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Work Background
EmployChief of Staff, Revenue
Oct. 2023New York City Metropolitan AreaI have the pleasure of serving the Revenue organization at Employ, formerly known as Jobvite, a K1 Investment Management portfolio company. My role is to support our Chief Revenue Officer in designing, building and executing on key initiatives to support Employ's revenue strategy. In this function, I'm able to partner deeply with cross-functional and executive leadership teams to effectively deliver on our enterprise goals - which are deeply rooted in delivering purpose-built recruitment technology and services for any type of organization, SMB or large Enterprise. Major projects:
- 2024 Annual planning: transformational year for Employ. Focused effort to consolidate teams, resulting in cost-efficiencies to support enterprise value. Developed models, forecasts, and set expectations based on historical results and future potential
- Compensation Plans: responsible for the creation, approval, and ultimate roll-out of compensation plans including new business (SMB, MM, Enterprise), existing business (Renewals, Expansion, and Customer Success), solutions consulting, and revenue operations
- Onboarded CRO and two SVPs of Sales
- Project PIL (Pipeline is Lifeline): Identified pipeline opportunity to support bookings goals. Lead and developed concerted effort and project plans across GTM functions (Marketing, Sales, and Customers) to drive pipeline growth. This included productivity models, investment in intent technology and scalable tools, and ensuring we hit our hiring targets to support ramp and revenue goals
- Budget: Analyzed and optimized $30m budget, in partnership with finance, to support scale and sustainable revenue growth during a time of high disruption
EmploySenior Director, Account Management
Apr. 2022 - Sep. 2023New York City Metropolitan Area- Objective: Revenue retention and expansion bookings within existing customer base
- Lead and manage expansion and renewals team covering $35m territory
- Achieved revenue retention targets QoQ
- 90% achievement of expansion bookings over this period
- Lead team through 5 CRO changes by "removing the noise" and driving focus on the task at hand
- Achieved highest employee engagement score amongst the entire GTM team
- Partnered closely with Operating teams at K1 to implement portfolio initiatives
RippleMatchVice President of Customer Success
Apr. 2021 - Feb. 2022New York City Metropolitan AreaResponsible for building, scaling and optimizing post-sales functions including Customer Success, Account Management, Solutions Architecture, and Revenue Operations. Focused on retention and growth (Net Revenue Retention) and building scalable operations to support RippleMatch's growth and execute on the mission. - Hire, inspire and develop a team of senior Enterprise Account Managers responsible for all customer revenue (renewals/retention and growth)
- Built Salesforce infrastructure to provide rep-to-Exec visibility into revenue and forecast
- Determine and deploy team OKRs, individual targets, and incentive structure for team
- Enable team to incubate new products
- Partner deeply with all GTM leaders (Customer Success, Sales, Marketing) to enhance the customer experience and delight customers at every interaction
- Represent post-sales organization on quarterly board/investor meetings
JobviteSenior Director, Account Management
Jan. 2020 - Apr. 2021New York City Metropolitan Area- Commercial management of $30m territory (Renewal & Expansion/Growth)
- Lead team to increase GRR and NRR QoQ
- Identified white-space and TAM within existing customer base; developed and launched sales plays to penetrate and grow revenue based on this analysis
- Developed & launched (automated) renewal process in order to divert resources to expansion bookings
JobviteHead of Customer Success
Jul. 2019 - Feb. 2020New York City Metropolitan AreaNon-commercial role focused on delivering a wonderful customer experience and journey: - Oversee customer base of ~$70mm ARR across 2,500+/- customers - Consolidate and transform Customer Success team across 4 business units
- Develop Customer Success Playbook in conjunction with new GTM messaging
- Define and develop measurable team KPIs to increase customer retention
- Lead and influence internal technology stack consolidation to maximize reporting capabilities, reduce cost, and drive internal efficiencies
- Stabilize team after various leadership changes
JobviteChief Operating Officer
Apr. 2013 - Jun. 2019New York, NY***RolePoint Inc. was acquired by K1 Investment Management and merged with Jobvite/Employ in January 2019*** RolePoint Inc Employee #1 // Executive team member // Founded RolePoint NYC As COO of the RolePoint business, my main responsibilities included:
- Grew revenue from $0 to $7m annual recurring revenue [ARR]
- Lead the customer operations team and revenue growth and retention
- Managed highest revenue clients (Tesla, Intuit, Santander)
- Partnered deeply with Product to relentlessly prioritize and deliver for customers
- Growth and scale initiatives for customer operations
- Legal and contract management
- Budget and cash management
- Onboarding & Implementation, Customer Support, and Integrations Additionally, as a manager, I was responsible for hiring, onboarding and managing a team comprised of:
- Customer Success Managers : focused on QBRs, KPIs, ARR, and client development
- Onboarding & Implementation : premium consultation and project management
- Support : ticket bashers
- Finance : invoicing and accounts receivables Additional Roles held: Head of Account Management; Vice President of Customer Success I departed from a mature, growing company (Markit) in order to build my own squad, innovate an industry, and help build (another) great company!
