Manages, leads, and oversees the Operations arms of the Revenue Strategy center of excellence, including GTM Strategy, process & procedures, technology, CRM, and Deal Strategy/Deal Desk.Accelerated revenue growth from $5MM to >$100MM in ARR while scaling the business from 150 to >1000 employees within 3 years of Highspot tenure.Achieved CPQ implementation within 11 months (Market average is 16-20 months).Operationalized a New Partner & Strategic Alliances team with a partner journey framework, generating $4.7MM in pipeline revenue within its first year of launch.Shifted the pre-sales organization from demand generated to an account based, territory and pod model, creating optimal efficiencies (Generated the most pipeline revenue the company has ever seen over 2 quarters post launch ($100MM); Increased ASP from $110k on average to $139k on average; Saved the business $400k in software spend by consolidating redundant systems).

Successfully led the FY21-22 GTM strategy with a focus on Customer Engagement.Led all aspects of core initiatives to maximize Highspot’s cross-sell pipeline, ARR, and predictability of renewal revenue.Managed a cross-functional team, tasked with implementing the systems, processes, reporting, and operations to enable the identification, creation, and forecasting of up-sell, cross-sell, and renewal opportunities on customer accounts.Collaborated with the Enablement and Sales team in developing new rules of engagement and SOPs between AEs & AMs.Enabled the creation of $11.4MM AE cross-sell pipeline opportunities with a close rate of 58%, resulting in $6.6MM within 6 months of the expansion approach program launch.Successfully led the AM team in implementing renewals forecasting systematically, creating higher accuracy, deeper insights, and more visibility into predicted outcomes (Instrumental in closing $37.8MM retained ARR at a 93% retention rate).Deepened our partnership with SFDC by implementing their top-tier partner program, which influenced ~$16.5MM partner sourced revenue within 6 months of the COA/PNR program launch.Recognized for having the most diverse team (BIPOC) in the broader department with 0% BIPOC attrition.Provided a couple business hypotheses on multi-threading and persona outreach (Insights were actioned on by the Sales team, resulting in an increased company win rate by 10 points).Developed at customer scoring and whitespace formula to identify which customers have a high propensity to buy with available whitespace, resulting in $4.7MM in up-sell ARR within the first year of launch.

Successfully managed, led, and oversaw a diverse team in the Revenue Operations department, with a charter to equip Highspot pre- and post-sale teams with best-in-class tools to accelerate revenue growth.Led all aspects of improving rep workflow and data architecture to measure rep behaviors and how they relate to ARR.Implemented Highspot’s first product and packaging change with a platform and add-on sku for a newly released product, resulting in $6MM new and $4.3MM expansion closed won revenue within the first year of launch.Led and oversaw the build of an internal native SFDC platform that captured full funnel sales data (The platform enabled Highspot to report on 100% of their business metrics from MQL to close won opportunities, conversion rates, and velocities).Effectively modernized technology platforms to increase productivity and business growth: SFDC lightning migration, implementation of product & price books, and development of standard reporting and self-service analytics via Tableau.

Recruited to implement Salesforce.com into a rapidly scaling SaaS company.Collaborated with the Senior Leadership team in defining requirements, building processes, and custom designing Skilljar’s data model.Skillfully consolidated all reporting with a focus on key metrics for Sales, Marketing, and Customer Success teams including ARR tracking in Salesforce.com.Implemented Salesforce.com with a focus on deprecating legacy systems and migrating all historical data in 4 weeks.Significantly increased ADR throughput 5x by automating inbound lead assignment, auto-reach out, system training, and hands on engagement.Successfully implemented an integrated tech stack: Salesforce.com, Outreach.io, HubSpot, ZoomInfo, Drift, Zendesk, Skilljar, and Sales Navigator.

Successfully developed, managed, and oversaw a diverse cross-functional team of Revenue Operations & Systems Analysts, each with specific responsibilities for key systems in both pre- and post-sale teams.Led all aspects of removing constraints while continually optimizing processes to improve data flow, integrity, and efficiency, through enablement and automation.Provided in-depth data analysis and business insights to achieve business goals along with company alignment. Created a software procurement process with a focus on centralizing evaluation, contract negotiation, vendor security compliance, and renewals with decision authority for over $1MM in annual spend.Significantly optimized systems expense by 10% by removing redundant systems and renegotiating contracts.Recognized for increasing sales efficiency by 50% in a single revenue quarter by reducing cost and increasing ACV.