• Established a Revenue Operations function for a sales team expansion following a $75 million VC investment• GTM Strategyo For the 2023 plan year, I analyzed Gridpoint’s TAM, and converted the sales team from named accounts to an industry vertical GTM strategyo For the 2024 plan year, based on existing customer whitespace analysis, I am further refining GTM by splitting into acquisition and expansion sales teams• Sales Forecasting / Sales Reporting and Sales Analyticso Designed and implemented a Salesforce-based forecasting process, eliminating spreadsheetso Launched new sales stages and sales processo Created sales rep analytics and dashboards, which are being used to performance manage the sales teams• Salesforce.como Inherited a faltering 300 seat instance of Salesforceo Established a cross-departmental Salesforce Steering Committee to drive strategy for the Salesforce eosystem, breaking down data silos across the companyo Established data governance principles; purged twelve years of bad data; revised Profiles and Layoutso Migrated data from external applications such as Airtable into Salesforceo Have transformed Salesforce from an application that no one found trustworthy or usable, into a valuable and trustworthy CRM for Gridpoint• Sales Toolso Deployed Outreach, a sales prospecting cadencing tool for sales reps and BDRso Rolled out ZoomInfo to the sales team• Sales Compensationo Write the sales compensation plans for sales reps, sales VPs, and BDRs• Sales planningo Assign sales quotaso Work with Finance on revenue forecasting and the planning / budgeting process• Marketing Operationso Perform lead analytics and marketing program ROI analysiso Converted Gridpoint’s marketing automation platform from Marketo to Hubspot• Created a QBR process, run QBRs with other members of the sales management team• Report to the CRO

Direct Global Sales Operations Team for NetBrain Technologies, a $50 million SaaS company - Developed the company's sales operations strategy, systems, and team to support a growth from 10 to 40 sales people domestically, and zero to 20 sales heads in EMEA - Manage team of 3 sales operations analysts and 3 Salesforce administrators - Team supports global sales (US, UK, Germany)Own Salesforce.com for the full enterprise (300 user licenses) -Drive SFDC strategy, own vendor relationships -Implemented Salesforce Lightning in 2018 -Implemented Salesforce Forecast module in 2020 -Implemented Salesforce CPQ in 2020 -Implemented Aviso (forecasting), InsightSquared (sales reporting), LeanData (Lead routing) -Manage integrations with Marketo and Netsuite -Manage sales enablement databases (DiscoverOrg, ZoomInfo, LinkedIn Sales Navigator, D&B Hoovers). -Development of applications for sales, sales engineering, marketing, and customer supportSales Enablement: -Train on sales process (MEDDIC / Challenger blend)Manage sales reporting and sales analyticsContribute to design and rollout of sales quotas, and sales compensation plansManage sales forecastingManage sales territories - Created sales territories to support new channels: State and Local Gov't, Federal Gov't, and EMEA . - In 2017, verticalized the North American sales territories. This was a key contributor to NetBrain's 70% YoY increase in per sales rep bookings productivity.Run the weekly RVP sales meetingSales Management: -Managed Maintenance Renewal team, 2015 - 2017 -Managed BDR team, 2015 - 2017 -Q4 2017, served as acting RVP of the Banking & Finance sales team (8 sales reps). Delivered on our $2.5 million Q4 forecast.

Direct forecasting, planning, and sales reporting.Direct sales training process including new sales hire training, Challenger sales process training, product training, and systems training.Develop sales territories for new sales channelsManage sales compensation and quota assignmentOversee the daily support of 75 sales and sales support personnel.Manage all aspects of the company's 150 seat instance of Salesforce.com, including Order Processing Systems, integration with Marketo, executive dashboards.Manage complex software development projects to replace legacy provisioning and order management systems.Manage Sales Operations team of four: Sales Analysis Manager, Sales Training Manager, SFDC administrator, SFDC developer.

Forecast Bookings and RevenuesManage Inside Sales TeamManage Sales OperationsReview sales pipeline with each sales person each weekDraft customer sales contracts, negotiate with customer counsel as necessaryManage sales force hiringCreate and manage sales territoriesAdminister Salesforce.comCreated the HealthMiles Sales Certification training program, a full week sales training courseDevelop and administer sales compensation plansRun weekly sales force conference callsSales Planning and BudgetingFinancial Analysis