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Work Background
FidoCure® Head of Business Development
Jan. 2024 - May. 2024Palo Alto, California, United StatesFidoCure is an AI and precision medicine company transforming cancer treatment and drug discovery on both sides of the leash. Backed by leading biotechnology investors a16z Bio, Polaris Partners, Y Combinator and others. To learn more, visit us at https://www.fidocure.com/.
SwytchbackAdvisor - Sales Strategy | Market Research SaaS
Aug. 2023Boise, Idaho, United StatesSwytchback is a visual first, mobile-centric market research platform. I offer advice on go-to-market strategy, pricing, packaging and negotiating.
EntropikVP of Sales | AI powered Market Research and UX Research SaaS platform
Jan. 2022 - Dec. 2023Boise, Idaho, United StatesOur Emotion AI Technologies aid in faster, unbiased decision-making for teams working on consumer research, insights, design, and product development. Employing eye-tracking and facial coding allows us to uncover what customers really think.
• Served as the face of Entropik in the US, by speaking at countless industry events on the application of AI to solve market research objectives.
• Dramatically streamlined sales process, shortening sales cycle and improving forecast accuracy.
• Rearchitected price and transaction model solving for “easy to buy from”.
• Delivered my first product demo in 20 years, so that I could break the script and rewrite it. Coached and certified AEs on effective delivery. Training demos are not selling demos.
Augment CXMChief Revenue Officer (CRO) | AI powered Customer Experience (CX) SaaS
Jan. 2019 - Dec. 2021San Francisco Bay Area• Acquired by Sutherland
• Brought in to bring a mature commercial outlook to this product-centric AI company.
• Turned AI sales messaging into a business-centric proposition that reduced confusion and shortened evaluation time by 50%.
• Converted fragile technical demo into a quick, reliable exercise that sales could run independently, reducing prospect “ghosting” by 35%.
DecisionNextAdvisor and Investor | Machine Learning (ML) powered commodity price forecasting SaaS solution.
Jan. 2017United StatesI advise the CEO of this rapidly growing commodity price forecasting SaaS company. I am an equity investor and a part time advisor. I have provided advice on product packaging, pricing and sales hiring profiles.
UserZoom (now part of UserTesting)SVP of Global Sales & CS | User Experience (UX) Research SaaS platform
Jan. 2016 - Dec. 2018San Francisco Bay Area• Recruited by Chairman (my former CEO) and PE shareholders to transition the sales organization from research specialists to a professional enterprise sales organization, with zero increase in budget.
• Reorganized team, resulting in an immediate increase in ARR of 31% and 7 quarters beating plan.
• Faced with a gross retention rate below 60%, I was later asked to take over the customer success function. After changing the hiring profile, providing better packaged content and implementing more pointed QBRs, we immediately improved GRR by 20%.
DecisionNextChief Commercial Officer | Machine Learning (ML) powered commodity price forecasting SaaS solution.
Jan. 2015 - Dec. 2016San Francisco, CA• Recruited by Founder (and my former Board Member) to establish a formal, repeatable sales method for this very early-stage, extremely complex, commodity price forecasting solution.
• Mastered and cleaned-up solution messaging, resulting in a 40% improvement in qualified prospects moving to proposal.
TellApartVP, Sales & Account Management | Ad retargeting for major brands and retailers | AdTech, MarTech
Jan. 2013 - Dec. 2014Burlingame, California• Restructured new business and account management functions, resulting in Hunters adding $43M to revenue baseline, while Account Management grew three accounts to Million dollar per month status.
• By coaching both teams on how to present revenue attribution, 2014 revenue grew by 77%, attaining over $100M in revenue, driving a $550M acquisition by Twitter.
SunEdisonManaging Director - Distributed Generation
Jan. 2011 - Dec. 2012Belmont, CA• Brought in to convert a group of solar enthusiasts into a true enterprise-class sales team.
• Trained team on the complexities of project finance, tax credits, engineering and public policy, doubling Group GM contribution to $35M on $126M revenue.
Clean Energy FuelsSVP Sales | Alternative Energy
Jan. 2008 - Dec. 2010The nation’s largest provider of natural gas as a vehicle fuel. I cultivated a high-performing sales culture through selection, training, and development. ~ Grew total revenue throughout 2010 by 61%; attained revenue of $211M and increased incremental booked volume by six times starting amount.
DemandTec by AcousticSVP Worldwide Sales | Econometric modeling for Retailers
Jan. 2003 - Dec. 2008San Carlos, CA• Following one full year with no new-business wins, I was recruited by the Founder and CEO to revitalize competitive sales performance. Nearly 3 years later, we IPO’d the company and two years after that, sold it to IBM. • Implemented rigorous training on econometric modeling, resulting in zero further competitive losses and putting our primary competitor out of business.
• Restructured pricing model and coached negotiating skills and courage, resulting in top clients paying above $10M ARR. This drove ACV from $5M to $75M ($225M TCV).
Blue Martini SoftwareVP - Sales & European Operations | Transactional eCommerce platform
Jan. 1999 - Dec. 2002London, United Kingdom• Recruited to singlehandedly open-up Europe. Moved to London, and quickly hired 70 people across the continent.
• Mastered international cultural differences without easing up on Silicon Valley expectations, resulting in my Region driving 60% of global revenue. • Grew deal volume, and deal size, leading to 700% YoY growth over three consecutive years and a successful IPO.
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