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Work Background
The Wizard of OpsMember
Nov. 2024Boston, Massachusetts, United States · Remote
RevGeniusMember
Jun. 2024Boston, Massachusetts, United States · RemoteGTM professional group focused on sharing best practices and the latest knowledge re: GTM strategies and processes.
RevOps Co-opMember
Jan. 2024
SigniantVice President of Revenue Operations
Aug. 2019 - Aug. 2024Boston, MAHelped grow AAR 4x by collaborating with Sales, Marketing, Customer Success, Product, and Finance to optimize go-to-market strategies, processes, and initiatives. Key successes included: o Achieved ~50% bookings growth in two consecutive years, more than doubling new logo acquisition for SMB segment, with minimal increase in headcount by revamping sales process.
o Drove 20%+ ARR growth from existing large accounts each of the last two years by aligning Sales and Customer Success motions with a coordinated upsell and cross-sell playbook.
o More than doubled new logos acquired in mid-market sector, while still growing other segments, through restructuring Customer Acquisition teams from two to three to better align with the market. Key areas of focus driving this success included:
• Established and managed operating cadence and reporting structures with GTM leadership to ensure effective plan execution.
• Developed and maintained reports and dashboards of essential GTM metrics, pipeline health, and trends providing real-time insights to effect adjustments and promote best practices across revenue teams.
• Delivered forecasts and reporting to executive team identifying changes and trends along with actionable recommendations to drive company growth, resourcing, and efficiency.
• Initiated and led enhancements to the GTM tech stack, resulting in improved productivity and per-FTE KPIs.
• Managed account and territory assignments to align with the market.
• Oversaw onboarding and professional development of Sales Management and Account Executives.
• Established and led segment analysis function to define ICPs and drive market share across multiple core markets.
• Designed and recommended Quota and Sales Compensation Plans to CFO and CRO.
• Drove Sales Enablement requirements, implementation, and adoption to optimize efficiency and effectiveness of revenue teams.
SigniantExecutive Consultant
Jul. 2017 - Jul. 2019Signiant is a leading provider of file transfer software to the Media and Entertainment Industry. Reporting directly to the CEO and CFO, led the organization’s most pressing and mission-critical go-to-market initiatives.
• Improved inside sales productivity and grew pipeline by 20% with fewer bodies in six months through full revamp of Inside Sales strategy and process.
• Increased revenue and pipeline from new products and features to existing customer base by developing and overseeing a multi-pronged, cross-functional processes to identify, assess and capitalize on upsell opportunities.
• Led initiative to identify, assess and integrate with technical partners that deliver the strongest commercial impact across the organization.
• Championed implementation of various cross-functional initiatives as required by the business.
Town of Sharon - Telecommunications and Technology CommitteeCommittee Member
Sep. 2016Sharon, MA
AliusDoc, LLC.Director, Strategy and Business Development
Nov. 2011 - Jun. 2018Greater Boston AreaLed Product, Market, Pricing and Business Development Strategies and Operations
Essential Capital PartnersPrincipal
Mar. 2011 - Jun. 2012Principal in charge of the Media, Telecommunications, and Technology line of business - primary focus on sourcing and managing client companies seeking equity and/or debt financing for growth capital, acquisition financing, and project finance.
Modern Times Group MTGDeputy CEO / CFO
Oct. 2006 - Dec. 2010Viasat DTH UkraineDirected and ensured efficiency of the management team in developing overall business strategy and aligning it with shareholders. Acted as steward of investment plan within the business; managed and maintained cost-efficiency in budget; realigned business plans and operational initiatives; Led overall investment, financial, tax, and legal strategy and oversaw proper management, negotiation, and execution of all major contracts.
The Pragma CorporationSenior Advisor
Jan. 2005 - Sep. 2006Kyiv, Kyiv City, Ukraine · On-siteAs a Project Leader, facilitated the development of the non-bank finance sector in Ukraine, particularly the equipment leasing industry, effecting growth of >500% over two years.
Axia LimitedManagement Consultant
Jan. 2004 - Dec. 2004Boston, MA
Sigma Bleyzer - Ukrainian Growth Fund IIIPresident / COO / Project Manager
Jan. 2001 - Dec. 2003As Project Manager for Private Equity Fund, led merger of three acquired entities into the leading Pay TV operator in Ukraine. Then, appointed President of consolidated entity to lead the launch of the first cable Broadband Internet service and first pay digital TV service in CIS.
International Finance CorporationDeputy Project Manager
Jan. 1999 - Dec. 2001Established small business consulting companies in various regions of Ukraine; led government initiatives to improve access to financing for SMEs, including development of new Law on Leasing
US Peace CorpsVolunteer, Poltava
Jan. 1996 - Dec. 1998Consulting and Advisory Services for local enterprises through University and City business centers; developed and taught business courses at Poltava State Technical University
Fleet BankLoan Officer
Jan. 1993 - Dec. 1996Providence, RISourced and managed a $250MM portfolio of corporate clients
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