I am leading our expansion into new, uncharted market verticals. In this pioneering role, I am building and directing a high-performing sales team from the ground up to drive revenue growth in these untapped industries. I manage a team of Enterprise Account Executives targeting companies with annual revenues up to $5 billion, and a team of Majors Account Executives focused on businesses with annual revenues exceeding $10 billion.Skydio has announced a $230 million Series E fundraising round and the construction of a new manufacturing facility in America, pushing our valuation to $2.2B. We've seen a 30x growth over the last three years and we're now the largest drone manufacturer in the United States. The Series E round was led by Linse Capital, with participation from existing investors Andreessen Horowitz, Next47, IVP, DoCoMo, Nvidia, and UP.Partners. Hercules Capital, and Axon, the company behind the Taser and police body cameras, also invested in Skydio. Responsibilities:- Develop and implement sales strategies tailored to unproven industries.- Conduct market research to identify potential customers and new opportunities.- Build and maintain relationships with key stakeholders and early adopters.- Lead, coach, and motivate a sales team to achieve targets.- Create compelling value propositions and sales pitches.- Use data and analytics to track performance and refine strategies.- Collaborate with Product Marketing, Growth/Demand Generation & our Business Development Teams to ensure alignment with market needs.

As our Enterprise Sales Leader, I lead our North American team to expand our business into key enterprise industries doing upwards of $5B in annual revenue. I build and cultivate high-caliber teams that executes with self-initiative, operational excellence, and a relentless drive to achieve Sales targets. Works closely with our Go-to-Market teams to deliver industry-leading autonomous solutions to our customers.- Role required over 10 years of experience in enterprise software, hardware, and SaaS sales- Role required more than 4 years in Sales Management, primarily within Enterprise SaaS organizations- Demonstrated a proven ability to build and lead high-performing teams driving revenue growth- Self-motivated and resourceful, capable of making decisive actions with minimal oversight- Displayed exceptional interpersonal skills, confidently engaging with both internal and external stakeholders- Demonstrated expertise in sophisticated sales process methodologies, such as MEDDPICCSales Management and Leadership:- Directly managed a team of Account Executives, consistently meeting and exceeding YOY sales projections.- Supported team growth and development through hiring, training, and mentoring- Developed a deep understanding of enterprise customer pain points to effectively communicate value propositions and solutionsCollaboration and Strategy:- Collaborated with Sales Operations, Marketing, and Customer Success teams to refine strategies, optimize processes, and ensure team success- Tracked, analyzed, and accurately forecasted business performance across the territory- Led a team of individual contributors covering the U.S. & Canada to expand business into key enterprise industriesReporting and Collaboration:- Reported directly to the VP of Sales - Americas- Worked closely with Go-to-Market teams to deliver industry-leading autonomous solutions to customers

Skydio is a pioneering technology company that specializes in developing advanced autonomous drones with cutting-edge artificial intelligence (AI) and computer vision capabilities. Skydio drones are self-flying and can navigate complex environments, avoid obstacles, and track subjects intelligently without the need for a human pilot controlling it remotely.Skydio has raised $170 million in a Series D funding round led by Andreessen Horowitz’s Growth Fund. That pushes it into unicorn territory, with $340 million in total funding and a post-money valuation north of $1 billion. As the Director of Commercial Sales at Skydio, I lead our Commercial, SMB & Renewals operation across the U.S. to expand our business into key enterprise industries. - Led a team of Commercial and SMB Account Executives across the U.S. to expand business into key enterprise industries.- Built and cultivated a high-caliber sales team, ensuring operational excellence and achieving sales targets.- Collaborated with VP of Sales - Americas and Go-to-Market teams to deliver industry-leading autonomous solutions to customers.- Managed Account Executives to consistently meet and exceed YOY sales projections.- Supported growth and development through hiring, training, and mentoring sales representatives.- Developed a deep understanding of Enterprise customers' pain points, effectively communicating Skydio's value proposition and providing valuable solutions.- Collaborated with Sales Operations, Marketing, and Customer Success to refine strategies, optimize processes, and ensure team success.- Tracked, analyzed, and accurately forecasted business across the territory.

In addition to managing a Mid-Market Sales Team, the Senior ISM Team is responsible for designing and leading ongoing training campaigns and collaborates with Sales Enablement to deliver demonstrable improvement to ramping and fully ramped Account Executives. Serves as a mentor for other Inside Sales Managers to improve the efficacy of the sales management group including problem-solving, specific coaching, and developing new training programs for Inside Sales Managers. Responsible for leading change management efforts in partnership with Inside Sales Directors, VPs and cross-functional partners.▪ Winner's Circle Club Member FY2020▪ Authored the training curriculum for MM AE1 to MM AE2 promotes ▪ Authored the Inside Sales Management Mentorship Program

Hired, trained, motivated and provided ongoing professional development for a team of nine sales representatives. Monitored and presented sales forecasts, goals and results. Observed sales engagements and suggested improvements as needed, while tracking the impact of these changes over time. ▪ President’s Club Member FY2020▪ Exceeded quota in every quarter from FY2020-Present ▪ Delivered highest total revenue in MM for FY2020 and FY2021FY22 Q4: 125%Q3: 149%Q2: 151%Q1: 176%FY21Q4: 184%Q3: 167%Q2: 131%Q1: 107%FY20Q4: 307%Q3: 242%Q2: 154%Q1: 181%FY19Q4: 225%Q3: 217%

