Lori Harmon's Location
Redwood City, California, United States, United States
Lori Harmon's Contact Details
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About Lori Harmon
As a fractional sales leader and chief revenue officer, I bring a unique blend of strategic vision and collaborative execution to organizations seeking transformative growth. My approach is rooted in authentic conversations, diverse perspectives, and an unwavering commitment to customer success. With over 20 years of experience in building and transforming high-velocity sales organizations, I specialize in:• Developing and implementing revenue strategies that consistently achieve $1B+ targets• Landing crucial first customers for start-ups• Building quality pipeline – the lifeblood of Sales• Cultivating high-performing sales and customer success teams across various company sizes and stages• Implementing the optimal sales tech stack to maximize sales productivity and efficiency• Ensuring focus in environments where time to business outcomes is essentialAs the author of "42 Rules for Building a High-Velocity Inside Sales Team," I bring deep expertise in creating actionable strategies that deliver quantum results. My leadership philosophy centers on building and empowering teams to embrace challenges, fostering a culture of continuous improvement and excellence.In my fractional CRO role, I offer:• Strategic sales planning and hands-on execution• Revenue operations optimization• Sales team structure, location recommendations and process development• Defining the ideal sales leadership profile and interviewing for that essential role• Mentorship and coaching for sales leaders and representatives• Defining and recommending the ideal sales tech stack for your company• Founder/CEO or Sales Leadership sales strategy coaching sessionsMy track record includes successful engagements with industry leaders such as Cloudflare, NetApp, and Verisign, as well as high-growth startups like Contrast Security (a unicorn) and ViewCentral (acquired). I excel at quickly assessing organizational needs, implementing targeted solutions, and driving measurable business outcomes. If you're seeking a seasoned sales leader to accelerate your revenue growth, build pipeline, create and optimize your sales processes, or help you to focus on the right ICP and value proposition on a fractional basis, I welcome the opportunity to connect. Let's explore how we can elevate your sales organization to new heights of performance and success.
Lori Harmon's Current Company Details
Lori Harmon Work Experience Details
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Co-Founder And Head Of SalesAppsecaiRedwood City, Ca, Us
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Managing PartnerAgile Gtm, Llc Oct 2024 - PresentAgile GTM provides go-to-market consulting and fractional leadership for B2B SaaS companies. Our services include go-to-marketing processes, sales, marketing, awareness, demand generation, pipeline creation, forecasting, and more. We are well versed in the lasted AI-based sales and marketing based tools and technologies. We have rich experience in creating, implementing and streamlining process to increase productivity, efficiency and conversion rates.
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Co-FounderStealth Start-Up Sep 2024 - PresentUs -
Flybassador And Strategic AdvisorVengreso | The Creators Of Flymsg.Io Sep 2024 - PresentWalnut Creek, Ca, UsVengreso is the creator of FlyMSG®. FlyMSG is an AI super productivity app for both the seller and knowledge worker. FlyMSG helps sales reps to craft, connect, convert buyers and saves 1-hour a day in lost productivity. This is done through various features like: 1️⃣ FlyLearning – 15 hours of On-demand Sales Prospecting Training 2️⃣ FlyEngage AI –LinkedIn AI Commenting Tool for Social Selling Engagement 3️⃣ FlyMSG - Auto Text Expander to Quickly Write Messages to Buyers 4️⃣ FlyPosts AI - Social Media Post Generator to Feed Network with Valuable Content FlyMSG has helped knowledge workers save time by writing over 1.5 billion characters and has become a personal AI writing assistant to boost productivity. FlyMSG allows users to save time by quickly expanding or writing text using a Chrome or Edge extension. Best of all… there is a free plan for any knowledge worker to try and a free trial for salespeople to try FlyLearning. Today, sellers and knowledge workers around the globe, in companies like Uber, Heffernan Insurance, Qlik, Proofpoint, Google, use FlyMSG to save 1/hour a day, communicate more consistently, and drive better personal and business outcomes. Vengreso has a history of innovation and product development. They have won five consecutive Gold Stevie Awards (2019, 2020, 2021, 2022 (2X)) for product excellence and innovation. Recently, they received four awards in the categories of Leadership and High Performer in the Summer G2 Grid Report. I am honored to guide their team in achieving both product-led and sales-led growth. For more information about FlyMSG visit https://vengreso.com/#try-now and see the media below.FlyPosts AI: The AI Social Post Generator that Flies (https://vengreso.com/flyposts-ai-post-generator) FlyMSG: Free Autofill Text Expander, AI Writer & AI Post Generator. Download for free. (https://vengreso.com/#try-now)FlyEngage AI: LinkedIn Commenting with AI at Scale (https://vengreso.com/fly-engage-ai) -
