Responsible for all aspects of contract review and management for global field sales and wholesale sales teams including MSAs, RFPs, IFBs and tenders. Manage all GSA program requirements including new contract submission and management. Reviewed and chose CLM system to integrate contracts into company processes and systems, ensure consistency, and reduce risk. Redesigned MSAs and smaller agreements to increase contracting velocity.

Level Legal is a legal services provider with a singular focus: giving our clients the best possible solutions simply, efficiently, and for the best value. We specialize in eDiscovery, managed review for second requests and complex litigation, compliance, and investigations.

Sales, sales process and operations consultant focused on start-up and high-growth mode companies. Designed onboarding, sales rep development and pricing programs. Implemented or revised sales tracking, positioning, messaging and sales process to deliver higher impact results.

Led national sales team of legal services and software sales professionals to law firms and enterprises. • Implemented strategic targeting, territory and account planning, target prioritization and developed sales playbook to drive new sales• Created positioning and sales support tools to support sub-segmented, vertical sales strategy• Implemented prospecting tools and sales cadences to find and develop leads• Headed sales operations, including Salesforce• Conducted and designed continuous sales training and sales rep development• Created repository of sales success stories and best practices

General Counsel and Head of Customer Success and Operations for an education start-up. • Established company as a non-profit. • Handled all legal operations, governmental reporting, and record-keeping. • Created the strategic customer plan, including target lists and acquisition strategy• Developed customer lifecycle management plan• Created and systematized operational support for sales and customer success and implemented HubSpot • Collaborated with school districts, school administrators and parents to ensure customer satisfaction, excellent learning outcomes and administrative ease• Established new relationships with several schools and districts, doubling the number of customers served

Head of Sales for legal analytics SaaS start-up. Brought on board in 2013 as company was coming out of beta to create repeatable sales model and ensure recurring revenue. Shifted focus from services to SaaS. B2B sales to law firms and enterprises.• Doubled sales bookings YOY in 2014 and 2015 resulting in successful acquisition of the company by LexisNexis in late 2015. • Created pricing model which led to wider deployments, doubling of ACV in year one, and doubled bookings. • Developed entire sales playbook, all sales reporting and metrics and onboarding program• Developed sales processes, go-to market strategy, sales coverage model and channel strategy• Implemented reporting, metrics and key sales performance indicators and managed Salesforce.com• Created onboarding program and hired sales team• Established inside sales and SDR channel• Set global sales strategy• Sales process improvements implemented led to reduced sales cycles, increased close rates, higher retention rates and increased customer revenue and satisfaction. 100% to quota in 2014, 96% in 2015. • Personally made new sales to Google; Apple; McDermott, Will & Emery; Kilpatrick Stockton; Foley Lardner; and Winston & Strawn.

Individual contributor role selling litigation services (managed review), corporate and compliance offerings for Pangea3, a LPO (Legal Process Outsourcing) company. Made sales to F500 corporations and large law firms in the Western US, including new business with Apple, Gap, Lucasfilm, Morrison Foerster, SunPower, Expeditors and Recurrent Energy (Sharp). Focus on developing new markets and territory management. 148% to quota in 2013.

Led litigation services strategy and sales team in the US national law firm market. Drove increase in growth for under-performing services business by implementing performance metrics, territory plans, strategic targets, sales plans and working with marketing on rebranding.• Shortened ramp period for court reporting business by developing a defined sales and onboarding process. • Increased document retrieval revenue in declining market through new acquisition strategy.

Drove enterprise software solutions strategy for legal technology and legal services. Managed team of 26 sales, pre-sales and sales operation personnel. • Led the turn-around effort for court reporting services by redesigning sales process, sales strategies and sales operations and engaging field partners via a lead generation program.• Achieved a 46% YOY growth in court reporting business in economic downturn.• Drove enterprise software sales through new targeting and employing a consultative software selling process.

Led Government and Academic sales and account management teams for Central and Western US. Increased performance of management and field teams selling information services and enterprise software by defining sales competencies and instituting consultative selling processes across the teams, increasing market share. Used strategic planning and sub-segmentation of customer markets plus field education programs to drive a 9% YOY online growth.• Increased sales by $750 M by incorporating inside account management channel into the sales upsell process. • Achieved 84% growth and 137.3% public records sales attainment by focusing on non-traditional markets. • Achieved print growth in a declining market through new product creation, bundling and field education. • Generated $1M in incremental revenue through Simultaneous Usage program.

Led #1 national sales team for Thomson Legal, selling into the Government and Academic channels. I utilized strategic plans, development programs, product campaigns and created incentives to increase new sales revenue. Defined sales competencies and refined consultative selling process for the entire Government sales channel. Defined rules of engagement on downgrades.• Drove 11% online growth by value-based based upselling• 2007 National Award Winner. 101.2% of Quota; #1 of 8 Sales Divisions. $24.7 million sales quota.

