Laura Gately Email and Phone Number

As director at ServiceNow, I was recruited to transform global sales development and drive growth, focusing on people-centered leadership. Leading a team of 9 groups with a total of 90 predominantly entry-level sales reps across San Diego, the Boston area, and D.C. I implemented best practices in prospecting outreach. Each team and role had customized plans with unique KPIs, emphasizing controllable actions for success. I collaborated closely with marketing and sales leadership to boost the effectiveness of our sales development efforts. • Cultivated a positive work culture by providing a clear vision of success and fostering transparency and empowerment among managers and team. • Achieved a 30% YOY growth rate, consistently performing at or above 100% of target with a pipeline exceeding $450M Annually, • Spearheaded the optimization of a consistent promotions process between organizations, promoting over 100 individuals annually based on merits, creating mobility, and fostering the growth of a sustainable top-performing workforce for the sales organization. • Contributed, as a member of the leadership team, in the implementation of a sales academy program, targeting the cultivation of organic growth within the early in-career sales force, with a primary focus on nurturing talent from within the organization.

Promoted to oversee the sales development (SDR/BDR) program in the US for RSA, where I managed talent acquisition, onboarding, training, coaching, and guidance for a new cohort of account executives. While leading a team of managers and 25 sales associates, developing and executing global growth strategies across 4 diverse business units, I proactively collaborated with all channels, including field sales, marketing, and executive leadership to align and achieve shared objectives. • Developed and executed a comprehensive 12-18 month training program, empowering the team to enhance sales skills and facilitating career progression within the sales domain.• Influenced ~15% of revenue in sales by introducing a standardized lead qualification framework and devising a strategic sales enablement plan to augment new business leads.• Improved conversion rates 70% by modernizing operational processes to boost efficiency, conducting in-depth analyses, assessments, and restructuring workflows. • Significantly elevated team capabilities by spearheading a technical transformation with a best-in-class tech stack, achieving greater visibility into pipelines, facilitating agile methodologies, and increasing pipeline business. • Successfully led the team through change management during a period of transition when Dell sold RSA to private equity.

In 2017, I was promoted to oversee operations across the Americas, where I led a team of 400+ sales members tasked with driving over $600M in annual bookings. I served as the point of contact for Chief of Staff duties, overseeing GTM sales strategies, sales enablement, sales resource optimization, headcount investment, and budget management. While directing the annual planning process, which involved territory alignment and quota setting, I collaborated closely with departments such as marketing, sales operations, finance, customer support, and professional services. • Accelerated sales cycles and empowered the sales force by developing and implementing impactful campaigns, dynamic training programs, and effective processes. • Orchestrated major events, including in-person sales conferences, coordinating the RSA Conference, orchestrating the President’s Dinner, and spearheading the annual sales kickoff. • Ensured rigorous review and enforcement of in-quarter and out-quarter pipeline activities, managing weekly, monthly, and quarterly metrics to support sales performance, key sales initiatives, and targets.

I was promoted to lead the next phase of our comprehensive cloud migration initiative, overseeing the transition of industry-leading technology from on-premise to cloud-based solutions. I managed the inbound partner team responsible for supporting RSA's entire product portfolio, including Security Analytics, GRC, Identity, Fraud, and Data Protection. While implementing and enforcing a rigorous policies and best practices framework for vendor management, successfully navigating changes in vendors, licensing, and pricing models, I oversaw an annual spend of approximately $20 million encompassing royalties, subscription and perpetual licensing, and renewals, and collaborated closely with Microsoft, engineering leadership, and product management to address both contractual and technical aspects of our initiatives.• Significantly elevated organizational technical capabilities managing the on-time migration and commercial viability of 3 major portfolio products, including governance risk compliance (GRC), SecurID, and fraud-based solutions to Microsoft Azure Cloud.• Enhanced operational accuracy in royalty reporting and improved data integrity leveraging cross- functional collaboration with finance, legal, COM (Commercial Operations Management), and IT.

Americas Field Sales - Data Protection Specialist selling security solutions to OEM and Enterprise Accounts.• Responsible for account management and sales for $20 million Data Protection portfolio across Americas with OEM, ISV, Federal, Enterprise and Commercial End-users• Cultivate relationships with existing customer base to grow encryption and data protection (key management & tokenization) sales directly and with Americas Core Field team• Effectively coordinating and managing business with product management, product marketing, sales engineers, legal, and order management to transition from specialty sales model to mainstream field sales including developing channel sales model and promoting partnerships• Coordinating with product management, developer support, and solution architects to resolve sales roadblocks due to product features or technical issues.