Drove results through coaching and mentoring a team of fourteen sales representatives, all of whom had little to no closing experience. Set the gold standard for implementing training methodology through call shadowing and observation of demos while providing actionable feedback. Fostered a self motivated team culture in a strenuous, fast paced selling environment. Promoted to Middle-Market Inside Sales Manager in FY2020.▪ Exceeded quota in each month of FY2019▪ Delivered highest total revenue in SMB for FY2019▪ Provided career guidance for development as individual contributors as well as potential future leaders, which contributed to three of my direct reports being promoted into sales management roles.▪Highest percentage of SMB reps promoted into our MM team

▪ Achieved over 200% of quota▪ Promoted to Inside Sales Manager - SMBAs an individual contributor with over a decade of experience, I have worked with a diverse rangeof business clients from owner-operators to C-level executives in a variety of industries. I possessa natural ability to uncover the needs of a prospective client, challenge their thinking, and takecontrol of the sales conversation while fostering positive, long-term, consultative relationships. I have a proven history in disruptive selling environments. I believe that the underlying principle of disruptive selling is that success comes not to those who do things the way everyone else does but rather to those who are willing to step out, challenge the status quo and do things differently.Qualification Summary as an Individual Contributor:•Experienced in B2B Solution sales and marketing in both client facing and inside sales roles.•Excellent communication and tactical closing skills.•Adept at presenting in-person or on-line demonstrations of software.•Aptitude for gathering and using data to inform decision making and persuade others.•Experienced in closing business in fast-paced, transactional environments as well as managing complex, long sale cycle opportunities.•Creative deal structuring and negotiation skills.•Confident in explaining the ROI of a sale.•Knows how to negotiate access to key decision makers.•Highly coachable, quick learner who can apply information in a tactical manner to close business.•Experienced using Salesforce CRM and able to manage a variety of software business tools.•Self-motivated and responsible individual who will represent the company with the highest level of integrity and professionalism.•Understands that collaborative teamwork is just as important as personal ambition.•Mission driven to win for my clients, business partners and my team.

Develop and execute strategy to achieve $23M annual quota for Geo Territory Account Management/Small Business (GTAM/SB) Enterprising Networking group, leading team of Account Managers. Partner with territory account managers and business managers, as well as channel managers, sales engineers, and product specialist groups to drive sales. Conduct commercial sales planning and segmentation. Develop and manage relationships with client executives—deliver sales presentations to key decision makers.▪ Led team to contribute 51% of revenue through effective collaboration with cross-functional partners. Second highest result in Commercial Inside North America.▪ Achieved 120% YoY growth—highest in the region—with the biggest partner (CDW) by strategically scaling enablement efforts and working closely with all sales teams.

INSIDE SALES REPRESENTATIVE (2014 – 2016)Drove growth of territory including New York City/Manhattan and Long Island/Boroughs; developed and coached sales reps, providing direction on working effectively with channel partners and other product specialist teams. Promoted to Team Lead Q1 FY2016. ▪ President’s Club Member FY2016▪ Exceeded quota in each quarter of FY2016:- Q4: 106%- Q3: 112%- Q2: 105%- Q1: 106%▪ Delivered strong results for second half of FY2015:- Q4: 239%- Q3: 141%▪ Developed and led Long Island/Burroughs Territory from a low-performing to over-achieving territory in just 3 quarters through extensive partner outreach and influence. Established cadences to keep them informed while monitoring pipeline, closing deals, and pipeline generation.

Identified and targeted client prospects for sales of management services and marketing solutions—delivered customized onsite and online product demonstrations for B2B and B2C clients, using Salesforce to effectively manage territory and forecast sales. Developed strong relationships with key decision makers and consulted with business owners on industry trends, competitive advantage, and opportunities to advance their goals.▪ Played a key role as sales leader for Alpha and Beta stage launches of the new SaaS system, "GuestCenter,” which became the company's flagship product.

Sold online marketing solutions via phone and online presentations. Developed forecasts and tracked activity to assess progress and determine necessary changes. Team lead on negotiations and deal structuring for high-profile B2C initiative.▪ Dramaticallyincreasedrevenueforkeymarketinginitiativethroughstrategicuseofpreviouslyunderutilizedmarket data.▪ Led all associates in total deals closed for key revenue acceleration product called OpenTable Spotlight; only Inside Sales Rep to close national-level deals.▪ Established global record for 2nd highest gross income generated in one day; additionally, earned performance award in 2011. Successfully targeted larger, multi-unit, national customers and was first to penetrate that segment.▪ Achieved aggressive performance targets in 2012 and 2013, earning invite to Global Sales Awards Conference.

Coached and led a team of corporate trade brokers driving media-related sales—assisted with hiring and trained/mentored new staff to optimize performance. Tracked and reported trading volume and facilitated weekly sales meetings. Consulted with executive leaders and delivered ideas on building revenue through non-traditional business solutions.▪ Awarded top-tier accounts (Oakland Raiders, Oakland Athletics, Golden State Warriors) due to impressive success with high-potential customers. Conducted deep-dive discoveries and needs analysis that uncovered key challenges.▪ Generated record sales volume for multiple key accounts; strengthened relationships and established loyalty that led to ongoing business.

Initiated and managed B2B transactions (150+/month average) with an account base that covered multiple industry verticals including advertising, digital media, and sports entertainment. Grew client base through research and targeting of high-potential clients—tailored sales strategies to capture opportunities.▪ Brokered largest printing deal in Bay Area Market—$70K in trade volume in a single day. ▪ Earned promotion to Senior AE role in June 2009d due to strong performance.

Played a key role as liaison between sellers and buyers of privately owned businesses—managed all stages of the sales cycle, from offer through to post-closing, and assisted with negotiation of lease terms. Delivered sales presentations, analyzed business value and potential, and marketed business sales to raise the company's profile.▪ Earned a spot as top sales associate in July and November 2007 due to diligence in outbound activity and detailed approach to deal management to ensure that largest deals would close.