The mission of the Retool Revenue Operations team is to build the ultimate GTM machine for Retool and our customers. Our vision is to enable all Retool GTM teams to achieve their full potential by delivering outsized results and a world-class customer experience.Retool is experiencing hypergrowth, with aggressive plans to scale revenue, headcount, and the breadth of the business. I'm so fortunate to be part of an amazing team with responsibility across four key functional areas:Strategy & Planning: Strategic advisor, thought partner, and cross-functional advocate for the GTM leadership team.Operations: Operational nerve center responsible for centralizing, structuring and articulating the day-to-day business performance and challenges.Systems and Tools: “Product manager” responsible for delivery and continuous improvement of a world-class technology stack for all GTM teams.Deal Desk: Accelerate the sales pipeline for high value and complex deals by ensuring reps have rapid access to the resources they need to deliver these deals in accordance with Retool’s booking policies and quality standards.

As a member of Brex's GTM leadership team, I was responsible for connecting dots across departments and helping the teams I supported (Sales, Marketing, Business Development, and Relationship Management) drive the business forward by:- Defining sales and business strategy (e.g., customer segmentation, customer service models, coverage ratios, roles & responsibilities, KPIs, etc.)- Leading quarterly and annual OKR setting, planning, and budgeting processes, and then tracking delivery against these targets.- Defining organization, incentive, and compensation design- Defining productivity benchmarks across all roles- Serving as interface between GTM and key cross-functional teams (e.g., Finance, Accounting, People, etc.)- Researching industry benchmarks, trends, and competitive landscape- Providing operational “run the business” support for each GTM function- Leading deep-dive root cause analysis on specific, high-priority challenges- Manage weekly creation and improvement of business-critical reporting- Project manage and prioritize key cross-functional initiatives- Other support including quota setting, territories, compensation administration, troubleshooting, conflict resolution against RoE, etc.

Member of the executive team reporting to the CEO and responsible for the following functional areas:Finance & Accounting- Owns delivery on BoD deck and ongoing financial reporting to external investors- Responsible for all aspects of Finance, Accounting, Sales Operations and Customer Support with 12 ICs/Managers across the US. Own quarterly reporting to board of directors.- Defined and implemented comprehensive revenue and bookings methodology including analysis and modeling of 1000+ customer contracts, Salesforce design, and ongoing internal/investor reporting- Led vendor selection, implementation, and ongoing design/maintenance for key components of analytics stack including Snowflake (DWH), Fivetran/Stitch (ETL), and SnapLogic (integrations)- Delivered 2019 annual plan including two year headcount, revenue, and expense forecast for whole businessSales Systems, Strategy & Operations- Owns all business process design and implementation in Salesforce, including all supporting data engineering, contract modeling, bookings policy.- Design and implementation of variable compensation plans, quotas, and administration for GTM roles (AE, AM, CS)- Designed end-to-end sales contract modeling and automation process reducing by 60% the time to generate a sales contract while ensuring complete integrity of key contract details in Salesforce- Implemented push-button automatic contract generation using Nintex DocGen, Salesforce and DocuSignCustomer Support- Team in NYC and SF (launched Mode NYC office and hired team of four)- Supporting tens of thousands of users across the globe

- Launched Mode's first customer success and sales engineering team- Implemented Mode’s first ongoing and fully automated product NPS measurement process- Introduced support team operational efficiencies that reduced average initial ticket response times from 18 to 6 mins and extended support coverage by 20% without compromising overall resolution time- Developed internal answer bot to empower Mode employees to scalably ask the support team questions

I'm building a team of data obsessed analysts and data scientists who love working with people just like themselves to help them do insanely cool things with their data.- Defined and launched Sales Engineering function at Mode, including initial hires and role definition- Overhauled product help site, re-writing and consolidating 200+ articles to 35 and implementing continuous deployment process to support enterprise and freemium products

- Led turnaround of Mid-Market segment. Segment contracted YoY in 2016 and fully turned over; by end of selling season (Q2 2017) Mid-Market was the highest performing growth segment in the company, achieved 154% of H1 plan, increased customer count by 26%, and significantly improved team morale- Architect of new business Mid-Market pricing, contract, and sales process that dramatically increased new business sales velocity; reduced average qualify-to-close time from 8 weeks to 3 weeks- Implemented new scaled customer success processes enabling the highest account loads at company while driving segment contract utilization up from 53% to 87% and reducing churn rate by 8%

Responsible for strategic planning, sales/customer success operations, sales systems, and leverage across all lines of business.- Re-engineered SaaS sales bookings processes to reduce month-end management financial close time from one week to three hours and automated ongoing deal bookings processes- Business owner and analytics product manager for top-line metrics simplification project that led to the deprecation of hundreds of legacy reports, over 50 legacy metrics, and thousands of lines of legacy code- Delivered 2016 annual planning process including quotas, org design, compensation modeling, and top-line business metrics. Owner of financials and sales strategy reporting for all 2016 board decks- Designed and implemented first automated forecasting, sales bookings and contract recording process in Salesforce.com. Modeled and migrated 400+ bespoke SaaS contracts from paper to Salesforce- Owner and Product Manager of Salesforce.com including all administration, sales/account management process and incentive design, APEX development/customization for 60+ users across five functions

