• Grew ARR 100% with an enhanced sales motion leading to a PE company purchasing the auto book of business

• Scaled sales team from 25 –> 75, increased productivity by 40% per rep, and moved sales teams up-market, resulting in a 50% increase in average contract value and cost efficiency• Co-led cross-department projects by partnering with marketing, enablement, product, and sales leading to a 50% growth in revenue• Implemented sales strategies that captured competitor and propensity to buy signals, resulting in a 5% increase in win rate• Partnered with VP of Sales to create reports and team decks that looked at manager and AE performance resulting in adherence of monthly and quarterly meetings, demos, trials, pipeline and revenue targets• Acquired 100k+ accounts and implemented a sourcing, acquisition, scrubbing, distribution, and scoring process

• Scaled sales team from 30 –> 100, shortened sales cycles by 30 days, increased forecasting accuracy by 10%, and created strategic sales team• Created forecasting model, structural cadence for sales leaders to follow, and pipeline management dashboards displaying sales KPIs• Lead territory management, account prioritization scoring, and distribution of account books to all sales leaders and teams

• Developed a forecasting model on the vital KPIs of the business (including % to goal, YoY growth, win rate, run rate, bill rate, gross margin %, and sales stage conversion) used by executives to optimize sales strategy• Improved revenue and gross margin per service by optimizing the pricing model for market demand of high-value services

• Developed and monitored pre-pipeline funnel KPI model for weekly monetization meeting assessing where any inefficiencies occurred and took next steps to alleviate any pipeline shortfalls• Created, automated, and monitored marketing B2B team’s weekly performance to goal for inbound, SQLs, conversion rates, and pipeline dollars by team, offer type, and channel• Sent out a weekly email to C-Suite leaders with actionable insights to address any shortfalls or red flags in pipeline gaps or productivity shortages from the sales and SDR team• Updated the SVP of Sale’s weekly forecast report with director commits, team pipelines, and bookings actuals to help measure how sales is pacing towards monthly and quarterly goals

• Managed CRM operations through Microsoft Dynamics for key customers; generated compliance and pricing reporting to all on-premise national accounts• Expanded distribution on Chardonnay by presenting a category analysis showing Target where they were over and under represented in certain varietals• Helped with building out strategic pricing and CRM reporting for the new brand, Barossa Valley Estate; identified and resolved data quality issues/problems• Reduced Kroger’s out of stock index from 400 down to 120, saving over $20,000 through the creation and monthly tracking of out of stock events• Provided business units with models to aid targeting/understanding of customer behavior; investigated data needed to achieve desired business outcomes

• Created and published Fortune 1000 report for FY15 bookings with key clients; analyzed and reported sales earnings for North America accounts• Tracked and calculated all sales and commission data for sales teams; organized and performed weekly audits for forecast or compensations anomalies• Reported sales performance numbers for North America and Public Sector team; guaranteed strict compliance to company policies or procedures• Provided regular data analysis and insights to the leadership team and appropriate departments on current performance and areas of opportunity• Helped to coordinate forecasting, planning, and budgeting; monitored and strived to maintain high levels of quality, accuracy, or process consistency