Pano offers a next-gen wildfire situational awareness intelligence platform that helps fire authorities, utilities, and community organizations respond to wildfires before they are destructive. Combining disparate data feeds including proprietary mountaintop cameras and geostationary satellites, the Pano platform includes deep learning AI to provide actionable insights.

Brought on as the first Sales Operations leader and challenged to bring software sales best practices to the world of real estate. Highlights:> Managed team of 11 (6 remotely-based) that delivered operational excellence to the sales lifecycle including GTM planning, pipeline generation, deal hygiene, forecast management, and post-close onboarding;> Partnered with cross-functional leaders in Sales (Real Estate) and HR to develop career progression framework by pairing job levels to an experience and core competencies rubric. From initial concept to org-wide delivery in 30 days;> Refactored incentive commission plan to align with 2020 objectives of improved gross margin and increased downside protections. Led roundtables and 1:1s with 30+ regional and city-level leadership teams to ensure a transparent, feedback-driven process. Crafted all final deliverables including legal documents and ICM tools;> Led CRM due diligence including evaluation, business case, budgeting, and contract negotiation. Our Sales Cloud selection led to company-wide Salesforce standardization on Pardot and Service Cloud with acquisition of over 500 licenses;> Established Sales analytics center of excellence - created the initial data dictionary that defined standard KPIs and cadence of distribution to the leadership team; > Oversaw multiple lead gen programs: (1) automated data sourcing generating 10k+ leads in a 12-month period; (2) outbound sales development; (3) inbound qualification; generated $50M+ in expected revenue on an annualized basis from the deals touched by Sales Ops;

Founding Sales Operations team member working with the VP of WW Sales & Customer Success to establish a world-class operating rhythm and structure. Highlights:> Designed and integrated entire technology stack that allowed for a fluid sales process and seamless support of all prospect lifecycle interactions from initial interest to mature customer. Tools implemented include SFDC (CRM), DiscoverOrg (Data Enrichment), Outreach (Sales Automation), Distribution Engine (Lead Assignment), DocuSign (eSig), Guru (Knowledge Management);> Led self-service implementation of Salesforce CPQ (formerly Steelbrick) to drive contract and quoting standardization across the Org; ~95% of all contracts transacted via CPQ from draft to fully executed with almost no user intervention and 100% automated metadata capture in CRM and CMS systems;> Acted as subject matter expert for Sales analytics responsible for designing ETL processes (sale tools --> data warehouse), scripting data abstraction layer to enable self-service reporting, and building robust visualizations (Looker);> Collaborated with FP&A in design of a hybrid commission plan blending the best components of SaaS and consumption-based models with predictive overlay based on customer segmentation;> Sales PoC for Hubspot (Marketing Automation) refactor; partnered with Marketing leadership to redefine prospect lifecycle stages to allow for more refined targeted and messaging;

Oversaw a Sales Ops team with 3 direct reports that provided key infrastructure,systems, and sales process support for a Sales & Customer Success team that grew to 100+. Highlights:> Revamped entire quota setting and distribution model; built full commission calculation framework delivering $1.5M+ in variable pay on a quarterly basis;> Owned “bottoms-up” headcount (rep ramp + attrition simulations) models for FY15 and FY16 planning (Excel-based); > Managed month / quarter-end close deliverables including ARR, churn, retention, cohort, CAC, etc. and post-mortem sales analysis with leadership teams;> Led Tableau implementation and own exec / sales leadership reporting roadmap;

Tasked with providing critical insights and recommendations to drive long-term strategic planning for the entire Sales organization> Performed due-diligence related to pivot in GTM sales strategy – analysis included comprehensive account mapping through verticalization, nearly $1.2M in monthly recurring revenue quota redistribution across 150 x reps, and design of equitable territory allocation;> Owned sales headcount (QBSR – ramp + attrition simulations) and target setting for FY15 fiscal planning;> Created scalable bookings reporting models for QBR and Board packages by normalizing data across multiple systems providing coverage for DocuSign's SMB, Corporate, and Enterprise direct sales teams;> Developed comprehensive sales forecasting methodology with bi-weekly cadence triangulating inputs from manager roll-ups, weighted pipeline, and predictive performance based on historic actuals via tools such as C9;> Provided analytics support for DocuSign’s largest strategic partner; built bottoms-up mapping of entire sales cycle (lead to close) to guide decisions on marketing spend and resource alignment;> Sales Ops representative on M&A team, supporting both due-diligence activities as well as integration strategy

Charged with maximizing sales effectiveness and ensuring continued revenue growth by taking a pragmatic approach to all sales and services-related programs from end-to-end.> Developed back-office workflows for Aruba’s Service Provider business including order entry procedures, proof-of-performance claims process, and overall business unit metrics with a run rate of > $8M;> Designed and implemented compensation plan for Aruba’s global account program; subsequently drafted gross margin template for worldwide deployments keying on FX rates and localized VAT variables;> Lead UAT efforts on early phase internal data warehouse and BI (Birst.com) implementation with initial focus on validation of >250 business rules applied against $2B in aggregate point-of-sale and direct shipments data;> Proactively managed effort to incorporate RFP best practices (cross-functional approval matrix, centralized knowledge base, …) accommodating average proposal volume increases of 59% Y-o-Y during a 3 year period;> Successfully secured 12+ SLED contracts and developed rigorous methodology for contract life-cycle including partner participating addendums and blueprints in order to accelerate the selling cycle;> Collaborated on development of predictive monthly product build forecast achieving historic accuracy of 75%;> Member of Aruba’s “Account Governance Team” tasked with optimizing current SF.com architecture through UI simplification and improved integration with data.com for meta data capture;> Generated > 3,000 targeted accounts in the K-12 space via lead gen program using mined public bond market data

Brought on to provide oversight of clients’ system integration projects through the application of company SDLC best practices.> Achieved 100% on-time delivery for multiple QA projects with technical oversight of teams of up to 6 members covering the entire QA lifecycle from test case creation to environment readiness > Spearheaded design of company’s flagship QA management application and subsequently drove product roadmap by identifying and prioritizing enhancements with Engineering based on industry trends > Promoted to strategic marketing team for creation of all company sales collateral (PowerPoint decks, data sheets, etc.) for proprietary software and service offerings targeting major telecom providers

> Streamlined test data creation process which improved efficiency 5x while eliminating error associated with manual data extracts; designed system requirements, data structures, DB schema, and all SQL procedures > Implemented training course for a client’s offshore project team with full integration within a 4 week period