My Sales and Go-To-Market journey...I started my sales career in college, selling cell phones and mobile plans for T-mobile. T-mobile was a pure retail environment where I honed important sales fundamentals, albeit unconsciously. I also completed a “professional sales track” as part of the UCF School of Business. In these courses, I further refined fundamentals through exercises in territory planning, role-plays and deal reviews. I later earned my (unofficial) PHD in Sales and GTM at the school of Force Management. Over eight years, I gained this hard-fought education across many different roles, ranging from product management, consulting, sales, and customer success.During my time at Force Management, I sold to and worked intensely with some of the most prestigious companies in high tech, such as PTC, BladeLogic, Okta, MongoDB, Qualtrics, Medallia, TEKsystems, Cloudera, Bazaarvoice and many more. These customer engagements focused on sales messaging, sales process, territory management, sales hiring profiles, development, and leadership. The next milestone in my career was joining MongoDB and moving to NYC in 2016. My first mission was to establish a sales enablement team that could evolve and scale with the company. This team continues to be a differentiator for MongoDB in recruiting and a significant contributor to our growth and success. In November 2019 I moved to Sydney, Australia, as Regional VP of Australia & New Zealand. I focused on the full GTM across lead gen, Commercial & Enterprise sales, pre-sales engineering, and customer success in this role. After making some key hires and re-shaping our playbook, we took this region from a perpetual underperformer to a highly reliable and growing team within MongoDB. Among many lessons learned that contributed to our success in A/NZ was our approach to blending what we know works (our proven sales-led methodology) with taking advantage of our excellent product. We leaned into a product-led mindset and studied the signals that indicated how and when to most effectively engage with users. We also listened and adapted to how our customers wanted to learn, try and buy an open-source, SaaS, Cloud and developer-focused product. We created something exceptional in A/NZ that will stand the test of time.