Our suite of comprehensive software and services solutions help member-based organizations grow, retain and engage members. Combined with our ability to streamline their day-to-day operations, we help drive improvement to existing revenue streams as well as new revenue opportunities.We believe associations and chambers are unsung heroes that help communities and industries thrive. This is why we put our energy into empowering these organizations with the tools they need to drive their organizational mission.Responsible for:o Go-to-market strategy.o Client & prospect engagement with a focus on discovery that aligns to key business issues that allows for the establishment of .client/prospect outcomes and quantifiable ROIo Key sales metrics: win%, sales velocity, ASP, ARR performance to budget & sales productivity o Key stakeholder for packaging, pricing, and brand awareness.o Built 1st dedicated expansion sales team now growing @ +48% YOYAccomplishments:* Developed new GTM plan designed to drive key sales metrics and overall sales productivity * Built new sales tools and resources to reinforce our GTM plan and effectively deploy sales & sales support headcount* Built new cross sell/upsell team and strategies including training, dedicated sales resources, and a white space analysis to pinpoint key areas of growth/opportunity * New sales compensation plans that align with sales structure and productivity improvement goals * In conjunction with products, developed new packaging and pricing offers to drive customer value and new revenue * Key stakeholder for M&A activities (2 acquisitions) * Drove improvement in all key sales metrics YTD (win%, sales velocity, ASP, ARR to budget, AE productivity)

Elm Street is a leading provider of cloud software and SaaS solutions for the real estate & mortgage and loan sector. Our portfolio is a “platform play” that enables vendor consolidation and unique opportunities to drive cross-sell/upsell revenue across our client base. Our portfolio includes CRM, marketing, social media, lead generation & qualification, data services, websites, transaction management and print collateral. Financial investment provided by Aquiline a leading PE firm in the technology space. Key markets served: residential real estate agents & realtors, real estate and mortgage brokers, real estate, and mortgage franchises.Responsible for all revenue (new and recurring) for a $63M SaaS business. Managed 70+ resources on teams encompassing sales, renewals/customer success, customer support & sales operations. Also responsible for:o Go-to-market strategy.o Client & prospect engagement with a focus on strategies designed to reduce churn and optimize recurring new revenue.o Client satisfaction as measured by churn & NPS scoreso Key stakeholder for packaging, pricing, and brand awareness.o Hitting key sales and revenue metrics as measured by monthly, quarterly and annual KPI’s Highlighted Achievements: Developed new GTM plan designed to fully integrate sales and client support/success functions across 7 companies (acquisitions)Began building new client education and adoption series to improve churn/retention including a new Customer Success function for the company to drive retention improvements with high revenue clients. Built cross sell/upsell GTM strategies including training, dedicated sales resources, and sales “plays” for effective positioning.Key stakeholder for M&A activities including development of LOI materials for internal and board review. Drove AE productivity improvement through sales process analysis, lead routing improvements and KPI creation/reporting

Blackbaud is a leading global provider of cloud software and SaaS solutions for the nonprofit sector, These purpose-built solutions included: CRM for fundraising, digital marketing, school management, ticketing, grant management, payments and payment processing, value added/embedded analytics and finance/accounting solutions. Key markets served: Higher Education, K-12 private schools, Zoos, Museums, Aquariums, Performing Arts Organizations, Corporate & Community Foundations, Faith based organizations, Healthcare Organizations, Large National & Global NPO’sPRESIDENT AND GENERAL MANAGER, Jan 2019 – June 2021Led the Nonprofit Vertical encompassing Family and Human Services, Cause/Cure, Associations, and Recreational/Social organizations in North America for both SMB and Enterprise clients. Directly managed 80+ sales and marketing resources and an additional 7 teams (shared services model) encompassing products, renewals/customer success, marketing, professional services, finance, and HR. Managed P&L for recurring revenue budget of $127M+. Drove go-to-market strategies, packaging & pricing and client/prospect engagement strategies designed to optimize recurring & new revenue, retention, client satisfaction, product development and overall brand awareness within my vertical market.

Led global sales initiatives for 3 business groups (International, General Markets, and Enterprise Markets) within NA, UK, and Australia. Managed sales operations, sales support, and engineering solutions teams. Drove global go-to-market strategies and sales productivity improvement initiatives for 400+ sales representatives and $350M+ in new bookings.Key initiatives involved:o The unification of sales structure, compensation plans, and sales methodology to maximize sales productivity: o New financial model to measure and drive headcount productivity. (ARR quota/On Target Earnings)o Streamlined and commercialized sales roles to strengthen new logo acquisition and drive volume/velocity selling.o Drove significant changes in sales manager processes culminating in a Sales Manager Playbook to drive consistency, transparency, and accountability across the company. o Developed a centralized on-boarding program to improve new hire time to productivity. and improve sales attrition levels. o Implemented several new sales technologies to drive increases in AE productivity by maximizing client and prospecting facing activities.

Led General Markets Business Unit sales driving vertical-specific solutions for $150M+ revenue-generating segment, managing 100+ AE’s managers and sales support resources. Championed execution of business unit metrics and key KPI’s to drive organic sales revenue. Highlighted Achievements:o Led business unit to achieve status as fastest growing company segment for 4 consecutive years. (YOY revenue growth)o Partnered in transitioning organization to SaaS recurring revenue model (from license revenue model).o New packaging & pricingo New sales positioning and enablement tools o Drove process improvements including:o New sales process implementation (Solution Selling)o Comp plan revisions to drive ARR, promote portfolio selling and reduce discounting. o A new forecasting process to drive accuracy and transparency. o A new GTM strategy to drive both new logo sales as well as sales back to the client base. (cross sell/upsell)o New sales pipeline measurement tools

Led various sales teams focused on specific market segments and products/solutions. Highlighted Achievements: o Developed multiple new product offerings and drove changes to optimize pricing and positioning strategies.o Met sales goals in 9 of 12 years.o Led the integration of several acquisitions into the portfolio.o Built the first partner network (resell & technology partners) for our fintech solutions. o Key contributor to various new sales strategies and sales development initiatives across the company

Responsible for the hiring, training and development of the Southeast and Southwest Sales Force for ImageX.com. Utilized experience and knowledge in the E-Procurement industry to call on, and assist the sales force in calling on, Fortune 1000 companies to consult and sell our internet based solutions. ImageX.com built custom websites, which allowed large organizations to leverage E-Procurement technologies and the internet to streamline purchasing and procurement procedures. (Specifically targeted Sr. VP and “C” level contacts within these organizations) I was responsible for Corporate Sales in addition to Management duties and was a key contributor in developing the training curriculum, sales strategies, and vendor development program for the East Region. Assisted in the hiring and training of new District Sales Managers for the Southwest, Northeast and Midwest areas, as well as Account Managers throughout the country.

Held various positions in my 6+ year tenure with Curtis 1000 from direct sales contributor to Sales Management. I accepted several Sales Mangement positions whose primary objectives were to build a team “from the ground up” and develop unique marketing and sales strategies for the each market. Products include; Envelopes, Forms, Labels, Digital Printing, Binders & Tabs and any other form of printed communications. Designed and developed customer and industry specific Internet/E-Commerce web sight development programs, as well as a variable print/direct mail fulfillment program for the Florida market. (Both programs were instituted Nationally for all sales forces) I received numerous sales and sales management awards during my career with Curtis 100.