the management of Creative Requests with eBay’s contractedAOR.

• Built out the SMB business group from plan to a team of 20 sales representatives, 3 managers, and a partner program based in the UK. This was the first full cycle sales team at Workfront. • Hired & trained 20 Sales Representatives and 2 Managers across both the Net New and Expansion Sales Teams. • Successfully developed, deployed, and managed a lead-to-close model for our NN SMB Sales Reps, consisting of a highly automated process to improve capacity per rep. • Generated and implemented highly targeted development campaigns and aligned weekly activities in order to meet monthly and quarterly revenue targets by sales rep. and team. • Optimized the automated lead routing processes and improved the lead-to-contact averages for SMB leads by 70%. • Implemented and ran Deal Desk Reviews, along with quarterly sales training for both the Net New & Expansion Sales teams.• Created and managed all leadership dashboard reporting through the Salesforce CRM for the SMB team to provide instant visibility, improve forecasting, and strategize based on data trends. • Engaged in strategic and tactical planning, reporting directly to the SVP, SMB Sales• FY16- Finished above targets for both new & growth and renewal, with the combined team achieving 122% of plan- $2.8 Million (SMB).

• Managed and mentored the ProofHQ Inbound & Outbound Business Development teams through the Workfront acquisition. • Increased the lead to Qualified Sales Opportunity conversion rate by 40% in the first month leading the team, based on YTD metrics.• Led the Business Development teams to achieve 5 consecutive record-setting months.• Spearheaded the strategic efforts of both the inbound and outbound Sales Development Teams to closely align with Marketing’s lead gen./nurturing campaigns, call-to-action offerings, and events. • Successfully developed and deployed the conceptual, operational, and automated processes to support an Outbound ADM position at ProofHQ. • Optimized both the inbound and outbound ADM processes to increase the overall lead capacity per ADM.• A member of the Sr. Leadership team at ProofHQ, and engaged in strategic and tactical planning. Reported directly to the GM of ProofHQ.• Executed weekly sales training and coaching for a team of 5 Inside Sales Representatives who spanned global territory coverage.• This role required weekly travel between SLC, UT and Dallas, TX.

• Laid the foundation and framework for a successful and impactful on-boarding, re-boarding, and ongoing training regiment for the global sales organization. • Spearheaded the development, and roll-out of Workfront Academy (LMS): A multi-layered training approach for sales professionals geared towards decreasing ramp times, and the increased percentage of sales reps attaining quota. • Led training programs/initiatives to educate sales and management on all aspects of sales and operations through a variety of educational platforms, including classroom instruction, virtual classroom, online learning support, social learning and more.• Created, delivered and supported the entire on-boarding curriculum, supporting new hires to decrease ramp time. • Coached sales reps and front line sales leaders on how to improve sales success and “win” capability.

• First ADM at Workfront prompted to the Team Lead role, recognizing record quota attainment, a team-up mentality, and development of repeatable best practices across the global ADM team. • Interviewed, on-boarded, and trained new ADMs with the intent to decrease ramp time, and provide mentoring to new hires.• Q1 2015 100% Quota Attainment

• Generation of over $3.8 Million in Qualified Net New/Growth Pipe in 2014• Record Attainment for 1st Month New Hire Quota-350% Attainment• Piloted and trained on BDR 2.0: A strategic sales funnel to increase close rates amongst the Outbound Account Development Team, and better manage contacts and leads within Salesforce.com• Q2 2014 135% Quota Attainment• Q3 2014 128% Quota Attainment • Q4 2014 114% Quota Attainment• BDR Top Performer 2014

Started a company to buy and sell used college textbooks where I developed reoccurring client relationships, expanded sales territory, managed wholesale relationships, and managed the company while simultaneously attaining my B.S. from The University of Utah.