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As the Head of Enterprise Sales at Kandji, I led a dynamic team focused on driving substantial sales growth and expanding market presence. From Series A to Series D!I was recognized as a go-to resource for insights across all facets of the business, leveraging my expertise in understanding customer needs, swiftly building relationships, and adeptly closing deals that evolve into lasting partnerships. My commitment to excellence and strategic vision positions me as a driving force behind Kandji's success in the competitive landscape of enterprise sales.

I pioneered the transformation of an existing inbound sales team into an independently developed outbound sales team for our enterprise file synchronization, sharing, and data governance SaaS product. I crafted the prospecting strategy by identifying buyer personas, utilizing Salesforce custom reporting sales data and market analysis, and building sequence messaging to increase meetings.I utilized LinkedIn to recruit and hire outbound sales team, created the sales interviewing process, and designed the sales training program. I trained and developed top 4 revenue-generating account executives and other award- winning account executives / sales development representatives in a repeatable and scalable prospecting process and sales methodologies through individual meetings, call shadowing and feedback, and continuous coaching.KEY ACHIEVEMENTS:• Skyrocketed average annual recurring revenue from $1.8K to $30K and eliminated dependency on SEM/SEO inbound leads by creating end-to-end sales process including prospecting, discovery, product demonstrations, business value creation, negotiating, and closing.• Led the only team to exceed quotas quarter-over-quarter, also recognized as #1 out of 5 commercial teams for 3 consecutive years after breaking company records 9 times for largest contract and securing the company’s first $1.2M contract.• Scaled to 5 outbound sales teams driving up to $6.2M in annual recurring revenue and standardized prospecting and sales training for the entire organization.• Guided 1st commercial team in expanding presence in Australia 500% and closing deals with multi-industry global enterprises including an organization in Japan that owns 28 US-based companies.• Minimized customer churn 3% by introducing a new onboarding process that accelerated implementation by 30 days without multiple customer hand-offs across departments.

As an Account Manager at Egnyte I help businesses by listening to their needs and providing the best possible solution to solve their problems. We find a solution that will allow them to securely share and collaborate with colleagues and clients.As a Gartner leader in the EFSS (Enterprise File Sync & Share) space, Egnyte connect was built from the ground up focused on being secure, scalable and versatile. Our products are great and so are the people behind them. We focus on your desired outcome to ensure that the solution we deliver is the one that you really need.

Within this role I led account executives in selling 20+ major SaaS platforms, IOT technologies, telematics and developer tools to enterprise, small business, and government customers. I created the Business Solutions discovery process for inside and outside sales and developed a second Small Business sales team in Eastern Washington.I trained sales teams through bi-weekly training sessions, and coached account executives in fostering relationships into partnerships with customers to enhance customer retention in a highly competitive environment. I also influenced the promotion of 3 team members into leadership roles for the organization.KEY ACHIEVEMENTS:• Grew core product activations for 3 consecutive years by 22%, 14%, and 52%—leading nationwide internet-of- things (IOT) and SaaS sales as the only market to achieve 43% revenue growth—after transforming commoditized sales process into a solution-based selling program for account executives.• Selected to assist in the development of a go-to-market plan for new VoIP product and led the nationwide execution of product sales to 82% market share.

I assembled a high performing sales team to boost SaaS product sales for the Human Resources Information System (HRIS). I prospected, recruited, and hired account executives using LinkedIn. I coached account executives on sales methodology and accurate forecasting. I coordinated weekly team meetings and individual meetings to strengthen accountability for daily, weekly, and monthly sales activities and trained sales representatives in solution-based selling. I also taught Continued Professional Education courses for CPAs to address the recent impacts of the Affordable Care Act.KEY ACHIEVEMENTS:• Spearheaded first large-scale expansion opening 50 new markets for SaaS product by crafting and implementing a new market entry plan which included inside sales, outside sales, and marketing efforts.• Recognized as fastest growing market in company history by exceeding 500 customers in less than 18 months and their only market to exceed quotas for 2 consecutive years.• Quadrupled projected go-to-market sales of HRIS software after orchestrating a go-to-market strategy for the district—later adopted by sales representatives nationwide—that optimized sales processes to address the value to mid-market and small businesses impacted by the Affordable Care Act.• Restored revenue-generating activities for account executives 70% by leading transition to work-from-home environment and coaching sales team on how to conduct needs analysis over the phone and WebEx.

I relocated to revive the lowest performing team worldwide and expand market penetration to achieve 2nd largest operation in the company worldwide. Within this role, I delivered business acumen training to account executives improving their understanding of customer business operations and empowering the identification of new business opportunities.I established sales activity standards to monitor and drive accountability in sales teams and developed sales trainers. I developed the Top 4 sales representatives worldwide and influenced the promotion of 3 team members into regional managers as well.KEY ACHIEVEMENT:• Amplified profitability $60M in first 18 months—increasing average sales price of inventory $1,200 and sales volume 400%—by creating sales plans for current customers that aligned their goals with sales objectives.

• Achieved #1 ranking in the world for volume, boosted market penetration 26%, and reduced collection time by 3 days as Regional Remarketing Sales Manager in Dallas-Fort Worth, Texas.• Amplified monthly profitability $127K with 29% fleet growth, district customer service scores from 52% to 83%, and employee retention from -17% to 78% as Area Manager in Forth Worth and Arlington, Texas.