Founding MemberFirstboard.Io® Jan 2023 - PresentSan Francisco, Ca, UsFirstBoard.io is a curated group of accomplished female executives in technology, working together to increase the representation of women on boards, and at the highest level of corporate governance and management. -
Advisory Board MemberEmblaze Sep 2022 - PresentReno, Nevada, UsI'm honored to be part of the Emblaze (formerly known as The American Association of Inside Sales Professionals, AA-ISP) Advisory Board, helping to raise the level of professionalism and performance within Inside Sales. -
MemberForte Group Apr 2021 - PresentForte Group is a group of women executives who recognize diversity and cybersecurity as business imperatives. We leverage our collective power and reach to drive positive impact to business outcomes. -
InvestorWealthing Vc Club Mar 2021 - PresentPalo Alto, California, UsThe Wealthing VC Club is a boutique investment group for accredited investors from around the world, focused on funding innovative companies raising post-seed rounds led by VCs. -
Vice President Of Global Business DevelopmentCloudflare Jun 2022 - Sep 2024San Francisco, California, UsCloudflare, Inc. is on a mission to help build a better Internet. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare have all traffic routed through its intelligent global network, which gets smarter with each new site added. Through seasoned direction and a collaborative strategy with the Cloudflare sales teams, my role is to build a robust selling muscle that finds new logos, builds quality pipeline for this high-potential, born in the cloud company.During my tenure at Cloudflare, I architected a strategy to deliver $1B in quality pipeline annually, completed 8 consecutive quarters at or above quota and delivered per rep productivity increases for 6 consecutive quarter. Additionally, we implemented a new talent management strategy to deliver the next generation of high impact, diverse Sales talent. -
Chair Of The Board Of DirectorsMygwork - Lgbtq+ Business Community Jul 2023 - Jul 2024London, England, GbAs Chair of the Board of Directors for myGwork, I provide strategic leadership and direction, leveraging my experience to optimize board performance, foster effective governance, and drive initiatives that propel the company towards sustainable growth and success. myGwork is the largest global business community of LGBTQ+ professionals, graduates, inclusive employers and anyone who believes in workplace equality. It empowers the LGBTQ+ community by offering individual members a safe space where they can connect with inclusive employers, find jobs, mentors, professional events, e-learning/training, news and much more.myGwork has won many awards, including the Bank of London’s 2022 Rainbow Honours, listed as a Top 5 Startup with Pride by Geek Times and won the Diva Magazine Award of Corporate Allies. -
Chief MemberChief Dec 2020 - Dec 2023New York, Ny, UsChief is a private network built to drive more women into positions of power and keep them there. Chief is the only organization specifically designed for senior women leaders to strengthen their leadership journey, cross-pollinate ideas across industries, and effect change from the top-down. -
Vice President, Global Digital, Virtual And Renewal SalesNetapp May 2021 - Apr 2022San Jose, California, UsAsked to lead the 250-person Global Renewal Sales team and the North America Customer Success organizations to deliver $1B+ in renewals revenue. Generated over $1 billion in renewal revenue, showcasing an impressive 11% year-over-year growth, all while achieving significant cost reductions totaling $4.5 million. Simultaneous, we elevated all Renewals Key Performance Indicators by a minimum of 1%; including enhanced In-quarter Renewal Rate, discounting, and the recapture of late renewals. Additionally, in collaboration with key stakeholders I developed NetApp’s global customer success strategy. In parallel, I served as the Global Chair of NetApp's Women in Technology Employee Resource Group, with a membership of 1800 employees. -
Vice President, Global Cloud Digital Sales & Customer SuccessNetapp Apr 2020 - May 2021San Jose, California, UsI was advanced to lead a newly formed Cloud Sales team with a P&L of $40M and build a global team of 140 Cloud workload sellers and customer success managers driving the post-sale customer journey to expand and renew these new workloads. I led an operational and infrastructure transformation for the Cloud GTM organization to implement a digital revenue engine based on modern selling applications. This resulted in improved productivity through AI and guided selling tools and provides real-time reporting into business-critical KPIs. During COVID-19, I worked with the NetApp Crisis Management team to deliver WFH best practices & leadership webinars.
