Primarily responsible for growing & retaining demand; delivering predictable & sustainable client ROI despite business cycle environment; developing & executing sales strategy to ensure sales quotas are achieved; aligning sales resources with books of business to maximize value; developing, managing & retaining team of sales professionals; and collaborating with marketing, call center & analytics teams to maximize business opportunities or validate product consistency.

Primarily responsible for developing people, process and technology to mitigate business and fraud risk around operational functions including syndication, underwriting, funding, QA/Titling, payment processing, booking transaction, certification to release capital, customer service and collections.-Within 6 months, increased operational output by almost 2X with limited process and no technology support-Increased operational capacity output by 3X with 70% increase in headcount-Hired and trained 25 new hires over 6-month period to ramp up operational capacity output-Developed compensation plan for operations to attract and retain talent-Developed organizational structure and aligned incentives to create career path, redundancy, capacity output, bench strength, higher morale and better service levels-Developed new training program to replicate the best performers which created redundancy around the previous single points of failure; new employees hit production volume equivalent to best performers in 3 months which previously took best performers 6 month to achieve and 50% more time-Process regressed for 2 months with transition of CRM from Microsoft Dynamics to Salesforce leading to more inefficiency and tremendous pressure on morale which I navigated with minimal headcount casualties while still increasing output per headcount by 2X in this period -Drove over 300+ process changes in Salesforce over 90 days in order to bring CRM back to parity from old CRM and make process better than what it was prior to changes which saved over 200+ labor hours per month-Without technology, paved the operational path with process for indirect sales channel to increase output per ops funder headcount by 3X-Identified and collaborated with product to scope out technology solutions to address operational pain points with the biggest returns and lowest level of effort

Focused on the mortgage category, primarily responsible for vision, strategy development and execution, business development and strategic partnership management, managing legal and compliance, supply and demand generation, shaping product development, managing lead generation technology platform, product testing & optimization, developing and managing b2b marketing and sales organization, developing and managing operations, business intelligence development and maintenance, financial management including PnL ownership and mortgage subject matter expert for company. -Established vision & direction for mortgage lead generation business with executive mgmt team for 2nd largest online real estate destination site-Built mortgage lead gen business & sales strategy while developing longer term strategy & influencing the overall consumer product strategy-Leveraging industry relationships, built a turn-key & scalable mortgage lead gen platform including processes & systems within 3 months without having to distract company or invest material resources-Increased ROI on mortgage lead gen by 20X within 20 months in annualized revenue with high gross margin-Developed consumer experience & analytics funnel to understand & optimize key levers in mortgage lead gen-Formulated mortgage lead gen product recipe to deliver value & unique selling proposition to mortgage lenders-Leveraging online marketing expertise, coached & developed mortgage product manager to expand & drive 3X increase in consumer supply-Developed sales organization including CRM development & sales process, sales positioning & messaging, multiple sales channels, roles & responsibilities and compensation design, build & administration to drive go to market strategy while validating sales headcount acquisition and account management model-Developed pricing strategy & guidelines for building proposals & setting up orders to maximize customer success, fulfillment rate & time spent on order management

Developed & executed sales and sales operation’s strategy to create incremental sales opportunities and operating efficiencies, respectively, by leading my direct reports and influencing my peers; establishing strategic working relationships between sales and product and sales operations and finance; training and coaching sales managers and sales operations manager; collaborating with managers to create and execute personal development plans for themselves and their direct reports; visiting clients and attending trade shows-Drove mid-market teams to exceed $20mm in annual revenue-Developed call center capabilities to generate $3mm in new annualized call center solution revenue-Tripled international annualized revenue from $600k to $1.8mm-Recaptured $1.5mm in lost annual revenue by improving business process for monitoring rejected leads-Worked closely with COO to distribute and translate corporate revenue goal into annual sales quotas-Collaborated with general managers to establish annual sales team and individual quotas as well as make intra-year adjustments-Designed and administrated multi-million sales compensation budget

Developed the mid-market client segment to achieve a 25X ROI within 30 month time horizon while driving sales organizational development and growth through the creation of sales forecasts/budgets and sales strategy; incentive design, planning and administration; constructing sales process; cross-functional communication with operations, product, finance, collections, human resources and legal; recruiting, hiring, training and coaching sales professionals; conducting on-going performance reviews; collaborating with sales professional to create and execute personal development plans; visiting clients and attending trade shows-Developed client segment to generate $1.2mm per month-Expanded account base from 30 to 275 accounts through targeted acquisition strategy-Increased monthly up sells 600% from $30k to $180k over 8 month period through performance management process-Reengineered sales process to boost individual Account Executive(AE) revenue capacity from $175k to $500k per month

Accountable for driving strategic partnership revenue representing a significant percentage of the company’s EBITDA; collaborated with product to penetrate existing reseller relationships and uncover new opportunities in declining lending market; created and managed b2b marketing campaigns for sales team and intermediaries; prospected and managed existing accounts; visited clients and attended trade shows-Developed new business opportunities to realize $1.2mm recurring annual revenue during the subprime meltdown-Optimized lead form for lending product to attain $300k annual revenue-Developed white label LIVE transfer program with intermediary and sales team to drive $75k per month in new revenue-Restructured intermediary relationship to address declining lending market advancing monthly revenue from $30k to $150k

Realigned an inside sales organization to grow the small to mid-size client segment representing 25% of annual revenues and 35% of EBITDA for the company; delivered bi-monthly business reviews to update Executive Management team on sales progress; developed reporting to track, manage and understand the business’ client segment; coached and motivated sales professionals to exceed sales objectives; improved and delivered new hire training program-Grew revenue 19% from $4.4mm to $5.2mm per month while achieving annual revenue in excess of $55mm-Drove gross profits 53% from $1.4mm to $2.5mm per month while delivering annual gross profits of $22mm-Developed and executed sales strategy and sales process to increase account base by 50% from 300 to 450

Led, coached and developed a team of 20 AEs to consistently exceed sales objectives; developed individual selling skills through on-going coaching; developed individuals into a results oriented team through SPIFs, recognition & transparency; engaged curiosity to develop individual growth through personal development plans; created & implemented performance standards & expectations program to guide the performance management process; rebuilt company reputation and outside sales territories into inside sales territories through targeted acquisition and account management- Drove revenue from $50k to $1mm per month with an average initial contract size of $750- One of two out of 10 inside sales teams to exceed 2004 sales goal generating $10.2mm- Out of 150 sales professionals, consistently had 3 sales professionals performing in the Top10- Developed AE to perform in sales management role which led to their promotion to Regional Sales Manager- Closed 350 new accounts every month through targeted high volume inside sales cold calling

Responsible for outbound cold calling to sell sophisticated Internet marketing services to an unsophisticated buyer using a new sales approach for the company—the inside sales model; prospected; managed pipeline; negotiated; closed and launched new deals; presented best practices; assisted in development of sales messaging and sales process- Exceeded sales objectives by investing over 500 hours of telephone selling time, including cold calling over 5,000 prospects- Promoted to Regional Sales Manager for going beyond the scope of my role which included coaching and motivating AEs