Leading revenue strategy and planning, operations and program management - supporting all go-to-market teams in growing from series C (~300 employees, $XXM revenue) to series E (1.5k employees, $XXXM revenue).• Built out RevOps team from the ground up - from a team of 3 to 30 - hiring across all roles (sales operations, systems, program management, analytics, etc.).• Lead annual and long range planning in close partnership with finance. Includes GTM strategy, budgeting, headcount/capacity planning, forecasting and goal setting.• Spearhead new pilots and initiatives, including the creation of the self-serve online motion, forming numerous new teams (e.g. account management, onboarding), entering new markets and expanding into new segments. • Drive continuous improvement through standard operating cadences including weekly forecast and metric reviews in addition to monthly and quarterly go-to-market business reviews.• Overhauled and standardized commission and variable compensation plans to drive towards public readiness and align all teams to output and revenue generation.• Responsible for pricing strategy and deal desk - including the first pricing overhaul since company inception - leading to $XXM in incremental annual revenue. • Focus on improving GTM performance through tooling, including a constant focus on data quality and experimenting and implementing new tools.

After forming the centralized Revenue Operations team, served as interim head of sales and partner operations while hiring for the roles. Key highlights include:• Improved rep productivity by 40% and drove a refocus of the sales team on the mid market segment by codifying our ICP, introducing rep scorecards, and improving pipe visibility and forecast accuracy.• Helped redesign the business development team to one with two distinct motions - partner acquisition and partner success - more than doubling partner acquisition and performance. Defined our ideal partner profile (IPP), target list, acquisition strategy, and partner health.• Drove annual planning, including acquisition strategy, capacity planning, quota setting, and budgeting.

Led marketing operations and strategy, including reporting/analytics, tooling, website and web operations, enablement, campaign operations, and planning. Brought on initially as a member of the marketing leadership team, before helping form Checkr’s first-ever, centralized revenue operations team in 2020. Key highlights include:• First-ever in-depth campaign performance and ROI analysis, tying campaigns all the way through to revenue.• Doubling SDR (sales development representative) output through improved lead routing and visibility, SLAs, and activity tracking.• Launching a Checkr rebrand, responsible for the CMS migration and website relaunch. Improved conversion rates 25% across the site by optimizing CTAs/landing pages/forms, and introducing personalization and offramps for non-ICP leads.• Architecting lead and opportunity attribution and source tracking.

Worked directly with the marketing, sales and partnership teams on pre-sale strategy and operations. Responsible for:• Marketing tools and tech stack management• Campaign architecture and reporting/ROI• Defining and implementing sales and marketing funnel stages• Database health and email strategy

Advising select startups on go-to-market strategy and operations.

Worked with SaaS companies to define go-to-market strategy and processes in order to hit desired growth plans. Focused on optimizing the marketing and sales funnel, generating pipeline, and improving conversion rates to drive revenue.Key projects include:• Improving inbound conversion rates and time-to-conversion by overhauling the entire lead process, including building out an SDR team, optimizing lead and account scoring, and defining a multi-channel nurture strategy• Defining the lead funnel, establishing rules of engagement and building alignment across the entire organization (marketing, sales, partnerships, customer success)• Designing and coordinating a series of ABM programs to quickly test and define client’s target market• Establishing clients' initial demand generation strategy and tech stack to provide qualified and engaged leads to the sales teamClients include: Checkr, Entelo, AspireIQ, UserVoice, WorkSpan, and more.

The Revenue Collective is a private, invitation-only community of revenue executives at high growth companies.

Built out revenue operations, from the tool stack to internal processes and reporting, ensuring we were the experts in customer journey marketing and the Autopilot platform. Responsible for all things product marketing, from customer and sales enablement to product launches and competitive intelligence.• Defined and operationalized marketing and sales processes in order to establish and refine KPIs and scale efficiently• Increased trial conversion and product activation rates by developing core customer journey frameworks, spanning lead nurturing, free trial activation, customer onboarding and more• Built out enablement materials, including sales training, Autopilot’s success center (Flight School), competitive kill sheets, and one-pagers

Responsible for driving inbound leads and demos across various channels - email, webinars, events, paid media - to fuel a 10-15 person inbound-only SDR team.• Oversaw the email marketing program - the primary channel for driving inbound leads and the #1 source of net new revenue for the company• Launched initial lead re-engagement and nurture campaigns, doubling average email campaign effectiveness within a month• Built out the customer journey and strategy for customer marketing - core messaging, target customers, product focus, and marketing channels • Developed initial upsell campaigns and optimized go-to-market strategy for various product features• Managed all customer communications - educational and advocacy programs, product launches, newsletters, company updates

• Drove a 4x increase in MQLs by building first ever marketing budget and channel mix - focusing efforts on digital marketing (SEO, SEM, PPC & website optimization)• Coordinated multiple offline events ranging from platinum-level conference sponsorships to intimate sales dinners including pre- and post-event nurture marketing

• Increased opportunity creation by 100% and lead conversion by 30% through creatingand managing email marketing and automated nurture programs• Identified opportunities to increase lead volume by 15% and conversion rate by 70%with improved overall ROI through an extensive analysis of all marketing programs thatis now the standard analysis run every quarter• Reorganized and established Marketo and Salesforce system processes in order toensure data quality and track both marketing and sales performance• Coordinated with third parties and groups within the company to execute successfulwebcasts and live events• Served on the steering committee for a massive corporate rebranding including websiteconstruction, logo design, and underlying system redesign

• Worked with sales support teams to develop strategic media recommendations for publishing and placement of online advertisements • Facilitated technical implementation and on-time campaign launches working within client and AOL deadlines• Managed up to 12 campaigns and tracked success, ensuring full revenue recognition• Resolved issues and proposed real time optimization strategies to increase advertiser effectiveness in achieving client campaign goals• Identified growth and upsell opportunities on accounts

• Contributed $20MM in new business pipeline per quarter by co-managing the webcast program which included budgeting, planning and reporting, email and newsletter promotion, and flawless execution • Coordinated online media efforts with a third party media agency for lead generation and online advertising programs • Managed the Online VMware Forum virtual conference for 5,000 attendees including promotions, virtual booth assets, and reporting

• Successfully completed the #2 ranked sales and technology training in the country, finishing in top 2 out of class of 18• Generated demand for potential and existing customers by making an average of 250 calls per week and setting appointments for field representatives and partners