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Vice President, Global Virtual SalesNetapp Mar 2019 - Apr 2020San Jose, California, UsNetApp recruited me to lead a global team of 170 inside sales, renewal sales and sales development representatives and to consolidate and transform a geographically distributed inside sales organization to become a world-class inside sales organizationI developed a best-practice approach to centralize and lead the globally dispersed inside sales organization by implementing consistent processes, upgrading from a low-velocity to a high-velocity infrastructure and instituting career pathing to increase revenue, return and customer satisfaction.The programs I initiated delivered $880M in renewal revenue in FY20 and resulted in a 4% reduction in discounting and 11% increase in in-quarter renewal rate in the first year, representing $20M in additional revenue, after many years of consistently increasing discounting.
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Board MemberSitelock Apr 2020 - Mar 2021Scottsdale, Arizona, UsAs a Board Member at SiteLock I contributed to the go-to-market and revenue generation strategies based on my expertise in virtual sales and customer success. SiteLock was sold to Sectigo in February, 2021. -
Member, Sales Navigator Customer Advisory BoardLinkedin Jul 2017 - Jan 2021Sunnyvale, Ca, UsI provide input to the LinkedIn Sales Navigator product team. -
Member, Advisory BoardWallarm, Inc. Aug 2018 - Aug 2020I provide mentoring to the Vice President of Sales at Wallarm and input to the company on their go-to-market strategy.
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Vice President, Global Inside SalesBlackberry 2016 - 2019Waterloo, Ontario, CaBlackBerry brought me in to build a best-practice, high-performing inside sales organization. I led a global team of up to 100 sales development representatives, customer account managers and inside sales representatives, overseeing a budget of $20M, reporting to Senior Vice President, Sales & Operations.I led revenue of $45M (105% of plan) in renewal, expansion and new logo sales and improved inside sales expense-to-billings ratio by 2% YoY. In year two I drove my team to increase sales development by 250% to support an innovative Demand Center program. In addition, I brought a best practices approach to inside sales organization by implementing a daily regimen, foundational tools, metrics and forecasting accuracy. -
Vice President, SalesContrast Security Nov 2013 - 2016Pleasanton, California, UsI was brought in as Contrast’s first Sales employee, tasked with building a sales team and determining go-to-market strategy. In this role, I developed the sales process and built a team of 10 field sales, channel sales, systems engineers and sales development reps, overseeing a budget of $3M and reporting to the CEO.In 18 months, I grew direct sales from $0 to $2.6M, closing Contrast's first 40 customers and closed a direct $1.4M deal with Commonwealth Bank of Australia. Other direct deals I led included Digital Insight, Autodesk, Williams-Sonoma, Blizzard Entertainment, NetSuite, RingCentral and AXA Financial. -
Ceo & FounderQuantum Sale Sep 2012 - May 2014I founded this sales consultancy to help companies make quantum improvements in their sales results. During my time consulting, I uncovered missed revenue opportunities totaling >$300K and implemented mitigation strategies for companies. One of my commercial insurance brokerage clients closed $180K in new business within 60 days of adopting the proactive LinkedIn strategy recommended by Quantum Sale.
