Led global sales compensation efforts responsible for developing and administering full suite of sales compensation plans and incentives supporting cloud-based health / wealth / payroll / employee benefits engagement platform. Developed complex sales compensation approach to support significant changes in 2024 GTM strategy as part of divestiture of half of company and supporting sales staff, resulting in one public and one private business entity, each requiring separate administration, reporting, data sets, plan design, policy, and other necessary sales compensation resources. Retooled Xactly instance to support two-company approach and move from quarterly to monthly commission cycle. Designed and delivered sales compensation enablement to global sales organization for rollout of new plan and transition from quarterly to monthly commission cycles.

Managed global sales compensation strategy and plan design for leading Cloud Security SaaS platform, preparing for scale and IPO. Introduced company's first comprehensive set of sales Terms and Conditions and key sales policies. Directed system design and implementation of Xactly, transitioning 95% of sales organization from 500 on-off Excel-based statements to custom Xactly statements and reporting package. Established sales compensation governance committee (SCGC) and advisory council to drive better plan / policy design, oversight, and field engagement. Implemented case and exception management policies and tools to drive better efficiency, visibility, and uniform treatment of exceptions across sales, reducing time required to manage incoming exception requests by over 50%.

Scaled worldwide sales compensation operations supporting global CPaaS (Communications Platform as a Service) market leader both pre- and post-IPO, pioneering special consumption-based ARR incentives and performance metrics. Designed and implemented innovative sales incentive plans and policies to support global CPaaS market leader's growth strategy. Transitioned 75% of sales team from quarterly to monthly commission payouts, while reducing process timelines from six weeks to three. Oversaw sales team growth from <100 to 1,250 in five years, scaling high-performing global sales compensation team pre- and post-IPO.

Led North America sales compensation team responsible for strategy, operations, analysis, and day-to-day administration of sales compensation for several high-performance customer-facing organizations. Partnered with Sales Leadership, Finance, HR, and Corporate Compensation to implement sales compensation programs supporting PayPal's business strategy. Implemented IBM Cognos Compensation Management tool for monthly and quarterly sales compensation calculations and payouts.

Developed tools to operationalize Global Account sales, providing visibility into opportunities, pipeline, forecast, revenue, and sales achievement. Analyzed and published business reporting metrics for Global Account Managers and Juniper executives, including revenue, pricing trends, and product/geography mix. Enhanced systems for cross-regional management of non-standard pricing approvals and multi-national orders.

Developed and implemented new forecasting tools and strategies to coincide with Aperto’s global sales efforts. Improve forecast accuracy from 40% to 80% with simple techniques. Managed WW Sales pipeline; coordinate regular WW Sales calls to review each opportunity, progress, needs, revenue, etc. Using SalesForce.com, SAP, Oracle Discover, Right90 and other business tools provided detailed reporting analysis to Executive Management on: Customer Revenue Forecasts, Forecast Accuracy, Backlog and Sales Pipeline, Bookings, Sell-through, and associated sales commission reporting. Developed TAM and SAM analysis to better understand Sales and Marketing needs for lacking geographic regions (i.e. highlight required product features for a certain market segment, pricing concerns, competitors, regional partner support in place, etc.). Planned and implement key operational strategies and tactics to support Sale’s achievement of business goals and objectives. Drove customer RFP process by collaborating with field Sales, Marketing, Engineering, Operations, and Finance. Processes include needs analysis, financial/terms requirements, margin analysis, revenue forecasts, product requirements, fulfillment, etc.

Developed and implemented Executive Management and Board reporting strategies for pre-IPO Company. Defined and implemented monthly forecast strategy, process, tools, and associated Sales and Business reporting for Executive Management and Board of Directors. Established and implemented MRP tools and processes to manage inventories of raw materials, WIP, and finished goods. Created materials management workflow including Purchase Orders, Build Orders, Sales Orders, and Receiving.

Developed new worldwide revenue forecasting tools and processes for a $20B+ firm, collaborating with cross-functional teams. Managed $2B monthly revenue forecasts, improving accuracy to 90% through collaborative review methods. Resolved major issues with Offshore Revenue and Commission reporting, alleviating a $100M Rep commission problem.

Managed global relationships with key OEM/channel partners such as IBM, Dell, HP, and more, driving sales to $20 million and positioning the company for IPO. Developed programs for Fortune 500 accounts like State Farm, Microsoft, and Coca-Cola, enhancing distribution efficiency and boosting customer service ratings. Analyzed and improved POS reporting systems, leading to increased warehouse productivity and on-time order delivery.