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Avalara helps businesses of all sizes get tax compliance right. In partnership with leading ERP, accounting, ecommerce, and other financial management system providers, Avalara delivers cloud-based compliance solutions for various transaction taxes, including sales and use, VAT, GST, excise, communications, lodging, and other indirect tax types. Headquartered in Seattle, Avalara has global offices across the U.S., Brazil, Europe, and India supporting 100k+ global clients with 1200+ partnership integrations and 190+ countries with tax data content. As the CRO, I am responsible for all revenue generating processes within Avalara. This includes the performance, strategy, and alignment of the company’s revenue operations and accountable for the performance of all bookings-related functions with the organization, including Sales, Marketing, Sales Operations, Business Development, Partners/Channels and Customer Success. Avalara is owned by Vista Equity Partners (Vista), a leading global investment firm focused exclusively on enterprise software, data and technology-enabled businesses. Vista is a key partner in advancing Avalara’s mission to become the global cloud compliance platform for businesses and driving more value for Avalara clients and partners.

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Launched new business to monetize Symon.ai (01/2020 acquisition) by $100M privately-held software firm offering sales performance management solutions. Analyzed options for direct and OEM distribution and designed product market fit plan to expand from single product to multi-product revenue performance offering.* As direct report to CEO, developed business case and strategic direction for $3M investment in Revenue Intelligence business unit. Managed preparation and pilot launch; collected and shared market feedback from early adopters, applied analytical skills, and shared product go / no go options. * Launched sales forecasting and opportunity management market study via survey of 300+ CROs and Sales VPs. Uncovered unmet market needs and key learnings on Revenue Intelligence best practices; shared through e-books and webinars. Built operating model using data and AI to drive business insights.* Gathered feedback through 35K+ marketing activities, 400+ quality conversations, 65+ custom demos, and 140+ client learning engagements. Established sales execution engine, marketing plan, adoption program, and formal feedback loop for product / development team to deliver enhancements every three weeks. * Developed market analysis, product definition, Ideal Client Profile, and go-to-market lifecycle with primary target of SFDC and Tableau client base. Designed price, packaging, services, use cases, demo, and prototype for early adopter offering in 11/21. * Recruited, onboarded, and trained Product Marketing and Sales Directors, three Account Execs, three Business Development Reps, and two Solution Engineers. Led collaborative cross-functional team and built $4M sales funnel. Deployed five beta clients with public references. * Created plan to scale business to 100 logos in 12 months that required investment to address gaps in product, marketing, services, and go-to-market. Due to macro-economic pressures, funding was instead allocated to core business.

Led global sales go-to-market (GTM) for $1.6B Data Science and AI portfolio with three pillars: Applications and Solutions, Tools and Run-time, and Business Analytics. Guided global sales and technical team of 850 across all channels and platforms. Delivered strategies / tactics to capture market leadership in a fast-paced environment.* Created cohesive GTM strategic direction with five components: Modernize Installs, Drive Cloud Success, New Logos, Revitalized Partners, and Grow Digital. Integrated 12 products into single Data Science and AI portfolio. * As General Manager type role, created collaborative cross-functional team with sales, product, development, marketing, services, partner, and digital teams to achieve results. Launched seven Data Science Centers of Excellence to support client skill development and adoption of data science and AI. * Recruited, trained, developed and coached six geography leaders. Held quarterly All Hands sales calls with over 500 attendees and led team to embrace change, move fast, learn from failure, and grow skills. Built culture of trust and growth mindset while optimizing resources.* Delivered consistent sales growth with annual revenue of $1.6B (forecasted 2019), $1.3B (2018), and $1.1B+ (2017). Drove new SaaS signings from $35M to $150M annually. Led $5B Data Analytics business by driving 60% revenue through partners. Focused on customer acquisition and customer relationship management.* Onboarded Planning Analytics technical and enterprise strategic sales organization (200+ head count) into business in new cross brand roles. * Served as IBM Executive Leadership Coach in AccEL Program for new IBM Directors in 2018 and 2019.* Took Parenting LOA 2020-2021. Brands: Watson Applications and Solutions, SPSS, Decision Optimization, Watson Sudio, Cognos Analytics and Planning Analytics

Led global sales organization of 300+ in delivery of enterprise content and case management solutions that enabled clients to improve document management. Delivered $671M in FY2016 revenue at 1% growth in transactional, cloud, services, and renewals. * Set strategic direction for brand. Launched new ECM cloud managed service offering with Y1 revenue of $6.5M as transitional step until delivery of full SaaS market offering. Engaged cross-functional team to price and deliver service. * Executed delivery of growth revenue for new strategic partnership between IBM and Box (CA cloud content management and file sharing firm). Pioneered third party SaaS resale offer of Box on IBM paper that drove $160M+ pipeline within nine months via early adopter client deployments.

Integrated revenue and sales teams for six Industry Solutions acquisitions (i2, Curam, Tealeaf, StoredIQ, Emptoris, and DemandTec). Drove Enterprise Applications solutions adoption to internal and external clients. * Recruited internally and managed Sales Integration Leaders for each deal. Engaged in various stages of acquisition process from due diligence, close, and transfer of business. * Exceeded acquisition plan goals by delivering over $482M in Net FY revenue plan for FY 2012. * Hired over 210 incremental head count to acquisition sales organization growing team to 500+ size. Retained 91% or 268 of acquired sales talent with only 9% (28 head count) attrition rate.

Led US Partner sales team for all software brands, platforms, and client segments. Drove $302M FY 2012 transactional revenue at 12% growth and $1B in total revenue at flat growth. Transitioned partners to new high value incentive program. Developed new partner offering to facilitate first-time enterprise license agreements.

US Federal Government: Software Business Executive (2008-2010), Services Oriented Architecture Sales Executive (2007 – 2008); WebSphere Brand Leader (2004 – 2007); WebSphere Sales Specialist (1999 – 2004)Led software sales unit across all brands for Department of Homeland Security and all Civilian agencies. Managed 95 FTEs including 15 direct reports. Delivered FY 2009 $341M total revenue at 19% YTY growth as top Software Business Unit Executive. Utilized deep subject matter expertise in System Integrators.