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Executive Vice President And General Manager, Global Partner SolutionsMelbourne It 2008 - Aug 2012Melbourne, Victoria, AuMelbourne IT recruited me to lead full P&L responsibility for the $50M global wholesale business unit, leading a team of 10 direct reports and reporting to Managing Director & CEO. I led my business unit to deliver the highest profit per employee for the entire Melbourne IT Group, and won the first new business deals for the wholesale business unit in 5 years. In addition, I developed executive relationships with Yahoo!, Microsoft, Telstra, Optus, Verizon Wireless and others. -
Vice President And General Manager, Digital Brand ManagementVerisign, Inc. 2007 - 2008Reston, Virginia (Va), UsI was promoted to assume full P&L responsibility for the $30M, 130-person Digital Brand Management Services (DBMS) business unit, where I led my team to deliver 108% of the 2007 revenue plan and achieved favorable operating income of 21%, representing 132% of plan. -
Vice President, Global Customer SupportVerisign, Inc. 2006 - 2007Reston, Virginia (Va), UsVerisign advanced me to lead a global team of over 250, with responsibility for a customer base representing 3,000 enterprises and 750,000 websites worldwide. This included technical support for Internet registrars, enterprise customers and SMBs, customer satisfaction, and SSL certificate authentication. I led the strategy to increase customer usage of the support website by 20%, resulting in $4M of cost avoidance and >$900K in cost savings, and I increased support-driven bookings by 25%, to $5.6M.
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Vice President, Inside Sales And Worldwide Sales OperationsVerisign, Inc. 2004 - 2006Reston, Virginia (Va), UsI was promoted to VP after 5 months, adding oversight for the $90M inside sales channel, the largest revenue channel for the Security Services division. In this role, I delivered $106M in bookings, 115% of plan in year one and $127M, representing 103% of plan, in year two while maintaining an 8% cost-of-sales.
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Director, Worldwide Sales OperationsVerisign, Inc. 2003 - 2004Reston, Virginia (Va), UsVerisign recruited me to lead worldwide sales operations for the $300M Security Services division, overseeing the sales deal desk to drive the deal approval process, the proposal team to provide bid response management, and sales enablement to direct the implementation of sales systems and infrastructure.
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Director, Corporate Sales And Worldwide Sales OperationsInterwoven, Inc. 2002 - 2003San Jose, California, Us -
Vice President, SalesViewcentral 2000 - 2001
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Vice President, Inside Sales And Worldwide Sales OperationsBrio Software 1998 - 2000
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Vice President, Inside SalesNetwork General 1990 - 1998Us -
Product Marketing Manager, Sunlink Networking ProductsSun Microsystems 1987 - 1990Palo Alto, Ca, Us -
Systems EngineerIbm 1985 - 1987Armonk, New York, Ny, Us
Lori Harmon Skills
Leadership
Team Building
Sales Process
Strategic Partnerships
Public Speaking
Inspiring People
Digital Transformation
Netapp
Linkedin Sales Navigator
Virtual Selling
Mobile Security
Sales
Virtual Sales
Inside Sales
Start Ups
Software As A Service
Board Advisor
Sales Operations
Business Development
Mentoring
Team Leadership
Published Author
Sales Enablement
Lead Generation
Customer Relationship Management
Strategic Planning
Strategy
Sales Management
Value Selling
Professional Services
Change Management
Enterprise Software
Saas
Management
Social Selling
Security
Cloud Computing
Crm
Selling
Lori Harmon Education Details
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Signature LeadersExecutive Leadership -
Santa Clara University Leavey School Of BusinessCorporate Board Readiness
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Appalachian State UniversityInformation Systems
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Stanford University Graduate School Of BusinessExecutive Leadership Development
Frequently Asked Questions about Lori Harmon
What company does Lori Harmon work for?
Lori Harmon works for Appsecai
What is Lori Harmon's role at the current company?
Lori Harmon's current role is Co-Founder and Head of Sales.
What is Lori Harmon's email address?
Lori Harmon's email address is lh****@****ign.com
What is Lori Harmon's direct phone number?
Lori Harmon's direct phone number is +165056*****
What schools did Lori Harmon attend?
Lori Harmon attended Signature Leaders, Santa Clara University Leavey School Of Business, Appalachian State University, Stanford University Graduate School Of Business.
What skills is Lori Harmon known for?
Lori Harmon has skills like Leadership, Team Building, Sales Process, Strategic Partnerships, Public Speaking, Inspiring People, Digital Transformation, Netapp, Linkedin Sales Navigator, Virtual Selling, Mobile Security, Sales.
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