Team Accomplishments (2023):- 100%+ attainment vs ARR Target (50%+ accelerated growth compared to 2022 ARR growth)- Exceeded EBITDA targets- New Sales ARR grew by ~40% YoY (Mandy Davis, Billy Johns-Teni, and teams drove this result)- Commercial Team grew by 17 individuals (9 through acquisition)- Closed 3rd largest deal in company history (Jason Robins and team drove this result)- Implemented a new GTM Plan, foundational KPIs, and performance-based compensation- Exceeded new logo target by 40%+

Promoted to lead GTM for all sales initiatives outside of the Public Sector.

Team Achievements:- Commercial Sales Team is in the top 5% of all sales teams across Insight's portfolio companies - 111% in H1 with fully ramped quotas, and the average tenure of Enterprise AE was less than 6 months.- Created a new onboarding process for Sales/TaxBit - contributed to AE Productivity Rates above $350k/quarter (despite only 3 months of ramp time before fully ramped quota) and averaging a 50%+ win rate. - Implemented new leadership operating rhythm - the Commercial Sales Department is tied for the highest engagement of all departments/teams at TaxBit- Baseline expectations and KPIs solidified - In less than 12 months, the Commercial Enterprise Sales and SDR Teams created ~$25M in qualified new pipeline (team of 5-7 for the majority of the time).- Increased new customer logos by 4x- Averaged over 350% YoY ARR growth in Q1 and Q2 2022

I was initially invited to guest lecture an upper-division Marketing and Marketing Research course. Since then, I have participated in several different classes including MBA courses.

Details:- Joined almost 12 months pre-revenue and pre-product launch- Created initial GTM strategy, growth and compensation plan, revenue/expense models, and projections- Closed the first handful of deals, one was top 300 in Fortune 500- Secured the largest seed round from a prominent Venture Capital firm in the history of the portfolio

Team Achievements:+ Exceeded annual quota for 2019 - 145%+ of goal+ Grew new annual revenue/ARR by 200%+ from 2018 + 60%+ of ICs exceeded their 2019 annual quota - over 20% higher than other software groups within Qualtrics+ Closed fourth-largest deal in company history ($2.2M in ARR - $7M in TCV) in Q3+ In Q4 of '19, close to 65% of ICs exceeded quota, which was the highest % of ICs on any team in the company - and the highest % in the history of the EX Sales Team+ Almost doubled the EX Team size within 6 months, Sidney Hauser and Natalie Cass on the Recruiting Team and the Sales Leadership Team were responsible for this result. + Instituted a new onboarding program and training curriculum specifically for EX (previously, there was not an onboarding program for EX new hires - ICs and leaders). + Bolstered EX Sales Ecosystem - improved SDR to AE coverage from 1:15 to 1:8 and 1:3 for specific AE EX levels + After 2019, 50% of the direct EX Leadership Team took on larger roles within the broader EX Sales Team+ Solidified a relationship with the SuccessFactors (SF) Leadership Team and helped generate/close roughly $4M in SF-influenced pipeline in the second half of 2019 - previously, we had closed less than $100k in SF-influenced pipeline

Identified the new office location (One University, Toronto), created the initial growth plan/strategy, recruited and interviewed leaders, and scaled the team.Beginning of 2019, I was also asked to start a new sales group/focus within the Chicago Office.Team Achievements:- ~$85M in total ARR at the end of 2019 - started with ~$100k in ARR four years prior. - The combined Dallas and Toronto Offices hit 99.4% of quota in 2018, with over 150%+ revenue growth from 2017- Overall quota attainment across 4+ years was 93% - with the last year having all direct reports at quota or above (trailing three-quarter trend) except one- Highest engagement of Offices (Dallas/Toronto) in NA - 5 of the top 10 highest-rated leaders in NA Software Sales- Started six new sales teams, built out the Training Team, and assisted with the creation of the SDR and Customer Success Teams in Dallas- Grew total headcount from 70 to over 200+ - 7 different business functions were created and staffed out of the Dallas, Toronto and Chicago Offices

Team Achievements:- Hit first seven quarters in a row - Grew team from a total headcount of 4 to over 70 in less than 2.5 years- Highest engagement/eNPS within sales in 2015 and 2016- Highest % of reps exceeding quota in 2015 and 2016 amongst all NA Software Sales Teams- Hit 90% of goal during this time period (2015 - 127%, 2016 - 99%, 2017 - 76%) while growing 100%+ in YoY ARR. Over 35% better performance than other remote offices over the first three-year period.- Fastest remote office in company history to profitability

In late 2013, we created a team focused on the West, Central, and Canada geographical regions, the corresponding sales teams, and the customer coverage model. Team Achievements:- ~$55M in ARR, grew from sub $10M ARR- Exceeded annual numbers - 2013 (120%) & 2014 (117%)- Highest % of annual quota attainment YoY and largest % of sales executives achieving quota (50%+ quarter-over-quarter, over 10%+ higher than company avg) two consecutive years- Highest number of promotions and cross-departmental promotions amongst sales teams- Highest number of Q-Club/President Club attendees- Started with 17 individuals and grew team size to over 55 employees on the direct group, 7+ additional on Sales Development- Maintained an 89%+ renewal rate across 6 different teams- As a team, we implemented a new training curriculum and process that was implemented across the rest of the sales floor - Had the largest average deal size, by almost double, of company average

Team Accomplishments:- ~$10M in ARR, grew from ~$2M in ARR- Grew from a team of 3 to a team of 17 individuals in a 3+ year period and handled a $100k personal quota as well (player/coach)- Closed the largest deal in company history three different times- The team achieved 6 quarters in a row of exceeding quota and excellent customer retention (top-performing Sales Team)- Three consecutive years of 100%+ quota attainmentIndividual Accomplishments - as a player/coach:- 2010 #3 sales rep- 2011 #7 sales rep

I continued with my responsibilities as an Account Executive and worked with 2-3 additional individuals in each of the four quarters in 2009.- Average deal size was over 4 times higher than the company average during the first 36 months- Top 3 reps in Renewal/Retention Rates for clients (over 95%)- Only Pod/Team that successfully exceeded the first quarterly quota - Pod exceeded 3 of 4 quarterly quotas and exceeded the annual number - 115% of target

- Fastest individual to $1M in new revenue sales- Average deal size was 10x of the company's average- Closed 15+ Fortune 500 accounts

Led all responsibilities in the program's growth by meeting with high-ranking government officials, interviewing and hiring a local presence in remote villages, and establishing a working NGO for Ascend in Debre Zeit and Addis Ababa.Helped establish and organize medical expeditions, microcredit opportunities, new business ventures for local villagers, the construction of new schools promoting education, and various other programs that could benefit the wonderful people of Ethiopia.