Helping Xylo's C-Suite, Board, Advisory and operational team establish and follow strong GTM processes and cadence built upon reliable data and systems from an early stage. Also having a lot of fun with really cool people who want to help other people be cool to one another!

First dedicated GTM executive overseeing a consolidated marketing, sales and customer success organization and the operations associated, while aligning Salesforce, NetSuite, Revenue and Financial Operations consultancies and complementary managed iPaaS business. Provided advisory and management backup to CEO during sale of firm’s applications development division. Tripled logos under management for Salesforce consulting team. Directly sold two largest ($100K+) Salesforce services contracts in company history. Oversaw >5x qualified pipeline volume and 100% growth in billable hours for Salesforce and RevOps. Recruited multiple technology partners. Formulated ICP, scoring and targeted outbound cadences. Spoke on multiple podcasts and at community events. Established asynchronous selling with business cases. Piloted Gong conversational intelligence. Drove consistent social selling and community engagement resulting in >50% increase in company followers and >2.5x increase in personal audience.

Created and ramped GTM Advisory, Technical Account Management, and Professional Services teams in alignment with 40%+ year-over-year growth. Advised high-growth, Cloud 100, and product-led companies on data science, predictive modeling, data and revenue operations disciplines facilitating multi-funnel GTM strategies including Inbound, Outbound, PLG, and ABM. Solved personnel, process, operational, and data challenges in coordination with VP and C-Level executives and their Sales, Marketing, and CS Ops and broader go-to-market teams. Established and optimized onboarding and customer health and streamlined product adoption and use cases. Supported NRR while delivering 90%+ on KPIs/OKRs.

Scaled revenue operations across all GTM teams at infrastructure tech unicorn in hypergrowth. Hired and led core team of four direct reports over marketing, sales, customer success, systems architecture and BI operations. Ran charter, monthly performance and executive reporting, budget, operational and data hygiene cadences in coordination with business operations staff. Optimized request intake, requirements gathering and approval processes for operations deliverables ranging from campaign infrastructure and maintenance to systems integration across multiple teams, stakeholders and consulting partners. Organized and led ongoing revenue operations roadmap cadence for all key business owners. Launched and leveraged CRM (SFDC, CPQ, Partner Community), MAP (Marketo), data (Clearbit/ZoomInfo/Intricately), routing (LeanData), deduplication (RingLead DMS), notifications (Slack), ETL (Custom/Celigo/Fivetran), attribution (Bizible), DWH (Redshift), BI (Looker/Tableau), ABM (Engagio), sales intelligence (Clari), sales engagement (SalesLoft), success management (Gainsight), and change management (Flosum) platforms leading to speeded forecasting, accountable channel/teams attribution, and coordinated playbooks. GRC, SOC 2 and IT steering advocate. Ramped over 200% user growth while cutting per-seat spend.

Augmented, aligned and optimized Jitterbit's marketing and sales processes, CRM, business intelligence and marketing technology stack. Implemented and iterated sales process compliance controls, predictive lead scoring, and business development SLA tracking in CRM. Defined and managed marketing deliverable task list automation and SLAs across ten teammates and outside agencies. Evaluated, launched and leveraged multi-touch attribution (Bizible), sales intelligence (InsightSquared), BI (Slate), content management (Kapost), intent data (G2 Crowd), and sales engagement (Outreach.io) platforms leading to improved accuracy and advanced forecasting, speeded content output, and increased sales productivity and tracking. Implemented and launched new sales processes in SFDC with custom UI and validation per C-level requirements to over 40 users. Revenue advocate on CRM governance, SOC 2 and GDPR committees. Supported multi-year, high double-digit topline growth.

