Leading the Quote to Cash team and modernizing the sales instrumentation processes at Mainline • Overseeing a team of 30 providing sales support in the areas of pipeline management, vendor quote, customer proposal, contract negotiation, and order fulfillment• Establishing a compliant quote-to-cash cycle ensuring development and implementation of efficient & scalable processes including compliance with federal regulations and ISO standards• Modernizing sales and ordering instrumentation leveraging automation including but not limited to SFDC Flow, MS PowerAutomate, EDI, and APIs.

Improved visibility, efficiency, and predictability, and strategized to achieve revenue growth• Planned quotas, territories, sales capacity, and sales commissions plans for a team of 25 GTM• Governed and provided actionable insight into a pipeline of $600M+• Designed scalable sales processes contributing to over $500M in revenue including sales qualification and Lead conversion, deal pricing, contract structuring, booking, contract management, and renewal operations• Collaborated with Finance to synchronize sales pursuits and bookings with revenue forecasts• Highlighted key performance indicators to Marketing, Sales, Customer Success, and Finance leveraging advanced reports and dashboards in Salesforce and Power BI

Drove Kaseya to maturity by scaling its Quote to Cash process• Founded, hired, and scaled a team of 35 providing deal desk, order management, fulfillment, and renewal operations support to 500 sales and go to market people worldwide 24x5 with over 5,000 RFQs monthly, generating over $250M in ARR• Accelerated deal velocity from days to hours and enhanced team productivity by 50% by removing process roadblocks, and automating quoting and licensing operations• Redid the core quote to cash systems in 6 months, migrating from Zuora to Salesforce CPQ• Implemented multi-dimensional quoting, ramped billing, and variable recurring revenue models• Integrated six acquired businesses into Kaseya’s quote to cash systems and process• Governed deal compliance with accounting standard ASC 606 in alignment with company guidelines• Supported New Product Introduction, product master, selling rules and product configuration• Identified and provided actionable insight into over $5M ARR in revenue leakage & over utilization

Transformed a 50-person Customer Success team into a sales-focused Account Management unit• Managed Books of Businesses for over 10,000 accounts utilizing data modeling analysis• Created compensation plans to drive product expansion and secure multiyear deals• Introduced a deal control policy to enhance profitability and speed up sales processes• Utilized Salesforce dashboards and reports to guide the team with targeted calls to action• Crafted tracking tools for monitoring customer retention, expansion rates, and product utilization

Developed and implemented companywide Pipeline and Forecast Management process at a VSAT Satellite service provider focused on the luxury maritime industry• Improved user adoption of CRM tools (Microsoft Dynamics CRM and Salesforce.com) to enhance user experience and ensure Pipeline and Forecast integrity• Generated actionable insights through analysis of pipeline, forecast, and product utilization reports• Ensured sales team compliance with company commercial and best practices standards• Created BSS/OSS strategy to optimize business efficiencies and systems integration

Managed sales operations to drive cost reduction, materials optimization, and proposal enhancements• Oversaw a $150M+ annual sales pipeline for 20+ sales staff, enhancing booking efficiency and revenue generation• Reduced inventory by over $5M through alternative material planning in response to RFQs, boosting regional sales profitability• Managed order fulfillment for $50M+ in annual sales