Closed the first few clients of our brand new product—Flume OS—and wrote the sales playbook to eventually hire and manage our Account Executive team. End-of-year forecast puts us at +100% of team sales goal. Built the Sales Enablement Team to leverage Flume’s deep industry expertise and equip our clients with marketing collateral and know-how to shorten their sales cycles. I collaborated with our People team to write the job description for this new role and hire a great candidate, who reports directly to me. This resulted in a 100% increase in revenue for at-risk accounts in the first 6 months. Wrote the LOI Proposal, pricing structure, and contract used by our Flume OS clients. Developed the compensation strategy for our all of the roles I managed: Account Executives, BDRs, Sales Enablement Manager, & Product Marketing Manager. My focus was always on career pathing and employee satisfaction. In 3 years, my direct reports only experienced 1 regrettable turnover.

Proved the thesis that led to our $30M Series A by designing and executing a comprehensive Go-To-Market campaign for a new product—Flume OS. In 6 months, the campaign generated pipeline of $10MM, and resulted in 1 signed LOI, though we hadn’t expected that until Q2 2022. Redesigned Flume’s brand following our product pivot. This included writing NEW customer profiles, writing value propositions for each profile, developing a new website & visual identity, and producing all new content to fill our blog and lead generation forms. The website and form fills contribute about 50% of our quarterly sales pipeline.

Conceptualized Flume’s brand, marketing strategy, and Go-To-Market strategy at the beginning of our Seed Stage. In order to set us apart from other TPAs and get a “quick win”, I positioned Flume as a tech-forward but fun persona to the “jaded” brokers desperate for an end to the healthcare status quo. This strategy led to the development of our first 50 broker relationships and first $500K in revenue year one, and ultimately our $30M Series A. Configured HubSpot CRM from the ground up. Users included Sales, Marketing, and Account Management—each with their own product requirements. I insisted on creating a culture of “garbage in-garbage out” data hygiene, and trained all users and new hires. We used this system to build the dashboards and Data rooms used in revenue reporting at the quarterly board meetings, as well as 2 rounds of fundraising totalling $36MM. Collaborated to design Flume’s first official website. This included writing customer profiles, copywriting each of the pages, collecting data and case studies, and developing the calls-to-action that would generate leads. I owned the relationship and project management with our design agency. We delivered this project on time and under budget. Managed the Content Creation Manager to create and manage our content calendar, with a focus on driving brand awareness and sales velocity. He and I wrote and produced almost all of the content that you can see today on Flume’s blog. The result was a consistent email engagement score in the mid-20’s (industry avg. is 11%), and consistent inbound lead generation monthly. Growth of this function was assumed by a Director of Marketing whom I hired and trained, but did not report to me.

Expanded MakerBot’s Channel Sales Enablement function by creating a standard framework for supporting ~200 resellers in the US, LATAM, EMEA, and APJ. I established feedback cycles with our resellers, built tools for engaging with them, and created content they could private-label. As a result, MakerBot’s reseller channel grew from #3 -> #1 revenue generating channel by 2018. Implemented a self-serve online portal where our 100+ US resellers could private-label marketing materials and watch online product training videos. This resulted in a huge gain in productivity for the marketing & design team, who no longer had to do all of that work by hand. It also raised our reseller satisfaction survey score by almost 200% between H1 and H2 2018. When I left MakerBot, we were in the process of deploying this tool internationally.Developed technical & sales product training curriculum that enabled our 100+ US resellers to describe and sell our newest 3D printer—METHOD—as soon as it was launched. We hosted these in an online LMC and instituted a new credentialing system which required all resellers to complete this training before they would be allowed to order METHOD. We saw a 99% completion rate—more than any other MakerBot 3D printer—and Reseller sales were the #1 sales channel for that printer at launch. Organized a “roadshow” to New York, Frankfurt, and Shanghai to formally present MakerBot's new 3D printer—METHOD—to our 80+ international resellers. This involved in-person trainings and demo's, as well as dinners and activities for large groups to build up our brand and relationships. This resulted in the MakerBot METHOD being our best-selling product in EMEA and APJ markets, outstripping initial sales growth of Replicator+.

Managed a team of 27 Inside Sales Reps by owning the CRM and sales process, coaching and mentoring, team strategy, and comp plan design. We consistently hit 100% of TEAM revenue goals quarterly. Coordinated with Marketing to develop & execute ongoing lead generation & sales campaigns for key verticals: education, architecture, manufacturing, tool & dye. In 2016 and 2017, Inside Sales was MakerBot’s #1 most profitable sales channel. Developed the Marketo-Salesforce integration in collaboration with Marketing Operations. These improvements raised our metrics around lead age engagement time, time to close, and win rate. Represented the Sales department on MakerBot’s cross-departmental data governance taskforce, where I acted as SME on sales data, and developed the reporting dashboards used in our C-suite QBRs. Prioritized good people leadership as the key responsibility of my job, where I focused on fostering an inclusive and satisfying team culture, and furthering the careers of the people on my team. 6 of my employees matriculated off of my team to more specialized positions, and I was also 1 of only a few departments who regularly accepted transfers from other departments.

Player/Coach to a team of 27 Inside Sales reps.Strategized and executed on a major team restructure with the Director of Sales.Piloted several strategic sales initiatives to test for viability before a full-team roll out.

Sold MakerBot 3D printers and accessories over the phone & email to a wide variety of verticals: education, architecture, manufacturing, and hobbyist. I consistently hit 100+% of quarterly sales goals.Became the SME on 3D printing in education when I noticed very early on that schools were buying printers more than any of my other leads. I dug into this, and eventually. Building on my targeted outreach approach, I was asked to start the Education Task Force which eventually became MakerBot’s #1 revenue vertical (60% of printer sales by volume). My leadership in this capacity resulted in my being promoted to Team Manager.

G1OBALS.org is an internet start-up based in Berlin, making relocation easier for expatriates by connecting them with trusted solutions and service providers. As marketing intern I achieved:Planed 3 networking events of 200+ multicultural attendeesDeveloped a strategic plan for website SEOData clean up of +8000 contacts through NationBuilder CRMAs Marketing Intern I learned:B2B & B2C communication processesInternet marketing best practices via content and lead generationPresentation skills through info documents, MS PowerPoint, Adobe Illustrator

Total Technology Solutions is a local technology and IT Support firm with thorough network monitoring and maintenance programming, focusing on solving problems before they arise. As a Technician I achieved:• Troubleshooting for 400+ clients on-site, over phone, & remotely• Post-purchase product support• Focus on Trust Relationships with clients/co-workers• IT project teamwork & management