Leading Zip’s end-to-end GTM strategy for the US business including Sales, Account Management, Revenue Operations, and Pricing Strategy

Head of Sales for Zip's Merchant acquisition business in the United States & Canada serving SMB, Mid-Market, and Enterprise merchants.Zip (ASX: ZIP) is a leading Buy Now, Pay Later company providing fair and seamless solutions that simplify how people pay. With a growing presence across the globe, our mission is to be the first payment choice, everywhere and every day.We exist to create a world where people can live fearlessly today, knowing they’re in control of tomorrow. Focused on product innovation that puts people at the center, we put the financial well-being of our customers and merchants at the heart of everything that we do.We are Zip, and we’re only just getting started.

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In summary, as the Head of Sales at FRONTSTEPS, my role encompassed analyzing sales performance, refining pricing and product positioning, recruiting and developing talent, collaborating with marketing, leading and coaching the sales team, managing strategic partnerships, deploying tech stacks, presenting reports and Unit Economics to the Board, and identifying and implementing partnerships for upper funnel growth using tools such as AI.Deployed GTM strategy which led to exceeding OKR organizational revenue growth targets in Q1, Q2 and Q3 of 2023, leading to three of the highest sales-driven growth quarters in company history.

I led Go-to-Market Strategy and deployed cutting-edge, cloud-native SaaS solutions for financial institutions across the America’s, supporting their digital transformation and the reinvention of their legacy systems. I also elevated our efforts to secure funding from U.S. partners, targeting company rebranding and the launch of the US GTM growth strategy. Apart from that, I contributed to recruiting and developing FinTech sales executives, guaranteeing the acquisition of talented professionals. I also initiated business expansion across North America through strategic channel implementations and new reseller alliances.

Superintended the overall sales strategy and vision for high-value market territories, I administered executive guidance to generate competitive sales outcomes and exceed established team quotas. I performed effective coaching and lead generation strategy to introduce rightful solutions to target markets, ensuring sales Account Executive leads aligned with target industries and revenue projections. Aside from that, I guided end-to-end sales cycle coordination with full-scope capacity, dispensing high-impact strategies to front-line sales executives, which yielded successful sales funnel stages, stakeholder buy-ins, and partnership growth.During my tenure, I conducted impact analysis and ROI reporting, which aided in building consensus with target C-Suite executives. I also presented SaaS solution benefits and compelling value propositions, resulting in finalized deals and successful client acquisitions. Besides that, I synthesized my technical aptitude, knowledge of client operating models, and a consultative sales approach to relay the solutions' key strengths, emphasizing efficiency, service delivery, adaptability, and scalability benefits. I also maximized departmental collaboration to determine and rectify critical implementation and operational issues. Further, I kept abreast of dynamic client demands to continually improve outcomes.In this role, I maintained stakeholder communications for roadmap management, detailing all operational objectives while streamlining fundamental plans. I also cascaded all vital information, gained buy-ins, and produced favorable outcomes for my team and for the company. In addition, I stayed well-informed of innovations to drive process improvement, resolve gaps, and bolster performance.

Member, Board of DirectorsChairman, RMAFP Summit Committee

I exceeded sales goals and strategies for the department to meet growth projections while maximizing my involvement in the recruitment, development, and coaching of highly competent teams. Key Highlight: - Successfully surpassed revenue growth goals for 2016, achieving 108% of quota through expansion of client base and optimization of existing processes.

I executed both short- and long-term enterprise sales strategies while monitoring the overall strategic sales policies, objectives, and initiatives. I also provided suggestions on product and service enhancements to improve client satisfaction.Key Highlight: Fostered positive, collaborative relations with C-Suite level enterprise executives working for companies averaging $100M+ to $3B+ YoY, which helped achieve the annual sales target

- Provided mid-sized organizations (50-1000 employees) with Human Capital Management(HCM) solutions combined with cutting edge software in order to evolve the ways in which they drive employee engagement.- Achieved sales through 100% new business development- Effectively managed and developed pipeline using Salesforce CRM and available reporting tools

Key Highlights: - Drove the revenue growth through identifying, bidding, and general contracting projects. - Was 2010 Rookie of the Year- Was the 2011 President's Club- Was the 2012 President's Club