Brought in to accelerate growth in the enterprise space, initially in financial services but expanded to all strategic verticals. Introduced new techniques for managing “stalled” opportunities. Broke into numerous net new enterprise accounts (Intel, IBM, Nielsen, Infosys. Improved “land and expand” techniques to grow ARR at Citibank, Verizon, US Bank, EPAM, HCL, Verizon, National Australia Bank. Worked collaboratively with Customer Success to prevent churn at WPP/GroupM, CACI and others. Shared best practices with other account execs and coached SDR colleagues. Worked effectively in remote-only environment.

Asked to manage faltering Central territory. Responsible for evaluating, restructuring and hiring a team of 8 new account managers, improved prospecting, created opportunity conversion best practices and developed new coaching techniques. In first year, increased new annual run rate (ARR) revenue by 194%.. Reduced churn to 0% (100% of existing accounts renewed their contracts) resulting in a 12x improvement in net ARR. Doubled (183%) the number of paid pilots (a key leading indicator of ARR growth). 550% increase in Pilot pipeline (61 vs 11). Increased rep prospecting activity in prospective accounts by 350%. Championed the introduction of modern sales productivity tools including Groove, Cirrus Insight, Emissary, etc.

Responsible for all aspects of new business generation, service delivery, customer satisfaction and renewals for this disruptive crowd sourced service offering in the areas of testing, usability, voice, payments, AI/ML, security, omni-channel, accessibility and automation . Elevated testing from QA to C-Level value proposition. Managed multiple accounts headquartered in the NYC area, with a focus on Financial Services and Media. Globally responsible for NewsCorp. Broke into numerous new logo accounts, including JPMC, Citibank, Delta Air Lines, National Football League, QVC. Opened business in China, Australia and Argentina. Established $1M/year run-rate business in multiple accounts. Managed diverse teams of business development, delivery and customer success professionals. Developed SOWs, negotiated contracts, established unique consumption models and structured financial terms to facilitate business adoption. Championed new prospecting techniques, including social selling and account based marketing to accelerate pipeline development and market awareness. Shepherded multiple clients to vocal public champion status. Consistent member of an elite group achieving quota.

Generated revenue from entire BTO product line, including Project Management, Testing, Data Center Automation, Monitoring and Security products. Responsible for growing mid-tier enterprise business in the New York metro territory. Covered multiple verticals including government, financial services, pharmaceutical, publishing and media. Demonstrated ability to produce revenue from dormant accounts. Leveraged internal resources for lead generation, proposal developmentcompetitive analysis and ROI evaluations. Strong written, verbal, presentation skills. Consistently generated over million dollar revenue from numerous mid-size deals.

Senior technical sales support for the northeast sales region, focusing on Manhattan's large financial and media institutions. Evangelized Mercury's Business Technology Optimization initiative, combining automated testing, tuning and application performance management practices. Developed and presented solutions for various management levels, from CIO to individual engineers. Provided local leadership for other local engineers through training and best practice procedures. Built an engineering laboratory for experimentation, training and demonstrations. Consistently considered "go to" person for complicated and strategic revenue opportunities.