Advising high-growth tech companies on process, enablement, analytics, and tools.

● Transitioned business model from consumption-based to subscription, ensuring seamless alignment across internal teams and external stakeholders.● Led Annual Planning process, including headcount forecasting, territory design, quota allocation, and compensation plan development.● Built a new commission model and successfully ran commissions for two quarters, ensuring payout accuracy and transparency.● Co-led Sales Kickoff (SKO) to align GTM teams on strategy, goals, and priorities for the new year.● Managed a team through the operational shift, ensuring smooth execution during the transition.I initiated a subscription-based reporting framework to support forecasting, revenue visibility, and performance tracking.

I opted to step away from work, and to ski, travel, eat, spend time with friends, and enjoy what life has to offer.

● Recruited to grow the subscription advisory business and run Research on Revenue Operations to produce authoritative collateral on RevOps to grow the company.● Launched SBI’s first Annual Planning Resource Center resulting in SBI owning the market on Annual Planning content and expertise, driving a projected an increase in revenue.● Built and managed maturity assessments for RevOps, Marketing, and Sales Tech Stack to evaluate, list areas of focus, develop solutions, and execute work; driving a new revenue path.● Advised clients on all topics associated with RevOps: Operations, Enablement, Insights, and Tools; and resulted in a 5% increase in revenue by providing a subscription advisory not offered by other companies.● Spearheaded a RevOps vs GTM Ops study informing our clients and authoritative literature about the increased value of having a GTM Ops team over a Sales Ops team, such as a 38% increase in deals with an aligned GTM team.

● Recruited by CFO and CEO to drive growth through operational efficiency across the customer lifecycle by increasing capacity; reducing ramp time; and improving core metrics to grow the business.● Created recurring metrics leading to insights that created changes in our sales process to increase our “Closed Won” rate by 12%, and reduce the sale cycle from 128 days to 74 days.● Built a lead-to-customer model and managed the Marketing and Sales business against the model resulting in a 15% decrease in Marketing spend and a 20% increase in revenue.● Developed reports for the Leadership Team and Board of Directors to make tactical and strategic decisions for the company leading to the new product packaging and increasing expansion orders by 30%.● Created an onboarding program for new sales hires, reducing ramp time from 5 to 3 quarters.

● Contracted to offload analysis work from the Finance Team including product forecasting, revenue forecasting, and a white space analysis to create additional revenue.● Consulted in Revenue Operations for operations, enablement, insights, and tools.● Conducted a white space analysis expanding the TAM by over 400% and forecasting a 50% growth in future years. ● Implement weekly sales forecast bringing accuracy from single digits to 50%+, built account/territory/quota plans for 2020 using a top-down and bottom-up approach, and modified sales process to match revenue recognition rules.● Built territory and quota plans, product and quota plans, and developed commission plan and model leading to the 2020 FY sales kickoff event with a target growth of 15%.● Evaluate, recommend, and implement a Marketing Automation Platform leading to a 10x increase in marketing leads.● Leveraged training programs and consultative sales strategies driving top-line revenue growth year-over-year by 20%.

• Focus on operationalizing the necessary data and supporting technology to design and implement informed direct B2B Go-To-Market strategies that enable the Company to attain and exceed their growth/financial goals• Optimize existing revenue models and create new revenue streams. Create and implement communications strategies to drive all Sales (including Channel) teams to work cohesively• Drive the evaluation and implementation of solutions and processes within 4 areas of focus: Technology/Tools Analytics/Insights Enablement (ensuring all tools are used properly) Strategy• Partner with CRO and Finance and Accounting team to model and design Revenue team incentives, productivity metrics and expectations – including the design and optimization of sales territories, roles, responsibilities, rules of engagement, discounting policies and approval matrices• Lead all aspects of sales incentive compensation planning. Ensure the Company’s sales compensationsystems, processes, policies, analytics, and calculations are accurate and deliver timely payments• Provide proactive guidance to optimize and scale key business operations and systems to enableinternal and external efficiencies in a hyper-growth environment• Deliver weekly/monthly/quarterly forecast, pipeline, and performance metrics reports and provideinsights and predictive trend analyses for CRO and Executive Leadership Team/Board of Directors• Build the Company’s Data Warehouse Operation• Project manage back-office cross-functional projects and processes with key stakeholders in Sales,Operations, Marketing, Finance, HR, Legal, and IT/Systems• Lead Recruiting efforts for your team and develop/oversee onboarding – facilitate training andmaintenance of all ongoing training documentation• Own the Company’s Revenue Operations Intelligence and participate in high-level strategy discussions• Manage Vendor Relationships and build highly successful win-win relationships with them

• Act as a Chief of Staff for the Sales Organization• Manage Sales Forecast • Build and Manage Deal Desk• Manage the Growth of the Sales Org• Conduct White Space analysis• Partner with Sales Enablement for Onboarding and Trainings• Continually make the sales process as efficient and effective as possible• Design, Build, and Manage Sales Compensation Plans and Model • Manage Quota design and roll out• Manage a team of SFDC Developer Contractors

• Sales Productivity Analysis - Assess a variety of sales roles to ensure they are all allocating time in an optimal way to drive the highest yield.• Process and Infrastructure - Craft a buyer-aligned set of sales processes with clear interlocks, supported by tools and technology necessary for driving revenue.• Sales Intelligence - Develop critical measurement categories, specific metrics, and outputs aligned to audience requirements.• Incentive Management - Use incentive compensation more effectively to drive top line goals and objectives.• Sales Operations Functional Design and Development - Design a best practice for structure for sales operations based on sales functional needs and maturity.