- Founded and hired Enterprise upsell and retention sales team; implemented renewals and growth/churn mitigation process for entire business ($10m ARR / 175 accounts)- Team achieved 150% of H1 2016 plan and 102% of 2016 plan; doubled existing account growth rate in 2016 vs. 2015. Personally owned 10 of the largest accounts; achieved 160% attainment in 2016- Renegotiated numerous complex legacy Enterprise contracts to reduce risk and better align growth incentives; responsible for all growth/churn mitigation across entire Mid-Market business portfolio

I owned a $2.4 million book of business for LinkedIn, partnering with 250+ customers at 55 small/medium sized businesses in the western United States.- 105% of quota in first quarter ever in sales; 110% H1, 107% 2015; finished year in top 10% across 150+ reps in North America- Personal customer service and support NPS of 79 vs. organization average NPS of 16- Developer and product manager for LTS Territory Planner, an account prioritization, upsell and churn mitigation analytics tool helping 1200 reps drive millions of dollars of add-on sales; virally grew to be used weekly by 2/3 of reps globally. Awarded the Q1 Leverage Award for development and impact of tool

Responsible for building the ultimate sales machine for our Talent Solutions business- Designed and piloted new customer service model with $16m of Talent Solutions business, resulting in a 14x increase in proactive customer engagement with neutral margin impact. Pilot model has been scaled and rolled out globally; is now our highest performing sales segment in North America- Set strategy and directed investment for reporting and analytics portfolio for 200+ end user customer success organization- Developed and delivered numerous popular Tableau dashboards to global team; efficiency savings of hundreds of hours weekly across global team

Graduate instructor for Haas undergraduate class - Analytic Decision Modeling Using Spreadsheets

A member of Global Product Consulting, a team of customer education, technical, and product specialist consultants who are focused on delighting our customers by making them as successful as possible with the LinkedIn Talent Solutions products that the have purchased.- Authored business plan, resource plan, and implementation model for $25mm new business opportunity for the Talent Solutions business- Managed a global team to scope, design and deliver phase one of Talent Solutions Customer Experience program, including current state business process analysis of three of our largest business segments, surveying and interviewing customers, and defining a global governance program.

Selected to participate in a week-long program focusing on brand management at P&G. Secured offer to return to P&G as Associate Brand Manager MBA intern for summer 2013.

Investment Banking - Office of IT Strategy- One of five teammates selected by IB CIO; directly responsible for prioritization, business/IT strategic alignment and definition of $200 million IT investment portfolio ($600 million total; delivered six months faster than prior year) including business case, governance, and financial baseline definition- Managed a global team to define and deliver $60 million sales/eChannel technology investment proposal in Switzerland, including business strategy, competitive intelligence, and client segmentation- Designed and developed custom real-time scenario planning tools used to model global workforce of 5,800 employees and $1 billion in costs; enabled identification of over $75 million in annual savings- Facilitated multiple senior management off-sites including logistics, development of facilitation materials, and strategic analysis of the securities business outlook and regulatory environment - Authored and delivered two-day onboarding program for Office of IT Strategy, including courses on strategy definition, business architecture, financial markets, operations, and IT delivery

Financial Services - Technology Strategy & Architecture practice- Managed the relationship between finance and technology stakeholders across New York, Phoenix and India, serving as lead for two major workstreams to deliver financial transformation to client- Hand-picked by client Senior VP to be on-site Oracle consolidations & reporting subject matter expert for go-live in Gurgaon, India and to perform live troubleshooting/business process redesign- Designed and implemented custom database mapping tools and processes that reduced from one week to under three hours the time required to support historical and live financial reconciliations- Conducted an industry survey of 13 leading investment banks and 22 market data vendors on the state of transparency in the OTC derivatives market, aggregating the results for presentation to the Federal Reserve Bank of New York- Interviewed and collaborated with global business and technology stakeholders to develop and deliver end-user training, functional requirements and standard operating procedures for global finance clients

Corporate Interest Rate Derivatives Sales- Assisted senior marketers in developing interest rate product pitch books and models for corporate clients- Developed Excel VBA add-ins for more efficient custom charting and presentation generation- Answered client requests directly, developed client facing documents, and participated in live trades- Sponsors for Educational Opportunity (SEO) Career Program in Invesment Banking program participant

Assistant to traders and fund managers at an energy futures and options hedge fund.- Streamlined daily reporting processes and analytical tools for energy traders and managing directors- Developed new accounting, P/L, and analytical software using VB.NET, Excel VBA, and SQL Server- Responsible for providing operational support, real-time data, and analytics to make and execute trading decisions

Private wealth management firm with over $120m in assets under management- Participated in the development of a new equity valuation model for growth portfolios- Developed analytical models using Excel VBA and Bloomberg Professional Service- Created automatic monthly statement reporting engine that automated the creation of monthly financial statements for over 150 private wealth customers- Helped launch national marketing campaign to over 50,000 high net worth individuals