• Develop and execute a comprehensive Revenue Operations strategy focused on data integrity and cross-departmental alignment.• Optimize lead-to-cash processes and revenue-critical operations for accuracy and efficiency.• Spearhead data-driven decision-making frameworks to track revenue performance and provide actionable insights to sales, marketing, support, and customer success leadership. • Collaborate with Finance and executive leaders to develop accurate, data-driven revenue forecasts and growth scenarios.

My focus is on unlocking sales performance through improved efficiency, transforming sales tech stack, and building sales and leadership capability.• Determine and direct operational priorities for customer acquisition, growth, and retention to achieve revenue goals• Build high performing teams and lead them to success by developing repeatable Sales and Customer Success processes.• GTM planning partner for CRO and GTM leadership (Sales - Channel - Marketing - CS)• Partner closely with Revenue Leadership Team and their functions, serving as subject matter expert to monitor and report on the sales and partnerships funnel from lead generation through to deal to partnerships and account growth• Define, manage, and provide insights on key performance metrics• Develop and execute initiatives designed to optimize sales team efficiency and productivity• Create and manage operational processes such as target setting, forecasting, and budgeting• Conduct and enable regular business reviews and resource planning• Build high performing teams and lead them to success by developing repeatable Sales and Customer Success processes• Oversee implementation of enabling systems and tools, working closely with internal systems teams

Pipeline & Forecasting• Implement comprehensive pipeline and forecast reporting, processes and tools across all business lines.• Guide sales leadership to accurately forecast business. Manage forecast calls and associated requirements.• Establish stage benchmarks and expectations and assist CRO in managing sales organization against those to ensure pipeline is accurate and always moving towards close.• Establish and enforce cross-vertical pipeline management expectations; responsible for the ongoing communication with sales leaders for clean and accurate pipeline data.Reporting & Analytics• Provide business critical sales and revenue insights using analytics, ensure cross functional alignment of sales and company goals and execution.• Deliver accurate and relevant dashboard reporting: Create, improve and maintain key dashboards for executive management team. This may include weekly, monthly and quarterly reports, among others.Operational Efficiency• Spearhead cross-functional sales and customer success operations team to ensure comprehensive planning and coordination.• Evaluate effectiveness of sales tools across the organization (and in the industry) and make recommendations to leadership on investments needed.• Develop strategies to optimize Salesforce and other enterprise sales tools across all business units.• Help to facilitate and resolve day-to-day sales operations challenges related to Salesforce.Sales to Customer Success• Ensure processes for transitions between sales to account management across verticals and to the field are optimized, documented and clearly communicated.Strategy & Planning• Work with leadership team as well as cross-functional leaders (Finance, Technical Support, Marketing, etc.) on the annual business planning process.• Collaborate with global leadership to refine KPIs and interpret results into actionable recommendations.

Purchased and implemented Salesforce Enterprise CRM prior to their acquisition by Carbon Black Inc.

Acquia was the 8th fastest growing private software company on the Inc. 500• Own development and analysis of key performance metrics, reports, and dashboards for process improvement• Salesforce.com (SFDC) administrator for user management, workflow optimization and implementation, data monitoring, and curated reporting• Liaise cross-functionally (marketing, sales, finance, onboarding, client services) to provide strategic alignment and support• Assist in all facets of sales planning, including sales forecasting with Executive Team• Lead weekly Sales meetings and Forecast sessions• Own sales enablement through training programs across the organization; regularly review and update training materials, SOPs, business documentation, and sales tools; research and identify new methods and processes for improving sales efficiency• Manage Deal Desk team whom draft, prepare, and track contracts and legal documentation• Manage Proposal response team

• Lead, coordinate and continuously refine sales forecasting, planning and budgeting processes used within the sales organization• Develop sales enablement programs to drive growth, account penetration and customer acquisition and retention• Manage development and administration of sales incentive compensation programs• Setup, maintain, and modify sales territories and provide comprehensive analysis of territory alignment decisions• Assist in all facets of sales planning, inclusive of regular updates to quotas, headcount and sales plan• Collaborate with marketing to establish sales content (internal and customer facing materials), as well as nurturing/touch-point programs• Analyze sales processes and conversions, implement and coach to the agreed upon sales processes and sales methodology.• Compile customer, industry and market data to understand emerging sales challenges, opportunities and needs• Generate and analyze all Sales and Marketing data for Board of Directors meetings as well as scheduled and on-demand reports for Sales, Marketing, and Executive staff. • Administer, manage and report on revenue forecasting using Acquia methodology and automation/forecasting tools; drive adoption of forecasting tools and dashboards within respective regions• Proactively diagnose the analytical requirements of the sales organizations; design and deliver reporting to meet their requirements• Partner with Sales Management on business planning and strategy for their respective sales areas• Assist in the structuring and approval process of customers contracts• Salesforce.com Administrator

Managed the operations strategies and initiatives for the global sales operations across all Rapid7 entities. Responsibilities include formulating policies, evaluating and analyzing efficiency of current processes and methods, development of strategies and managing daily operations. • Collaborate with executives and sales management to ensure timely, appropriate implementation of strategies and processes to enhance sales results• Understand the sales processes across several different geographies as well as through e-Commerce and the various interactions of the systems involved• Make recommendations for cost effective and efficient solutions and methods for improved operations• Create documentation and training material for processes and policies• Develop, train, manage and track Sales pipeline and forecast• Have a firm knowledge of the company’s product portfolio for corporate, consumers, and OEMs, and understand the sales and marketing strategy for each• Understand and manage all forms of operating data, including leads, transactions, deal volume and size, billings, maintenance take and renewal rates, amongst others• Create and manage analytical dashboards to allow for accurate and timely analysis of operating statistics and segment versus product line breakdowns• Provide weekly, monthly, and quarterly reporting and analysis for Sales, Finance & Marketing (ERP & CRM)• Ensure transactions meet accounting terms, establish and maintain an appropriate system of internal controls for reporting• Coordinate and complete RFI/RFP and Proposal requests• Provide all internal new hire training and CRM development

Hurricane Katrina Disaster Relief work with Red Cross, Habitat for Humanity, UMCORP, and other non-profit organizations.