• Partnered directly with CEO to accelerate pipeline generation and optimize sales processes• Developed targeted outbound messaging strategies aligned with ICP and persona-based approaches• Identified and articulated defensible differentiators against competitive landscape• Implemented MEDDICC framework to mitigate forecast risks and enhance deal qualification• Established stage cycle processes and exit criteria to optimize pipeline management• Engineered POC scoping criteria, reducing average sales cycle length and improving conversion rates• Redesigned pitch decks for discovery and executive-level meetings, highlighting unique value propositions• Spearheaded high-impact field marketing events, engaging C-level prospects and decision-makers• Defined ideal AE candidate profiles and streamlined hiring processes to build high-performing sales teams• Crafted incisive discovery questions to uncover pain points and drive sales conversations

• Responsible for developing new business opportunities and closing revenue within mid-market accounts (251 – 1000 employees)• Top gun: 315% of Q3 FY 21 quota attainment, 274% of H2 FY 21 quota attainment, 147% of Q1 FY 23 quota attainment

• Responsible for developing new business opportunities and closing revenue within mid-market accounts ($1 M - $15 M in travel budget under management)• Closed $60 M+ (278% of quota FY 20) in travel budget under management, $53 M self-sourced• Acquired 30 new logos, including Okta, Reddit, Bird, PagerDuty, Coinbase, Branch, Jobvite, Invitae, Hired and thredUP• Sourced an additional $38 M+ closed by the Enterprise team (Datadog, Snowflake and Zendesk)• Top gun FY 20• Presidents club FY 20• Mentored sales development representatives

• Responsible for developing new business opportunities and closing revenue within mid-market accounts (500 – 2000 employees)• Closed 110% of quota FY 16 and FY 17• Acquired 67 new logos• Ranked top territory sales representative in my region for Q2 2016, Q1 and Q2 2017• Spearheaded innovative user groups to build internal champions within install base, uncover cross-selling opportunities and enhance customer loyalty; resulted in 20% upsell opportunity to attendees • Established regular checkpoints with economic buyers of customer base to review their account and to ensure renewal and customer satisfaction• Built strategic account plans including mutual action plans which resulted in predictable pipe and overachievement of plan• Advised on training for new hires

• Responsible for developing new business opportunities and closing revenue within mid-enterprise accounts (1000 – 5000 employees)• Sourced, negotiated and closed largest company-wide inside sales opportunity • Executed company’s first partner deal• Generated over $200,000 of license revenue in three quarters, achieving 60% growth year-over-year• Received awards from executive management for outstanding sales performance • Created new opportunities via highly targeted campaigns leveraging LinkedIn, DiscoverOrg and Crunchbase• Developed new product use cases and led in-person and web-based technical product demos to drive interest

• Exceeded quarterly sales goals consistently: 120% in Q1 FY 14 (salesperson of the quarter); 136% in Q2 FY 14• Recognized as top corporate sales team member in developing outbound sourced business (over $500,000)• Promoted within four months of hire after displaying exceptional ability to execute sales process and methodology• Designed and implemented account plans across multiple territories to identify target prospects and develop new business• Launched strategic campaigns, including email, cold calling and other promotional offerings, to customer IT leadership to generate sales opportunities

• Rated in top 10% of all relationship advisors company-wide• Developed and managed a portfolio of 150+ high-growth commercial bank life sciences clients• Generated 15% increase in revenue by partnering with executives to analyze client needs and develop additional strategic client services