Greenlight Guru is the only MedTech Lifecycle Excellence platform covering the full range of quality management, product development, and clinical trial data in a single, easy-to-use platform.We help executives, product development, and QA/RA professionals overcome regulatory hurdles, bring new products to market faster, and embed quality principles, systems, and procedures into every aspect of their business. If you’d like to learn how we’re enabling over 1,000 of the world’s leading MedTech organizations to embrace True Quality at every stage of the journey, from ideation to commercialization and post market surveillance, drop us a line or send me an invite to connect.

CRO School Graduate (July 2021). Learned the key skills and strategies needed as a CRO, including developing a theory of enterprise value, financial modeling and unit economics, revenue team alignment, board management, and building a world-class team.

Pavilion (formerly Revenue Collective) is powered by an international community of revenue leaders from the world’s fastest growing companies. Together, we teach new skills, forge meaningful connections, and help our companies grow. As Core Group Leader, I supported and empowered Executive peers on their career journey through group facilitation, moderation, and curated roundtables. Unlock your professional potential by joining us at joinpavilion.com/apply-now.

Led Workday’s Employee Voice (Peakon) team in North America through several iterations of our selling motion, including net new, customer base, and co-sell models. Spearheaded global integration and enablement efforts, educating over 2,000 sellers on key buyer personas, positioning, and differentiation of Peakon’s offerings. Tripled regional ARR in an 18-month period, retaining 100% of acquired employees through the first year of acquisition despite significant restructuring and changes.

Managed commercial operations for the US, Canada, and Latin America, including 40+ employees across sales, regional marketing & customer success, with direct responsibility for regional P&L. Orchestrated turnaround of company’s most critical growth market, culminating in acquisition by Workday in Q1 2021.Grew regional ARR by 153% in 15 months, designing and implementing a complete overhaul of regional GTM strategy (later rolled out globally), and increasing sales & marketing efficiency by 76%.

Ran Enterprise sales division of approx. 30 field sellers. Increased new revenues by 97% over the prior half, drove 42% more qualified pipeline, and raised balanced rep performance by 50%, resulting in our two biggest quarters - and year - for that team.

Hired and developed a team that grew regional ARR by nearly 5x during a 2-year period, signing multiple “lighthouse” accounts that paved the way for future client acquisition. Created and implemented improvements to our qualification, sales process, and forecasting methodologies, while scaling direct sales and support functions (SE, Channels, CSM) and opening a dedicated New York office to support our growth. Highest producing region in FY‘19, winning Sales Leader of the Year” and qualifying for the company’s inaugural President’s Club, along with several members of my team.

Led new business sales team during transition to hunter-farmer model. Focused efforts on growing share in our core broker-dealer and investment advisory markets while launching new verticals in banking, insurance, and state & local government.In the 12 months I led the team, we grew new business by 59% over the prior year, shortened sales cycles by 38%, and increased average deal sizes by 118%.

Re-aligned East sales team and built Public Sector segment from scratch, growing combined revenues by 126% in just under 2 years. Promoted to Interim Director of US & Canada in Q3 CY15 before taking over North America new business organization in Q3 CY16.Revamped corporate sales process and built our first sales playbook, leading training and enablement efforts globally. Achieved five straight quarters of record ARR, with over 70% of eligible reps qualifying for President’s Club and receiving two “Manager of the Quarter” awards in the process.

As Territory Manager for New York City I led a team of inside sales, solutions engineering, and specialist sales reps to increase new business across Symantec’s Information Management and Security portfolio. This included developing our local go-to-market strategy to expand share, retain our existing customer base, and grow our footprint in both “core” and emerging products. Major accomplishments included growing new business in the territory by 43%, increasing renewal rates by 7%, and raising inside sales contribution by 27% through ongoing training & enablement.

As an Enterprise Account Executive for the Mail & Web division, I was responsible for helping our larger clients (1,000+ users and the Fortune 500) identify and remediate malicious activity within their corporate IT environments. I accomplished this by leveraging internal resources and channel partners to architect solutions that created value while differentiating Symantec in a highly commoditized cyber security market. During my 15 months in this role I grew our portfolio revenues in target accounts by 59% and signed up 23 new clients on our services.

Following the acquisition, I was tasked with growing midmarket sales of our cloud portfolio through direct sales efforts and strategic alliances with LARs, VARs and MSPs. I also partnered heavily with the greater Symantec sales organization, implementing a cloud training and lead sharing program with approx. 45 inside and field reps, resulting in a 61% increase in revenues for the territory during Q1 & Q2 FY11.Additionally, I began to take on more leadership responsibility, mentoring two new hires and helping them achieve a combined 122% of quota during their initial 6 month ramp. I also played a key role in our Salesforce.com migration, providing insight and feedback during testing, and training employees during the rollout.Other noteworthy accomplishments included winning Rep of the Quarter and Rep of the Year Awards, the Sales Director's Award, and two Achiever's Trips (President's Club).

During my time at MessageLabs I was responsible for business development and expansion of our SMB footprint in the US, Canada, and Latin America. Consistently a top performer, I was promoted to Commercial Territory Manager within my first year. *MessageLabs was acquired by Symantec in December 2008.