Team leader and consultant advising on quantitative marketing, sales operations and automation for over 40 client engagements in technology, B2B and consumer industries including Eloqua, Equinix, RingCentral, Splunk, Mindjet, Tripwire, Yodlee, American Express and Treasury Wine Estates.Designed and implemented custom lead scoring, drip/nurture campaign, data capture/augmentation, lead management and customer lifecycle solutions via Salesforce.com, Eloqua, Marketo and various business intelligence platforms. Created and launched proprietary Demand Funnel Record product in Salesforce.com resulting in multiple deliveries of consolidated closed-loop ROI, funnel velocity, and revenue attribution reporting and custom dashboards. Consulted on content creation, alignment, cadence and design optimization. Supervised in-house automation for events, lead capture and reporting.Met or exceeded delivery targets and annually averaged 146% of expected client commitments. Managed over 200 projects and campaigns supporting 19% year-over-year revenue growth and concurrently quadrupled head count.

Lateral shift to drive marketing automation and CRM adoption. Focused on Salesforce.com, Eloqua and complementary platform implementation and administration.Built integrated marketing and sales funnel within and across five business units and eight brands. Automated reporting and operational business processes. Managed acquisition and integration of Governing magazine databases into CRM and onboarding of expanded sales personnel. Designed and built lead scoring models for sales teams. Managed rollout of additional CRM calendaring features and ERP solutions in coordination with corporate IT team. Improved data quality, reporting and analytics for sales, marketing, and operations across the enterprise.Trained and supported sales, marketing and service cloud users, growing Salesforce.com adoption from 18 to 122 licenses. Designed and launched custom event logistics application, reducing support time by 120 man hours per month.

Managed all components and inputs of the marketing lifecycle for e.Republic’s portfolio of media, event and market research product and service brands.Supervised brand and positioning in coordination with publishers. Ran internal marketing services team delivering to five business units including website redesigns, sales collateral and editorial properties. Managed annual media kit production.Implemented Eloqua marketing automation and Salesforce.com CRM, consolidating seven databases on multiple platforms into single instance of record. Managed further customization of circulation and project management applications. Implemented A/B testing, increasing open rates by 17% and content effectiveness by 22%.

Managed all marketing activities for Americas distributor of Italian premium hair care product, Kevis (Lavilon HSOR), from Farmaka srl.Coordinated brand strategy, creative, pricing, and packaging to provide complete consumer experience. Produced effective radio commercials, website, SEM, e-mail, media buying, and direct mail campaigns. Supervised CRM strategy flanking marketing efforts integrating Responsys email marketing. Managed CRM projects resulting in survey and data-driven dynamic content of traditional and new media promotional materials.Doubled ROI on internet marketing campaigns through granular segmentation. Grew sales revenue by 28% over two years. Increased 2006 sales lead volume by 33% over 2005.

Coordinated and facilitated communications between numerous film industry professionals and firm’s PR executive. Aided in management of four-person PR team. Assisted in production of public relations, promotional and marketing activities involved in Warner Bros.’ worldwide theatrical release of The Last Samurai including televised interviews, press junkets, and personalized gifts for members of cast and crew. Provided smooth delivery of professional and personal necessities.

Managed four-person event promotion and hip-hop/house DJ team. Coordinated actions of self, partner, and disc jockeys to execute original nightclub promotions and events. Designed effective promotional material to reach target consumers in the Bay Area college and young professional markets. Controlled finances regarding marketing, production, and promotional activities. Produced mix CDs, hosted events, and performed on turntables.

Provided wholesale sales and distribution services throughout Northern California and Southwest U.S. sales territories for souvenir/educational map company. Opened six new retail accounts over six months. Maintained inventories and point of sale displays at approximately 50 retailers within territories.

Rode the hills, valleys and alleys of San Francisco as bicycle messenger four days a week while finishing my undergraduate degree.

Produced market sizing and analysis for clients Accenture, AMD, MasterCard, and Unisys. Found, analyzed, and ranked FY 2002 IT budgets for 50 states. Focused on collection and management of primary and secondary information pertaining to the electronic payment provider, electronic procurement, motor vehicle, and general public sector IT markets.

Published as writer for two years, authoring two articles per month. Assisted in management of nine-person editorial staff, after selection due to success in sales and reputation as Special Events Assistant and interest in technology and business processes. Interviewed information technology executives in public and private sectors regarding best practices in IT industry.