• Specialized in serving startup & early stage growth companies to help implement proven strategies & training for Sales, Account Management, Sales Development, Mid-level Management, and Leadership Teams.• Identify and bridge the gaps in multiple organizations - aligning structure, culture, leadership and Sales performance with company targets.• Provide Sales training services including foundational selling, advanced selling, Sales funnel coaching, team and individual professional Sales coaching for Account Executive, SDR, Account Management, and Leadership teams.• Offer consulting services including Sales compensation design, go-to-market strategy, learning management system design, Sales org diagnostics, Sales process improvement, Lead management optimization, custom CRM design and engineering services, Sales enablement, Sales territory distribution, and lead handoff processes.

• Oversee all strategy, training, and operations for Sales Management, Account Executive, Sales Development, and Account Management Teams nationally.• Responsible for overseeing the design, building, management, and implementation of ApexDrop’s’s Sales Customer Relationship Management (CRM), Hubspot.• Perform strategic analysis of Sales performance and report on improvements and deficiencies in weekly growth meetings with the CEO, CFO, CMO, and other department heads.• Conduct interviews and serve as the Hiring Manager for all Sales Manager, Account Executive, Sales Development, and Account Management candidates.• Track individual, team, and departmental performance to provide monthly, quarterly and annual revenue forecasts.• Work closely with Marketing, Creative, and Product teams to identify and develop effective sales enablement collateral.

• Performed full org diagnostics and audit to redefine strategy, operations, and standardized practices for all onshore and offshore Sales Teams.• Responsible for building Design Pickle’s Customer Relationship Management system using automation, predictive lead scoring, integrations, and functionality to improve visibility, efficiency, and efficacy of all sales activities.• Developed Sales scripts, demo decks, and all Sales resources & enablement that lead to an improvement in Sales close ratios from 38% to 52% across the sales organization.• Provided detailed presentations in weekly meetings with the CCO, CFO, and VP of Marketing on improvements, deficiencies, and recommendations for sales and all cross-functional teams.

A digital advertising and online review company, with more than 4,000 employees and $1 Billion in annual revenue.• Manage a team of Sales Representatives, responsible for performing new business development of Yelp’s digital marketing solutions to businesses across the East, Central, and West regions.• Oversee a total business portfolio of 35,000+ accounts that generates $3.5 Million in annual sales revenue.• Interview, hire, train, and provide ongoing coaching and mentoring of the Sales team.• Assign sales territories and accounts (2,000 – 2,500 for each Sales Representative), create sales goals and activity metrics, and give performance evaluations.• Train the Sales team to perform all aspects of the sales development lifecycle, including cold calling, scheduling meetings, performing client needs assessments, selling features and benefits of products and services, overcoming objections, closing sales, and performing general account management.• Track individual and team performances and develop weekly, monthly, and quarterly revenue forecasts.• Work directly with Senior Directors and VPs and SVPs of Sales to exceed production and revenue goals and ensure product solutions meet client requirements.• Collaborate with leaders of Account Management teams to facilitate long-term success and client retention.Key Accomplishments• 2-Time President’s Club Award Winner for ranking in the Top 10% of producers, with more than $3 Million in total portfolio value as an individual contributor.• Promoted through multiple Sales Management roles during an 8-year tenure with Yelp, including Associate Sales Training Manager, Sales Training Manager, Sales Manager, Senior Sales Manager, and Remote Senior Sales Manager.• Serve as a Member of the Hiring team, responsible for interviewing and hiring Account Executives monthly.• Won multiple “Century Club” awards for individually producing over $100,00 in quarterly revenue.

A nonprofit 501(c)3 organization that held the area’s only 100% free VegFest, which raised money for other nonprofits benefiting animal welfare and positively impacting food choices within the local culture and society.• Managed all aspects of Sales and Operations for an annual VegFest event that raised money for local nonprofit organizations.• Sold vendor sponsorships, managed vendor registrations, assembled VIP packages for event attendees, and managed all donations from the local community.• Performed all aspects of the sales development lifecycle. Cold called local and regional restaurants and vendors, scheduled meetings, made sales presentations, sold the features and benefits of the event using consultative sales techniques, overcame objections, and closed sales (sponsorships).• Worked with local service providers for event rentals, including booths, event tents, vendor tents, electricity, stage, and sound and with city officials for permitting and parks and recreation contract compliance.• Worked with national guest speakers and performers on scheduling, travel accommodations, content guidelines, and participation in breakout sessions.• Served as Master of Ceremonies and moderator during breakout sessions and group discussions.Key Accomplishments• Promoted and facilitated the registration of more than 100 vendors annually for the event.• Successfully raised thousands of dollars for Farm Sanctuary, Mercy for Animals, Elephant Sanctuary, and many other nonprofit organizations.• Grew the VegFest event from 1,000 to 5,000 attendees by the second year.• Increased donatable revenues from $12,000 to $50,000+ in 1 year through vendor registrations and quarterly fundraising events leading up to the festival.

A digital information resource center for union members throughout the country, with $1+ Million in annual sales revenue. • Managed all business development and sales activity for this start-up organization with 30 employees. • Hired, trained, and supervised the Sales team, developed lead generation strategies, and assigned sales territories by region and vertical.• Managed key account relationships, negotiated contracts and agreements, oversaw sales training and development, and built and maintained strong relationships with union leaders nationwide.• Created a nationwide network for union members across the country to get up-to-date information on strikes, dues, apprenticeship programs, and union news. • Created a secondary network of discount service providers for members of the ALU network to obtain special discounts from local restaurants, home services, local services, professional services, and more. Sold exclusive local sponsorships and banner advertising that marketed to those who used the network.• Oversaw web development and design, SEO, and overall online marketing strategy.Key Accomplishments• Grew sales of this start-up company from $0 to $1+ Million in annual revenue. Grew staff from 0 to 30 employees.

U.S. NAVY, Whidbey Island, WA, 2003 – 2007 Intelligence Specialist, Petty Officer Third Class, Honorably DischargedNAVY AND MARINE CORPS INTELLIGENCE TRAINING CENTER, Dam Neck, VirginiaIntelligence Specialist Training, 2004Top Secret / Sensitive Compartmented Information Security Clearance (Expired)Single Scope Background Investigation (SSBI) Qualified