Develop, build, and manage the Customer Success customer facing reporting. I use PowerBI to mash up 2 to 85 reports, transform the data into something useable, and then run pivots and analytics on the data to produce a single report for each customer.This is in place of a robust reporting platform within CommercialTribe.

Coached 1-meter springboard diving to 26 girls from 6 different High Schools. I had 4 girls attend state, 2 in their first season diving.

Manage the G&A, Sales, and Marketing operating budget for GHX. This includes budgeting, forecasting, and variance analysis.

* Project Management responsibilities including the coaching of more junior peers.* Prepare and analyze consolidated reporting to all levels of the organization on actuals and forecasts* Manage, in partnership with sales, the sales headcount, quota, forecasts, commissions, operating expenses, and targets* Analysis of monthly statistics* Responsible for developing Rally's 4th Financial Statement* Conduct research and analysis of variances to ensure data accuracy* Provide ad-hoc analysis and reporting from several systems Rally has built and purchased* Software Used: - Excel - Power Query - Power Pivot - Other Office Products - Google Docs - Tableau - SQL Query Tools - Salesforce.com - Netsuite - Workday - OpenAir - Anaplan

Collect, analyze, and report sales related information in an ongoing attempt to increase sales productivity. Collect sales records and evaluates the overall performance. Create both custom and standardized reports, conducts sales and quantitative product analyses, provides support for reps, and internal promotions and assesses data integrity and future needs. Develop and track key performance indicators to understand the business and improving decision-making. Build commission process and run commission model for sales organization. Work to better commission model.

Rally is the recognized leader in Agile application lifecycle management (ALM). We are dedicated to helping organizations embrace Agile and Lean development practices that increase the pace of innovation and improve product quality.One way to describe Rally is to say we are absolutely dedicated to making your development organization faster, leaner and more agile. In fact, we think helping you be "on time and on budget" is setting a pretty low bar for success. We want you to consistently win product awards. We want to spike your net promoter score. We want you to be in control of your own destiny, because no matter how fast things change, you've got the speed and agility to move to the front of the pack.My part in this fine company is to populate, maintain, and analyze an order history database for Rally Software Development. The purpose of the database is to answer the financial and sales questions that have never been able to be answered to before. The answers will lead to company direction, business development, and process change.♦ Database workflow design, manual and automated population of database, front end web app process design.♦ Comprehensive database management and migration from Excel to SQL♦ Salesforce process development♦ Generated new business processes and tools for the analysis of the database

T.A. for Business Performance Excellence Class

Full Time MBA Student

· Trained on "The Maverick Process," and helped produce two publication "Fundamentals of Success" and "The Blue Fish Methodology" thereby resulting in a change of strategic direction from a service company to a products company. · Held a non-responsive client accountable, after management gave up on client, resulting in the close of a 6-month overdue contract deadline between the client and the customer. · Aggregated a mound of collected content to an edited, proofread, and formatted ready to publish book to be sold by Maverick & Company.

· Oversaw, coordinated, and planned day-to-day construction operations for multiple projects.Computer Technician May 2005 ­ August 2008 · Built tools to analyze completed project's budget and scope resulting in savings of time, money, and resources. · Created an in-house SRM (Supplier Relationship Management) piece to be combined with accounting and project management departments decreasing costs and time while increasing collaboration and efficiency.

· Identified and filled a void in Aspen property management market by working 1 on 1 with frustrated owners and their properties. Created an alternative solution to large companies overseeing their properties and distributing the work on the properties. · Managed a $22 million property portfolio, including a 50-room hotel in the off-season. · Created a system to coordinate, schedule, and setup facilities usage for a range of guests adding efficiency, reliability, and quality to the company.Computer Technician October 2005 ­ August 2008 · Small Business Services ­ Repaired, built, upgraded, and purchased computer systems; hardware and software support; remote and mobile user support; user training and support; printer maintenance. · Home Computers and Electronics ­ Provided computer repair, setup, purchase, upgrade, and training; assisted with data backups, email, spyware removal, and virus removal; install home electronics.

Computer Consulting. Focused on consumer clients with problems ranging from installing new hardware on computers to creating networks. I also worked on the software side, wiping and rebuilding the users data and profile to create a bug free, faster running, system.I also worked for a few commercial clients, usually one on one with individuals who were having computers difficulties.Training was also part of the job.

Built analysis tools to better comprehend project budgets.Designed a company wide contact infrastructure updated in real time.

*Recruited future salesman. Trained recruits for a summer of door-to-door sales.*Helped manage and train thirty first-years throughout summer. *Door-to-Door Salesman Summer 2002, Summer 2003*Financed education by selling books and software door-to-door to families in their homes as an independent contractor. Ran own business by purchasing products from Southwestern at wholesale and selling them to customers at retail.*Established successful principles (i.e. scheduling, positive attitude, goal setting, and self-motivation).*Prospected and approached over 2,500 families at various socioeconomic levels each summer.*Earned Super Star Sample Case Award (80+ hrs/wk & over 180 demonstrations/week), Gold Award (working 80+ hrs/week for entire summer), and Big Check Award (net savings $5,000+