Led sales team selling online, print and software products to West coast government accounts, the largest government territory. • Led team to top sales performance nationally in 2004 and 2005. • Personally led sales efforts to the California Department of Corrections resulting in 2M print award and subsequent incremental revenue sales of 1.2M and 900K. Largest print sale in recent company history.• 2006: Sales Quota $7.1485M; 92% of Quota. Increased sales team by 200% and expanded to five state territory; drove new team to strong Q4 finish.• 2005: National Award Winner. Sales Quota $3.324M; 145% of Sales Quota; 102% Online revenue quota (13.2M). • 2004: National Award Winner. Sales Quota $2.39M;152 % of Sales Quota; 110.6% Online revenue quota (8.2M). • 2003: Took over severely underperforming sales and account management team. Developed team and defined strategies to result in 98% of quota full-year finish. Sales Quota $2.266M; 98% of Sales Quota: 94% Online revenue quota (9.87M).

Sold and managed online research systems to law firm accounts in Silicon Valley. Goaled on growth, new sales and retention.

Senior Manager, Project ServicesSupervised sales team of five for Consulting and Project Management Services along with direct sales responsibilities. • Prospect and close new business. Provide account and project management to ensure high customer satisfaction.• Hired, trained and managed sales team with no turnover. • Over 100% quota; 300% growth rate for group.Senior Manager, Seller Acquisition TeamStrategy/Product Management, Sales, Marketing, Program Management and RetentionCreated new revenue stream for company, creating 65% of company revenue. Exceeded targets in Q1 and Q2 2001. Established strategies and procedures for business. Responsible for:• Strategy: Market research, competitive intelligence, user input and product strategy• Marketing: pitch, positioning, site marketing and messaging, emails, collateral, target market identification.• Sales: Acquisition channels including direct sales, business development and partners, affiliates, online advertising including key words, referrals, and conversion of existing unpaid user base.• User interaction and feedback, intial and ongoing, for product design and upgrades.• Operations: legal, documentation, billing & payment integration, training of customer service department.• Retention: identify reasons for customer loss and create strategy and value to improve retention. Legal & Business Services Category ManagerManaged growth and revenue of Legal, Business and Accounting categories. • Maximized market liquidity through product management, business development, sales and marketing activities. Negotiated and executed business development deals to increase services, traffic, buyers and sellers on the site. In-House Counsel Managed legal spend; prepared contracts; handled negotiations, deal management, website legal issues.

Business Development ManagerDefined and drove partnership opportunities for the most-highly trafficked legal portal. • Identified and negotiated strategic partnerships with major content, services and distribution partners to create revenue streams. Developed partner marketing and sales strategies; performed account management. Key partners acquired: Court Express, Access Law (California caselaw database)• Presented at Internet research seminars; awarded national training contract by AALL; partner presentations.Product Development Manager/Strategy Analyzed legal products and services to offer. Product managed various services. Launched Forms database and exchange. Created product specs and financial modeling for service offering with $35M predicted revenue stream.

Business Development Manager, Channel SalesBuilt relationships and and drove sales through a Systems Integrator partner channel. I recruited new partners; developed solution offerings wrapped around our products; created go to market strategies and co-marketing programs and conducted partner education to drive revenue. 1.4 million quota. Business Development Manager, Strategic Alliances (National)Established and managed relationships with key hardware, database and software partners, including Sun Microsystems, HP, SGI, PeopleSoft, Oracle, Sybase, Informix, Microsoft, Compaq, and Informatica. Created joint marketing programs and campaigns; identified new product and partner opportunities; and developed infrastructure and program materials; Collaborated with product managers, marketing, sales, engineering and executive team to drive awareness and revenue.

Install based sales for West Publishing Company's computer assisted legal research product to Silicon Valley legal market. Goaled on increasing Westlaw usage and market share in key accounts and four hundred account territory generating $2 million annual revenue. Created and implemented strategic marketing plans; handled contract negotiations; performed superior relationship management; conducted product training and demonstrations; gave product presentations; and conducted market intelligence.• Consistently increased online revenue in key accounts and entire territory• Sectional Outstanding Performance Award (precursor of President’s Club), 1997; Dow Jones Award, 1996

Private practice concentrating on family law and general litigation.

Co-founder of attorney support service company. Start up responsibilities included all legal aspects of establishing company, developing marketing strategies, channel strategy and marketing materials.

Federal and state court appellate work; federal and state court litigation. Assistant City Attorney, City of Morro Bay. • Kokkonen v. Guardian. Wrote appeal to the 9th Circuit, writ of certiori to the US Supreme Court and US Supreme Court opening brief for petitioner. Decided by US Supreme Court in 1994 term 9-0 in my client’s favor.

Federal and state court litigation, focusing on complex business litigation.• Legal Aid Foundation of Los Angeles' Pro Bono Associate of the Year, 1991