• Advising on product development to fulfill the needs of CRO and VP of Sales personas• Connecting prospects to the team at Scoop

I led the entire sales team covering new sales through renewals and customer success. Managed and developed a high-performing team of 20, including 3 Level 1 Managers, growing revenue by 33% through targeted training programs and effective customer relationship management resulting in $5M in new ARR.• Increased Average Contract Value by 42% by simplifying price book while integrating new product offerings to enable a price rise resulting in over $2M ARR.• Significantly overachieved in Q1 2024 (208%) by leading API team to land largest deal in company history.• Developed and optimized forecasting processes and sales strategies, reducing forecasting misses by 55% and aligning business operations with industry best practices.• Partnered closely with VP of Marketing to set Go-To-Market strategy and drive TOFU volume• Authored 4 different types of comp plans to align individual goals with corporate goals to increase operational efficiency saving overpayments to sellers.

I led the post-sales teams of Customer Success Management and Account Management to improve GRR and NRR based on the increase of valued delivered.• Designed and implemented a comprehensive account management strategy, increasing Net Revenue Retention (NRR) from 70% to nearly 100% within 12 months by introducing targeted customer engagement initiatives, equating to $1M in ARR.• Built the Customer Success Management team including greenfield development of onboarding and training motions, workflow design, selection and implementation of Gainsight.

I built out the revenue function including establishing business development and account management teams leading to huge revenue growth in one year of 185%. Customer success motions improved NRR to a world class 135%. • Led GTM and Enterprise lifecycle from TOFU to expansions for customers like Walmart, Figma, Meta• Tripled team size from 5 to 15 including two L1 managers to scale revenue production.• Grew total revenue from $1.75M to $5M in one year for an ARR growth rate of 185% in one year.• 75% of customers grew at renewal leading to an NRR of 135%.• Doubled new logo ACV from $30k ARR to $60k ARR with six figure deals at the high end.• Professionalized Sales organization by authoring first price book, establishing forecasting and pipeline review, creating all revenue playbooks, hiring and training BDRs, AEs and RevOps, and designing compensation plans so that the revenue organization was fully functional as a practice.• Professionalized Success organization by creating success playbooks, hiring and training CSMs, Account Managers and Director of CX, designing new compensation plans, and leading development of case studies.

I joined Seal Software to rebuild their Customer Success practice which was suffering at 65% NRR. Built team, processes and systems to transform that to 120% in 1 year. Progressed through other fixer roles and into Docusign when Seal was acquired in 2020.• Transformed 35% churn problem into net negative churn in one year with NRR at 120% in 2017 and 110% in 2018, equating to $50M in revenue• Hired and managed North America team of six CSMs• Built value program to create clear playbooks for customers to leverage a highly complex AI- and Machine-Learning platform instead of being paralyzed. Shortened first-time-to-value post-implementation from six months to six weeks.• Led team collaboration with sales to generate seven figure expansion deals with major Fortune 100 brands like Google, Wells Fargo, and Kaiser Permanente.• Rebuilt the enablement department by identifying core customer challenges, hiring staff, redesigning how enablement is deployed and greatly contributing to a 10x improvement in time-to-first-value.• Led integration of Seal Software learning services into DocuSign post-acquisition.

I transformed GitHub customer success team into a strategic, proactive revenue expansion team by creating content and best practices outreach strategies. This customer-centric methodology is a pull model that causes customers to engage, get greater value, and renew / expand resulting in 30% growth in upsell when there had never been growth in managed accounts before.• 105% of quota for expansion sales resulting in $4M ARR in 2016.• Managed and mentored global team of 9 Corporate CSMs and 3 Field CSMs• Established Enterprise CSM function and hired team, designed compensation, and trained senior CSMs• Segmented large customer base including SLAs and journey maps for each tier resulting in a capacity model that allowed for greater leverage of each CSM.

I built sales team from scratch including business development and account management while growing the account executive team• Increased headcount by 300% in 2014. • Increased ARR 150% from $3M to $4.5M.• Created SDR practice from playbook to hiring to create essential lead generation and qualification motion.• Met or exceeded targets every quarter.

• 100% renewal rate and additional significant revenue driven via cross sell and upsell• Key account saves for at-risk accounts• Contributed to strategic direction of nascent Success team

• Led Customer Success team to insure excellence in launch and client lifecycle.• Guided my team through a very rocky time in the company's development

• Established key resale partnerships with recruiting ad agencies• First Enterprise rep; created and closed opportunities with first key strategic clients• Embedded on site with first strategic clients to craft the Customer journey

• Dramatically grew book of business from just under $5M to over $25M over a five year period. Achieved this by creating Customer Success methodology before it was a thing.• Recognized as Sales Person of the Year in 2008 for generating over $17M in revenue• Increased sales in 2009 by 30% generating $22M in revenue• Led interdepartmental initiative to bring new employment solution product suite to market

• Led the creation of a new business unit to serve military recruiting key accounts• Consolidated vertical to leverage best practices, improve efficiencies and drive revenue• Increased sales by 35% Year-over-Year and achieved 100% Club each year• Sold seven figure deals resulting in being top 5 out of hundreds of sales reps in total revenue generation• A Webby Official Honoree for driving creation of Military.com’s Special Operations Center.

• Performed in top 5% of sales agents, leading to a promotion to Sales Manager• Led a team of 12 sales agents in all aspects of needs-based selling• Mentored agents into revenue improvement up to as much as 50%• Won Employee of the Quarter after only one quarter of being a manager