As the Director of Sales & Business Development, I am working to grow a sales team from the ground up: building processes, strategies, setting sales goals, creating a lead generation pipeline, and hitting targets.- Created two-week onboarding program- Streamlined prospecting process which has led to a 7% increase in clicks in 3 weeks.- Started a Messaging Committee to align on a messaging plan- Created process and messaging to drive 63% of total attendance at major event

As the Director of Business Development at Certinia, I work cross-functionally to address business needs and create lasting growth. I have grown my team from 2 to 21 in a year, overhauled the training program, standardized processes, and increased the BDR contribution to pipeline and revenue significantly. I am passionate about enabling and empowering my team to succeed and grow with Certinia.- Grew team from 2 to 21 in a year- Worked closely with marketing team to route MQLs in a smarter way to increase opportunity creation- Developed constant feedback loop with Marketing Ops team to ensure leads BDRs are working are optimal for conversion- Overhauled training program to decrease ramp time which led to a 40% promotion rate of BDRs - Standardized on processes to help team work faster- For FY23 Increased YoY BDR contribution by 159% for Commercial segment; 101% for Enterprise; 24% for Growth- For FY24 Increased YoY BDR contribution by 450% for Enterprise segment; 20% for Commercial; 98% for Growth- FY24 155% to pipeline goal ($40.3M against$26M goal)

- Revamped on-boarding and BDR training to reduce ramp time from 5 months to 3 months- Developed BDR Playbook to be used as a reference for most BDR questions- Increased team pipeline revenue by 30% Q2 - Q3 in 2020- BDR team increased in win assists by 20% Q2 - Q3 2020- BDR team contributed to 33% of wins in Q4 2020- BDR team contributed to 67% of wins in Q1 2021 (101% increase QoQ)- BDR team created 76% of total pipeline in Q1 2021

Started the Sales Development team in April of 2019.- Grew team to 11 reps in three months- Grew booking contributions from 37%, to 46% to 56% in a single quarter- Responsible for shorter sales cycles and larger average sales pricing through the Sales Development Team- Created entire onboarding process to help prepare reps for their new roles which decreased sales development rep ramp times from 21 days to 7 days- Developed Sales Playbook that answered any question reps could have- Q3 - Doubled the size of the team & quadrupled the contribution

Backed by the OFA and the Cornell University College of Veterinary Medicine, Embark has launched the first-ever dog DNA test that uses a research-grade SNP chip in a CLIA-certified laboratory. The Embark test identifies breed, ancestry, 160+ genetic disease risks, and other traits (like coat type and color) with a simple cheek swab. We examine over 200,000 genetic markers across the entire genome, building a health profile over 100 times more detailed than any other dog DNA test.- Director of Breeder & Veterinary sales- Builds relationships with breed clubs, breeders, and veterinary clinics to grow sales- Manages internal support employees that are customer facing- The key leader in Embarks's PuppyBowl 2017 partnership- The instrumental player in 2018 Westminster partnership- NPS score for professional team ranged from 76.6% to 100%- Marketing team liaison to create effective marketing campaigns - Average QoQ growth 137% with a top growth of 231% QoQ- 2016 YoY growth 2550%- 2017 YoY growth 970%- 2018 YoY growth to date 422% with the biggest part of our buying season yet to come. Projected to hit 710% YoY growth- Grew professional sales from 11% to 23% of the total company in one month's time due to new sales initiative- Top YoY growth 2553%- Top QoQ growth 182%- Top MoM growth 88%

Sales Manager responsible for managing a team of 6-12 reps- Helped launch the newly created software queue (25+ reps)- Developed and implemented sales training for the queue- Responsible for hiring/training all new hires that enter the software queue- Responsible for over $30M in quota per quarter- Wins: - Grew the year over year numbers in the supported departments by 30% - Increased margin % across all lines of business the queue was involved in by 10% - Created stack ranking report for the queue to determine top performers across all KPI's and drive competition - Average attainment 120%

• Responsible for selling software volume licensing, Dell IP, and peripherals to Dell’s Large Enterprise clients• Accountable for yearly revenue of $16M• FY14 – Q3 – Top 7% of sales force (#2 out of 27 Reps)• FY14 – Q4 – Top Performer in Key Performance Indicators Stack Rankings• Consistently over attains lattice goals, blitz activities, and email campaigns, and also drives the team as a whole to do the same• Penetrate new accounts and convert to buying customers• Regularly receives raving feedback from virtual team

House Manager (i.e. Stay at Home Mother)

• Managed a team of 8-10 sales reps responsible for monthly revenue of +$1M• Consistently in the top 10% of team power rankings averaging an attainment of +150% of quota• Took a team of new hires and turned them into one of the top performing teams in one month’s time• Responsible for working cross functionally with product groups in order to make sure the sales floor was fully trained on upcoming products• Worked with executive management team to develop stack ranking metrics• Continuously coached my team in order to improve performance metrics• Pulled daily reporting in order to measure team’s improvements• Ran weekly contests to improve metrics where team was struggling

• Responsible for training new hire classes consisting of 20+ people (including strategic executives) over a 3 week period• Indoctrinate new hires into Dell’s Winning Culture (emphasizing Drive for Results, Customer Experience and Winning with Integrity)• Educate employees on essential Dell sales tools (including IDD, RAMS, PIG) and products (notebooks, desktops, E&A)• Develop training and communication materials to ensure continuous performance improvement of new hire and tenured transactional sales representatives (including Vitality training and 30-day Follow-Up)• Worked with key business leaders to revamp entire training program• Implemented a new hire performance tracking process with key metrics• Created Train-the-Trainer handbook

• Increased sales productivity through specific and measurable coaching of twelve person teams resulting in an average 110% monthly attainment (with a peak attainment of 130%)• Responsible for creating and implementing the ATG Mentor Program• Awards: FY07Q1 Team Player & Cross Functional Partner; FY06Q3 Coach of the Quarter

Delivered new hire training to sales representatives driving consistent results based on surveys and business sales metricsLead trainer for launch of Oklahoma City siteRevamped and standardized new hire curriculum in all three ATG locationsSpecialized Dell Sales Representative, Employee Purchase Program Team, North American Sales January 2004 - July 2004Responsible for selling Dell's desktop and laptop products, associated software, peripherals, and services via telephone to inbound sales leads generated by national advertising and/or fulfilling corporate performance agreementsProvided a great customer experience by demonstrating an understanding of customer needs and expectations, strong product knowledge, and mastery of Dell's sales tools and resourcesConsistent top performer

• Consistently ranked in the top 2% of temporary sales staff at Dell• Responsible for $95,000 in monthly sales revenue while averaging a 37% close rate• Selected from top performers to join the Intel Sales Team (August – November 2003) generating $1.4 million in revenue