Led memoryBlue’s Sales organization, strategy, and operating model. ● Accelerated time-to-revenue by 25%. Re-architected forecasting processes to improve time-to-kickoff, and time-to-revenue, in collaboration with Delivery (Product) and Talent executives.● Improved monthly bookings performance from net negative to net positive after 4 months. Delivered best Sales month in >1 year (Aug, 2023) and 2nd-best in a year (Sep, 2023). Monthly net bookings growth has been maintained for 3 of the past 4 months.● Increased ramped AE productivity by 50%. Revised ICP. Standardized an opportunity qualification methodology (MEDDICC), simplified Sales process, and re-launched territories. Re-hired 60% of AE team. ● Doubled outbound pipeline generation. ● Launched “enterprise” Sales, generating company’s 4 largest clients + 60% higher AE productivity. ● Actively participated in >80 sales cycles in order to increase conversion and refine my understanding of customer priorities + team’s skillset.

Lead Forrester's Customer Success organization of 170 professionals worldwide. Responsible for customer ROI and NRR improvement on portfolio of $217M in ARR.•Grew ARR under management by $2M (to $219M) in 2022.•Improved Employee Engagement by 4-points YoY; reduced attrition by >50%.•Led $8.7M YoY improvement in sourced wins.•Modernized Company-wide Client Engagement Model and Health Indicators.

Led Sales for two Business Segments in addition to Sales Operations Globally. Led Sales for New Client Acquisition + Public Sector, responsible for $55M of annual revenue. Led team of 70.•Increased Forrester Overall Revenue 17.5% YoY and Led Consistent Productivity Gains each Quarter.•Drove annual Quota and Compensation process with CSO, and members of Forrester Finance.•Grew Public Sector revenue 18% YoY.•Grew New Client Acquisition 11% YoY.

Led Revenue functions for two Business Segments. Achieved 12% annual growth during pandemic-impacted year. Responsible for $49M in annual revenue. Led team of 65.•Integrated New Client Acquisition functions for Forrester. Reconciled headcount deployment (BDR and Account Executives), territories, sales process, and methodology for heritage Forrester and heritageSiriusDecisions new client acquisition teams. Unified teams on a simplified, scalable approach to acquiring high-LTV clients.•Grew Public Sector revenue 18% YoY.•Launched GTM for State & Local Government. Grew from $200k to $3.5M+ ARR in 18 months.

•Scaled team and revenue processes to drive annual growth between 15 - 22% each year.•Participated in Sirius Decisions Acquisition: Selected by CSO to lead the New Client Acquisition functions (Business Development Reps and Account Executives) from Sirius Decisions, after Forrester’s acquisition of Sirius Decisions. This was an additional quota responsibility of +$10M and people leadership addition of 18 reps and 3 leaders.•Optimized Productivity While Reducing Cost of Sales: Tripled the size of our Public Sector revenue from $8M to $24M. Rearchitected territory, headcount, methodology, and overall GTM for Public Sector.

•Led front-line sales teams of eight reps in two different business units. •Deployed localized hybrid reps in-territory, leading pilot of new territory model in 2014-2015.

•Established the DoD market for Forrester. •Sold largest-ever new client ($1.1M annual) in Public Sector.

Led all new business development & sales for the Mid-Atlantic region.

Responsible for $500k annual portfolio of large law firms. Sold largest-ever deal in DC region ($125k) in 2005.