Whether you're a small start-up with only a small handful of GTM employees, or a large organization with thousands, Phoenix GTM Consulting group can help your teams become more productive and efficient and hit important business goals and rise above the rest.

‘The Enablement Squad’ is an online, Slack community of over 2,000 global members where Enablement professionals can network, brainstorm, and share best practices and struggles with each other. It was founded in 2019 by Matt Schalsey and Stephanie Middaugh. In 2022, ‘The Squad’ was acquired by WorkRamp. Through this partnership, WorkRamp will be able to offer additional resources to help grow the community, get more events and programs up and running, and bring enablement leaders together.

• Built the Enablement function from the ground up, creating scalable strategies, programs, and frameworks to support the 233% growth of the organization. • Designed and implemented an Onboarding program for over 30 new Go-to-Market (GTM) hires, which included an in-person, multi-day BootCamp, as well as self-paced training content to ensure role-specific competency development and readiness. • Achieved a less than 7% employee churn rate on GTM new hires after Onboarding program creation. • Evaluated and implemented the first organizational LMS, developing Onboarding and ongoing training content and certification processes to support continuous learning and development.• Led the planning and execution of the 2024 Sales Kickoff (SKO) event, ensuring successful participation and an 87% event satisfaction rate. • Developed and launched a training initiative for newly developed ICP's, achieving an average challenge grade of 94%.• Executed multiple product launch enablement initiatives, providing comprehensive training on product, security, pricing, and messaging for SEs and AEs.• Launched a weekly internal newsletter, maintaining an average open rate of 82% and a click rate of 92.5%.---------------------------Pinecone is a fully managed vector database that makes it easy to add vector search to production applications. It combines state-of-the-art vector search libraries, advanced features such as filtering, and distributed infrastructure to provide high performance and reliability at any scale. No more hassles of benchmarking and tuning algorithms or building and maintaining infrastructure for vector search.

*Impacted by Reduction in Force (RIF)*Strategy• Built the Enablement function and team from the ground up, defining the scope of the function internally in order to support the entire GTM team. • Grew and lead a team of 3 Enablement professionals who focused on supporting over 100 GTM members, overseeing Onboarding, Sales, and Customer Success Enablement. • Worked closely with the Senior Leadership quarterly to understand key business priorities and create Enablement programs to support and positively impact those initiatives. • Regularly served as a strategic advisor to Executive leadership, spear-heading conversations and offering guidance related to priorities, process development and improvement, and operational strategy. • Encouraged the team to actively seek out opportunities for professional development and regularly brought in other Enablement leaders to share ideas and best practices. Onboarding• Built the GTM Onboarding program in order to support the 135% growth across the Revenue department.• Onboarded over 75 members of the GTM team and decreased average age of first deal for new hires by 51%• Developed role-based learning paths, leveraging self-paced content, live trainings, and best practice sessions to ramp new hires. On-Going Enablement• Rolled out a training initiative to break into a new Persona market which resulted in an 80% increase in pipeline generation, 65% increase in Closed Won net new opportunities in 1 quarter, and a 28% increase in the amount of Closed Won Upsell opportunities in 1 quarter. • Created an internal promotion process, interview cycle, and onboarding program which resulted in 11 successful internal promotions. • From concept to execution, I hosted 2 company kickoff events, 1 virtual and 1 in-person. Each event received over a 9/10 satisfaction rating from attendees and was on or under budget for each event.

• Operationalized the Sales Enablement team by creating and deploying scalable and repeatable frameworks and Program Management strategies to increase the efficiency of the 30+ member team.• Supported a Sales Organization of over 1,500 sellers globally.• Managed a team who coordinated logistics for all Enablement Programs as well as triaged and scoped most Enablement and training requests that came in. • Collaborated regularly with global colleagues to ensure visibility into all programs and initiatives in order to prevent overlap between programs.• Created and rolled out a framework and strategy for all Enablement programs, helping to answer critical questions at the beginning of a project, ultimately providing clarity and alignment between requestors, stakeholders, and Enablement colleagues executing on deliverables.• Sponsored and provided strategic support for an overhaul of the internal Content Management System in order to increase organizational trust score and increase Rep efficiency by cutting down on out-of-date information.• Program Managed the scoping and development of internal Sales Competencies which would ultimately affect multiple levels of Enablement programs and trainings.-------------------------------Zoom helps businesses and organizations bring their teams together in a frictionless environment to get more done. Our easy, reliable cloud platform for video, phone, content sharing, and chat runs across mobile devices, desktops, telephones, and room systems.

