Driving innovation through AI-powered conversational intelligence to meet the changing landscape in modern sales.

- Contracted to head Professional Services efforts, with primary focus on managingand directly retaining $Ms in ARR- Direct relationship manager of 15+ accounts including F500 companies- Led customer support efforts, directly handling Tier 2 escalations- Project management for continued support of sales efforts, as well asexpansion/upsell/cross-sell of existing accounts

- Directly involved in signing and growing customers from a few pilot customersupon joining Airkit to several large enterprise clients with AAV of $100k+, includingprominent F500 banks and insurance companies- First Sales Engineering hire (3rd go-to-market hire), brought on to help establishsales strategy for evangelizing and empowering early adopters, then buildrepeatable processes to scale the sales team and revenue- Hired and managed a team of 3 individuals, where I was responsible fortraining and empowering them to perform over 1000 demos annually, and constructover 100 Proof-Of-Concepts to drive deals- Enhanced Proof-of-Concept creation best practices and built a repository oftemplated resources to scale POC building both at the SE level (~20 hours per POCto ~6, a 70% reduction) and at the Account Executive level (can utilize templatedapps and a branding guide to build simple branded demos in < 30 minutes on theirown)- Involved early in building out sales tooling (implementer/de facto admin ofSalesforce), and customer collateral, such as our post-sale Statementof Work template which is still used today, as well as our Security Whitepaper, whichhas aided in reducing our security review cycles from the industry average of ~3months to around 4 weeks.- Partnered with Product Marketing, Developer Advocate, and Solutions teams tobuild out additional videos, documentation, and other resources to aid in explainingthe value propositions of Airkit to prospective clients and increase organic inboundleads, such as the Airkit Demo Center (https://www.airkit.com/demo-center/)

- Helped grow company revenue 8x during 1.5-year tenure through efforts to enable clients on the platform and drive adoption/growth- Oversaw redesign of internal documentation and creation of customer-facing deployment templates using Google Sheets to effectively capture necessary information for successful installations, reducing time to onboard from >30 days to less than a week- Hired/trained an additional SE team member and built onboarding playbook usingAsana to track ramp milestones against expectations, reaching full effectiveness in 3months (same ramp time as AE)- Assisted in pre-sale support, post-sale deployment and integration, as well asongoing Tier 2 support for any integration-related issues and questions- Managed integration relationships with external property management softwarevendors

- Joined as founding Pre-Sales Solutions/Sales Engineer, initially supporting a sales team of10, which grew to 25 in less than a month (with no additional SE headcount),expanding revenue by 300% YoY during my 2.5 year tenure- Helped build and implement value-based selling strategy to move from primarilySMB-sized accounts to Mid-Market and larger, with average reduction in sales cycleof 20% and increased average ARR of 25% where Solutions Engineers were involved- Served as SE on largest Total Contract Value deal for company during my tenure(multiple $M over 3 years)- Developed role expectations, hiring plan, and technical interview process (includingexercise) for additional Solutions Engineers, participating in hiring of an SMB SE andan Enterprise SE, both of which I trained and mentored- Standardized demo script, AE/SE call roles, and tooling, including a custom Chromeextension that pre-loaded simulated data into the web application to enhance storytelling of the product demo, in order to drive >50% interest stage demo conversion

- Served as relationship manager and primary implementer for first annual recurringcustomer, growing account from a 6-month POC to a $200k+ ARRcontract- Joined team as one of first 3 sales hires, handling everything from inbound leads, torunning sales cycles, to negotiating deals, to managing client implementations- Performed executive pitches to F500 companies at Google Ventures, KPMG, andA16Z offices multiple times per week- Built and maintained product feedback loop utilizing our own product and heldregular check-in meetings with product team

- Hired as first direct-from-college hire for company and was template for future SEteam hiring, as well as a primary contributor to onboarding program and materials- Featured as utility Sales Engineer that covered all territories and supportedemerging regions (Europe, and Australia, primarily, where I helped train and growthe APAC team), as well as new product lines, directly impacting revenue growthdomestically by multiple $Ms net new ARR annually, as well as over $500k in APACmarket in the first year of operation- Supported newly-formed Account Management team as a technical resource andhelped build hiring requirements template for Technical Account Manager role tofurther scale existing account growth and helped drive an over $1.25 Net DollarRetention metric- Designed and implemented tracking of Sales Engineer metrics in Salesforce forvisibility into team effort and ROI, with highest activity at 20% more than nextclosest SE on the team- Architected RFP/Security Repository on Confluence to scale prospect responses,reducing effort by over 75%- Transitioned to role in Sales Scoping to help bring late-stage prospects across finishline by selling them on value of our post-sale team in helping them meeting theirproject goals and timelines, decreasing high-risk early churn rates by over 50%- Performed Demo for SIIA CODiE Panel, resulting in back-to-back years of being named a finalist in multiple categories