Provide fractional Sales Ops guidance to PE backed companies ($5-$100M ARR). Engagements include all things Sales Strategy, including segmentation, identifying strategic growth levers, designing compensation plans, and determining appropriate system process and tooling improvements to drive efficiency.

• Lead all things Sales Strategy for $1B Valuation Healthcare SAAS company. Developed operating rhythm, team focus areas, and career pathing. Re-organized team to transition from reactive nature to proactive strategic advisors. • Overhauled commission plans to better align sales incentive with company performance, resulting in ~$1.5M in annual savings. Migrated commission process from disparate platforms into integrated 3P vendor which resulted in 45 days of time saved annually.• Reorganized Field & SDR territories based on market attractiveness. Evangelized and implemented new model, resulting in better SDR/Sales alignment and up to 10% increase in revenue due to improved lead flow in select markets. • Planned and executed 2 RIFs impacting 20% based on marketplace conditions, forecasts, and cash burn. Developed extensive sensitivity analyses that balanced performance with financial constraints for the Board. • Identified, organized, and executed a competitive go-to-market push related to an exit of a competitor. Worked cross-functionally to develop pitch, economics, and operational execution resulting in $2M+ in ARR, exceeding forecast by 20%.

• Lead Sales Strategy & Operations for $XXXM Valuation Series B / 90 person Fintech backed by Bessemer and Sequoia. • Crafted case studies to better articulate Papaya Pay value proposition. Standardized deal sizing templates, monetization and pitch decks. Improved go-to-market motion, resulting in 1K+ additional prospects and $100M+ in forecasted revenue. Evaluated opportunities in ancillary industries and sourced 3P lead generation partner to accelerate go-to-market motion.• Identified, sourced and managed 3P vendors to improve Sales team efficiency, resulting in 35% increase in outreach touchpoints. Managed sales tooling and data for 15K+ Partners. Migrated Sales team to Salesforce from disparate systems.• Drive weekly Sales Pipeline & Analytics meetings to improve understanding on QTD progress for executive team.

Lead global programs to drive global Pinterest growth across all geographies/service-models. Example focus areas include:• Account Ownership/Segmentation – Drive global process to align advertisers with appropriate geographies/service models. Incorporate 1P / 3P data points to help improve our understanding of advertiser business trajectory. Align cross-functionally to resolve conflicts with a focus on driving global revenue.• Advertiser Health – Operationalize product improvements to drive best practices with our Advertisers. Define what “good” looks like to adapt to the changing digital marketing landscape. Advertisers who are “Healthy” result in +XX% in conversion visibility/roas.• Quarterly Processes – Lead regularly occurring quarterly processes, including Forecasting, Account Planning, and Opportunity planning for select initiatives. Manage overall Sales Calendar and cross-functional dependencies.

•Head Strategy & Operations for the Merchant Business Development team. Lead small team in end-to-end partnership development, including business case formulation, product development, go-to-market strategies, and post-launch optimization. •Work cross-functionally with Product, Design, Analytics, & Marketing to prioritize strategic initiatives with Fortune 50 partners. Negotiate internally & externally on scope and timelines. Resulting partnerships result in 3M+ in monthly engagements and millions of annual revenues.

• Provided early stage companies with debt solutions that enabled business growth• Analyzed Technology and Life Science companies for product scalability, future market potential, and investor stability.• Responsible for a variety of Portfolio Management activities, including: exploring new business opportunities, examining deals for credit risk, underwriting and presenting deals to internal executive committees.

Credit – Perform extensive credit analyses on a variety of middle market and commercial real estate companies for transactions ranging from $500K to $1B (average deal size $15M-$35M). Develop excel models to analyze data and support recommendations. Communication – Develop and underwrite packages utilized by senior management in their decision-making processes. Present findings to executive level committees.Provide ongoing monitoring and support for both existing portfolio and new prospects. Underwent extensive 5-week training program designed to enhance sales & analysis skills.

Economic Research - Researched various areas of China to ascertain potential for U.S. investment; analyzed national economic development plans to assess potential impact on select areas.Teamwork - Briefed Chinese colleagues on American firms through various presentations and reports. Participated in an assortment of trade meeting preparations, acted as a resource for research on firms, markets, economies, etc.Assisted with logistical planning for delegation that announced U.S. participation in Shanghai Expo.