Manage systems, metrics, processes and tools for 550 person sales organization and across all front office organizations (Sales, Support, Implementation, Finance)* Support growth of company from private thru IPO (April 2014 - FIVN) thru growth to $600M+ ARR* Manage organization that supports global sales teams (lead dev, inside sales, field sales, direct and channels teams)* Manage processes for quoting, ordering and forecasting* Design, plan and administer all compensation plans and commissions calculations* Define and manage sales process, pipeline, forecasting, sales planning / quotas, bookings and churn reporting; * Create sales tools for pricing, quoting, customer profitability, etc. * Manage territories, lead distribution and use of Salesforce.com

Manage systems, metrics, processes and tools for 75 person sales organization.* Support growth of company from private thru IPO (April 2014 - FIVN)* Manage team that support 4 sales teams across quoting, ordering and forecasting* Design, plan and administer compensation plans and commissions across all sales roles..* Define and manage sales process, pipeline, forecasting, bookings and churn reporting; * Create sales tools for pricing, quoting, customer profitability, etc. * Manage territories, lead distribution and use of Salesforce.com

Sell additional services into existing customer base (while maintaining existing spend)

* Identified, recruited and managed resale and OEM partners including Verizon Business, XO Communications and NICE Systems. * Created and managed sales operations: pipeline, sales process, quoting, order management, renewals, compensation plans * Salesforce Administrator and Excel Financial Analysis* Created new models/tools for Sales, including ROI/TCO tool, customer "fit" analyses, and win/loss analyses process.

• Strategic Alliances. Created relationship with Accenture where they leveraged Enkata’s analytics platform to identify business transformation opportunities within their clients.• Lead Generation. Created Google AdWords advertising campaign that increased web traffic by 500%.

• Co-wrote the business plan and raised $51M in 3 rounds from leading venture capital and corporate investors. • Individually sold the initial set of customers (total of $3M+) and then recruited and led 12-person sales organization (5 reps, 3 sales managers, 4 pre-sales). • Grew revenue from to $0 to $20M with customers that included Qwest, TeleGlobe, MCI WorldCom, Genuity, XO Communications, and Telecom Italia. • Starting from $0, achieved sales quota performance of 150% of $400K (1998) and 100% of $3M (1999).• Personally drove the company’s milestone deals, including a $30M OEM deal with a leading OSS provider and a partnership with Cisco Systems. • Recruited and led 8-person organization consisting of alliances, channels, and strategic development groups. • Created revenue generating partnerships with industry leaders Sun, Portal and Microsoft as well as with leading integrators Ernst & Young, Deloitte, Accenture, and KPMG.

Managed sales for San Francisco Bay Area. Salesperson of the year in 1997