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• Seen the full SaaS journey from $0 to $100MM multiple times. From pre-A (no GTM) to post IPO. • Built full Revenue Orgs (AE, BDR, Enablement & CS) teams from scratch • 4 Exits (2 IPOs & 2 Acquisitions)

Grew ARR from $4MM to ~$16MM and built an entire Revenue Organization. • Responsible for Sales, CS, Enablement, RevOps, Solutions Engineering • Grew Revenue Org from 15 to 100+ employees• 4X ARR Growth in 18 months • Improved Gross Renewal Rate by 20%

Built an entire Enterprise SaaS sales org (BDR, Channel & AE) and grew ENT ARR contribution from $2 to $15MM. • Responsible for Staffing 1st Enterprise Sales Segment• Developed 1st Competitive GTM & Enablement Materials• Created and Prioritized Enterprise Roadmap• Owned & Scaled Channel & Alliances Organization• Lead Creation and Scaling of Outbound Demand Generation Organization for Field Sales• Opened, Staffed and Responsible for Remote Sales Office in Kansas City• Initiated & Staffed Envoy's 1st Commercial Sales Segment • Initiated & Responsible for Envoy's Initial Engagement with Gartner

• Responsible for creation of 1st Enterprise Sales Segment• Key Wins Include: HBO, Harvard, Benefit Cosmetics, Trimble, Franke, Central States Funds & Naspers• Prioritized Enterprise Specific Enhancements for Roadmap• Lead Competitive Intelligence Initiative• Built Program & Trained Entire Sales Team on Multi-Threading Sales Strategies

Built entire GTM operation from scratch. Scaled from 1 customer, no marketing, no pipeline and no website etc to 10 Customers ~ $1MM in ARR and sourced Etsy into pipeline which then acquired us. • Personally sourced opportunity withe Etsy that ultimately lead to the acquisition of Blackbird• Responsible for all aspects of Sales & Marketing while emerging from "Stealth" • Launched Blackbird's 1st commercial website• 10X bookings growth in less than 12 months• 10X customer count in less than 12 months, including prominent new logos Nasty Gal, The Bump & Keep• Built multiple opportunity channels from scratch (Outbound, SEM, Channel, Upsell) • Developed a streamlined pricing approach and ROI model to sped up sales cycle• Launched initial email marketing campaigns and field events • Built over $4MM+ in pipeline including several 6-7 figure opportunities with F500 prospectsBlackbird's search and recommendation products use Artificial Intelligence to develop a true semantic understanding of ecommerce data. A combination of image recognition on product photos and machine learning on text enables an automated approach to item and query categorization requiring no manual input. The platform proved to drive up to a 100% increase to baseline conversion rates.

• Promoted to help launch a new division (Major Accounts)• Scaled team from 12 to 50+ reps• Scaled New Segment from $3MM to $35+MM• Managed a team of field reps targeting strategic accounts that secured large scale deployments through value selling and C-Level Engagement (Esri, FICO, Harmonic, Monster Beverage, Concur, Autotrader, NuVasive, Rackspace, Discovery Communications, AMN Health, SJUSD, Informatica, Linkedin, Illumina, Guthy Renker,Advent, Encore,Dolby)

• Scaled original sales team to 50+ reps with a run rate of $50MM • Attained 120% of Personal Quota for ARR Target in 2011• Won significant deals in key enterprise accounts (AMD, eBay, ESPN, Disney, Electronic Arts, Enterprise Rent-A-Car) • Highest ARR producing manager in 2011• Responsible for recruiting, interviewing, and onboarding sales candidates• Aided in several key Enterprise level product releases in 2011 • Lead Projects in Marketing and Business Analytics that generated net new pipeline of $6MM+ and net new revenue of $2MM+.• Served on Project teams to evaluate and implement sales methodologies, strategic partnerships, and scaling framework• Grew team headcount by 3+X, drove 3X revenue growth, and inceased ACV by 2X in 12 months

• Responsible for developing and implementing new strategies across the sales team to move from departmental deals to company wide deployments • Focused on uncovering roadmap opportunities to move us up the ladder from SMB to Enterprise • Aided in several key new product releases in 2010 that opened up larger opportunities for Box in the enterprise• Attained 120% Quota for Annual Recurring Revenue Target in 2010• Closed 5th largest contract in company history within 45 days of hire• 3rd highest revenue generating AE in Q3 & Q4 of 2010• Doubled average contract value in less than 12 months • Responsible for all aspects of Sales Cycle: Lead Generation/Qualifying, Business Value Presentations, Contract Negotiations • Entrusted with new hire mentoring and training• Responsible for managing and expanding 20+ key existing client relationships (Pandora, ESPN, Random House, Six Flags)• Achieved acquisition of 200+ new clients in 2010

• Attained 120% annual Quota for Professional Sevices Revenue Target in 2008• Attained 115% annual Quota for Recurring Revenue Target in 2008• Closed 2nd largest SMB contract in 2008• Tripled SMB Customer base in my territories• Top Selling SMB rep out of 45 total in July of 2009 • Responsible for all aspects of Sales Cycle: Lead Scrubbing, Business Value Presentations, Contract Negotiations

•Trained and developed new inside sales division with $80 million in sales in 2006 •2006 Salesperson of the year with $40 million in annual volume•Directed Inside Sales Team to $50 million in sales in Q4 2006•Set Company Record for highest Monthly and Quarterly Sales Volume ($10.5 and $25 Million respectively)•Responsible for 215% growth of company customer base (7,133 to 13,235)•Team leader in the rollout and implementation of a customized $65,000 CRM system

•2005 Salesperson of the year with $50 million in annual volume•2004 Salesperson of the year with $28 million in annual volume•Averaged 3.5 million in Sales through 38 months of Production•Responsible for establishment and growth of regional account base in Contra Costa County•Prepared and delivered product presentations to prospective clients •Consulted brokers on packaging, product targeting, pre-underwriting and pricing of scenarios•Targeted and prospected regional account base through cold calling and email campaigns

•2003 Employee of the Year•Served as central information gateway between operations group, company account base and sales team•Worked with Brokers and Sales Representatives on pricing issues and scenario questions•Performed initial consumer credit and loan program screening of all loan applications •Responsible for companywide Pipeline management to accurately forecast monthly funding volumes