Situation: Corporate F1000 sales team had capacity and territory to build out another US-based team Goal: To onboard and manage newly formed team of seven new account executives to sell research advisory services, as well as consultancy projects, to mid and large capitalized corporationsKey Outcomes: ● Onboarded seven account executives in Q1● Team sells into C-level executives in marketing, sales, IT● Team closed several six-figure deals in shorter time-to-close than usual (average deal length= 6-9 months)

● First person to hold role, which leads sales enablement, analytics, onboarding and coaching at 500-person executive search firm● Recreated onboarding process to appeal to different learning styles, which led to a 50% increase in engagement survey results for onboarded Managing Directors● Provide ongoing coaching for our newly-onboarded, as well as underperforming, Managing Directors● Created and identified predictive metrics and dashboards to better monitor new-hire progress● Identified skill and effort gaps across broader Managing Director population, and developed coaching strategy for 2023, which better utilizes internal resources while cost-effectively addressing gaps

Situation: Sales training and consulting firm had previously only sold through franchisees to businesses with <100 learners. Wanted to expand footprint to F1000 companies through expanded offeringGoal: Help build up their mid/large cap client base while also gathering market feedback to refine the new offering to better suit the target audience’s needsKey Outcomes: ● Captured two HR tech logos for $1MM+ training engagements● Built “Consensus” sales process incorporating all relevant execs in sales, L&D, enablement, and customer success● Helped inform technology development based on feedback gathered from prospects and customers

Situation: HR Tech SaaS and advisory offering had mass exodus of team in 2017. Solution set also lacked the service and facets that would appeal to companies in the spaceGoal: Rebuild team while also refining offering to be a true SaaS-based solution set with reliable renewal baseKey Outcomes: ● Managed own book of business and sold to 110% of goal in 2019 and 105% to goal in 2018● Hired new team of 8 while also redefining the value proposition, product set, and service cadence● Refined offering to include combination of improved advisory capabilities and typical SAAS solution facets● Promoted in 2019, based on first-year results, to Executive Leadership team

-Hired in 2014 to help solidify HR practice in Chicago office-Managed team of 7 AMs and support staff that was focused on best practice and decision support solutions for HR execs at F500 companies-Engineered 12% increase in %/goal YOY in incumbent territory via team building, sharing of best practices and improved growth infracstructure-2016 - Promoted to help launch integrated account management/sales model, which incorporated all of CEB's HR product suites into unified message to member corporations-Led team of 20 AMs/SEs/Support staff that were located across the country-Personally led effort to talk to all our senior execs in person on this new model and reorient them on how to work with CEB-Focused on larger scale initiatives, and was personally able to close two of the largest agreements in CEB's HR practice ($400K+ each)-Accomplished through consensus sales rigor and process that was translatable to others on team

First full-time employee at revolutionary payments-fueled marketing solution. Recruited original team of sales and account management personnel. Oversaw closing of 200+ storefronts in initial launch of rewards platform. Personally closed 40+ storefronts while also managing team through challenging initial years.

Head of strategy, sales and execution for all Groupon markets in Indiana, Kentucky and Tennessee.

Situation: FinTech firm needed to build out larger institutional division via new SaaS offeringGoal: Acquire new logos for new platform and ensure retention/renewals via serviceKey Outcomes: ● Recognized as top institutional research sales rep in four of five years ● Promoted to Vice President of Institutional Research Sales in 2008● Reorganized and reenergized account management process during 2008 financial downturn● Despite broader market pressures, retention rate improved from 77% in 2008 to 89.6% in 2009