Supporting a Startup has given me the opportunity to unleash enthusiasm across many disciplines! I learn something new in each one, and have a new appreciation for the people who make their careers in those disciplines. Snthesis builds AI software that automates research data harmonization.

Fractional CRO/VP of Sales/Sales Leader, Sales Coaching, and Go-To-Market Consulting for Small Business. Premium Talent / 25+ Years of Experience and Success / Fractional Investment. "Bringing Lessons from the Fortune 100 to Main Street".♦︎ Member of the Navigator program at First Flight Venture Center in Research Triangle Park, NC

• Attained multi-million-dollar growth initiatives by consistently delivering business objectives for diverse markets. Hired, developed, and mentored a 58-member department responsible for activities driving strategic growth and up to $90M in revenue targets. Responsible for allocating the $12.5M+ annual budget. • Executed a large-scale transformation of Sales Org from Hybrid model to separate Hunter/Farmer roles, quadrupled ARR from Net New clients in 18 months, grew NNNB Pipe ~ 700%, and exceeded revenue targets in 18 of 20 fiscal quarters.• Mentored and guided team members to success using individualized, ‘situational management’ practices, and by teaching MEDDICC, BANT, CEB Challenger and SPI sales methodologies. Leveraged ‘Demo 2 Win’ and Karrass Negotiation training.• Created entertaining and informative onboarding experience for new Sales hires, later adopted by corporate leadership to address all new hires company-wide.• Additional roles at SumTotal: Regional VP of Sales and Sr. Acct Executive.

• Executive Sales liaison for customer service, legal, regulatory, operations, and finance departments. Created, managed, and reviewed processes and SOPs for a worldwide sales force of over 2k personnel.• Implemented process improvement initiatives while supporting management of a $7B budget, including year-end “hotlist” for Closing support on deals $1M+.• Pioneered an understanding of sales into non-sales groups to foster a more cohesive business – this project included cycling key people in and out of interdepartmental roles for cross-function environment ‘appreciation’.• Additional roles at Verizon: Executive Program Mgr. & Strategic Account. Mgr.

Built, managed and trained network of Manufacturers Sales Representatives across North America. Client base included National Paint and Hardware stores such as Lowes, Sherwin Williams, Ace Hardware, Glidden, Monarch, Benjamin Moore and others. Developed Sales approach focused on end-user and Retail point-of-sale training, creating "pull through" product demand.

This was my first manager role, and began the journey of developing (through trial and error, to be sure), leadership and managerial skills. Created separate Sales Team (of independent Sales Reps and Agencies) to create and grow new Industrial Division. Landed or expanded accounts such as Grainger, Home Depot, Duron Paints and others.