• Built the Enablement department from scratch, creating scalable programs and trainings to support the 191% YoY hyper-growth of the organization and the eventual acquisition by Bill.com for $2.5 Billion.• Created a formal onboarding program for the entire Revenue Department and onboarded over 50 new Revenue new hires in 2019. New hire satisfaction increased by 60% from traditional onboarding efforts by Managers and ramp time of new reps decreased by 30% on average. • Evaluated, implemented, and rolled out a new Learning Management System (WorkRamp) to the customer-facing teams –with an 80% completion average of coursework.• Created and maintained a Google Site to house all internal information which had been previously stored in pinned Slack channels in-place of a true Content Management System, at zero-cost to the business.• Planned, organized, and came-in under budget for the first annual "Revenue Kick-Off" event for 160 attendees with an overall satisfaction rating of 90%• Worked with Leadership and HR to workshop and document ideal hiring profile and promotions plans for internal reps. • Partnered with Operations and leadership to document first-ever Rules of Engagement for the Sales Org.• Worked closely with senior leadership to workshop and craft the GTM Strategy for the business.• Built an Enablement charter, mission statement, and quarterly project plan to ensure alignment of our goals across the business.

As the Go to Market (GTM) Enablement Program Manager, I supported the growing and changing business by leading the onboarding program for all new GTM employees. I ensured new hires started ramping quickly by enrolling them in self-paced video learning courses, then facilitated a week-long, in-person workshop where they heard directly from other members of the GTM organization to share tribal knowledge, network, and set them up for success. After being onboard for only a few months, I took the lead in overhauling our Onboarding Workshop and increased the average onboarding program score by 13%. I have also been instrumental in the implementation and adoption of the new Learning Management System (LearnCore) and Content Management System (Showpad) for our GTM organization. -------------------------------------------------------DataStax delivers the always-on, Active Everywhere distributed hybrid cloud database built on Apache Cassandra™.

Focused on continuously improving the effectiveness and efficiency of the sales organization in order to support a rapidly scaling business. Took active roles in improving the systems and processes that were used, all while nurturing working relationships with sales leadership and account executives so that I was seen as a trusted advisor to their success. I worked closely with sellers and leadership to help define and establish long-term business objectives and then implement appropriate improvements within the systems along with providing detailed and informative documentation. I designed the sales territory strategy for the entire global sales organization in FY18 and worked closely with our Salesforce.com administrators in order to execute the deployment of the territory assignments within the first weeks of the new fiscal year with minimal disruption to the sales teams. I took proactive steps in order to ensure the success of the sales teams within a rapidly changing business, including providing training and enablement around new processes and tools for existing account executives as well as leading monthly sessions for new hires during the Sales Academy Onboarding to introduce internal processes, territory set-up, and SFDC layout. -------------------------------------------------------Revolutionizing business through data science and analytics, Alteryx offers an end-to-end analytics platform, which empowers data analysts and scientists alike to break data barriers, deliver insights, and experience the thrill of getting to the answer faster.

Helped to ensure that the Alteryx sales reps had the tools, content, and training to help them identify, develop, and close opportunities quickly. Worked closely with the Executive leadership, Marketing, and Product teams to develop, implement, and support a complete on-boarding enablement program. Leveraged my experience in formal education to support and run in-person classroom trainings as well as virtual trainings which kept participates engaged and retention high. Worked closely with Sales leaders to determine training needs for existing sales reps and created on-going training programs that kept the sales team up-to-date with the latest company information and strategy. One particular project I managed from beginning to end ultimately resulted in an average of 122% increase in pipeline build across the team. Additionally, I played keys roles in the planning and execution of such events as our monthly Sales Academy Boot Camp, Inspire Customer Conference, and our global Sales Kickoff.

Served as Team Lead of the Sales Operations team supporting our CAM team who were responsible for managing customer renewals. I was looked to as a leader within the sales organization and worked closely with reps to get them up-to-speed on operational processes as well as senior level management to increase sales efficiency. My team reviewed and helped process around 1,500 customer renewals each month, stayed up-to-date with all pricing changes, and retained legacy information in order to be a valuable resource for customer pricing inquiries and discrepancies.Utilizing my educational training background, I created documentation and executed training's for the Sales Operations and Sales teams to introduce new processes or inform them of changes to internal processes.One of my proudest accomplishments within this role was identifying expired renewal opportunities that were not being actively worked by our sales teams. I worked with our reporting group to develop and implement a monthly report that identified those opportunities and assigned them to the appropriate territories. This report resulted in a $118k increase in revenue during the first quarter of implementation and continued to generate significant revenue moving forward.

Provided operational sales support to over 100 partners on the west coast, including two of the largest national Sage Channel Partners, as well as internal sales associates. My main responsibility within this role was to provide price quotes for new and add-on product sales as well as process often complex orders in a fast-paced, high volume environment.This role afforded me the opportunity to work closely with multiple departments within the company including technical support analysts, finance, marketing, as well as senior level management. I kept up-to-date on pricing changes, new offerings, promotions, and internal process changes in order to make the sales team as efficient as possible. I played a key role in on-boarding and training new team members as well as updating and maintaining documentation. I worked closely with my team during the roll-out of our new internal SAP system for conversion accuracy and process changes and volunteered to provide training for other employees on the Operations team. Finally, I took the initiative to conceptualize and implement monthly Spirit Days to increase employee morale and encourage community cross-departmentally.

Greeted and directed visitors to appropriate areas. Handled a multi-line phone system, routing callers to appropriate employees or department. Assisted with miscellaneous excel based projects as assigned by Operations manager.