MarkitVice President of Product Management
Jan. 2012 - Apr. 2013Greater New York City AreaProduct Manager within Credit Derivatives Trade Processing Senior business manager for MarkitWire's Credit Derivatives platform, focused on customer/industry strategy and product delivery for a middle/back-office technology platform. Consulted deeply with senior business leaders and front-office sales, trading, and engineering teams at major investment banks [Goldman Sachs, JPMorgan, Barclays, Citigroup, etc] to determine current & future trade processing needs based on industry & regulatory requirements from the Dodd-Frank Act and the evolving OTC market. Delivered straight-through-processing solutions by advising customers' business and engineering teams on how to integrate to MarkitSERV platforms using application programming interfaces (APIs), ensuring OTC transactions could confirm and/or clear without human intervention. Lead the major industry players in their requirements, build and deployment of MarkitWire's platform for the purposes of clearing OTC trades at 4 different clearing houses:
CME
ICE Clear Credit
ICE Clear Europe
LCH.SA Remained a subject matter expert on industry and ISDA working groups, business development calls and account management meetings. Partnered with MarkitSERV's Clearing team, other asset classes (Rates, Equities), internal technology and operations teams to ensure internal change management and requirements were strategically aligned with the future of the business. Reported directly to the Global Head of Credit Derivatives and eagerly used his feedback to improve and develop professionally.
MarkitDirector of Product Management
Jan. 2010 - Jan. 2012Greater New York City AreaProduct Manager, Credit Derivatives After Markit created a joint venture with DTCC's DerivServ (MarkitSERV), I was responsible for helping the company deliver it's first cross-platform product solution which would significantly increase the operational efficiency of a trade/transaction known as a novation (transfer of risk from one party to another). This process was coined by the OTC derivatives industry/community as Novation Consent = Confirmation. Primary objectives: lead the technology requirements gathering and client delivery aspects of this major industry deliverable intended to decrease operational risk in a timely (real-time) and efficient manner (less human interaction).This initiative included upwards of 20 developers, 10 business analysts, 5 product managers, and 4 senior project managers. The end-users included ever major broker dealer and over 500 hedge fund/asset management clients.
MarkitDirector of Product Management
Jan. 2008 - Dec. 2009Greater New York City AreaProduct Manager, OTC Equity Derivatives - Business/Product Manager responsible for growth and support of a newly launched asset class in North America
- Gather market requirements and partner with internal technology teams to enhance the platform based on expected revenue - Chaired monthly working group sessions to deliver product updates and enhancements for key clients and industry members targeted by the Federal Reserve (every major investment bank and asset manager trading OTC derivatives) - Solidified Markit's equity confirmation platform as the industry leader for equity variance swaps, single-name, and index options
- Escalation contact for complex integration and/or support related issues Primary objective: lead the growth and product support of Markit's Equity Derivative confirmations platform (formerly SwapsWire) in North America by partnering with clients (major investment banks, interdealer brokers, and asset managers) and ensuring their electronic processing targets were achieved.
MarkitBusiness Development (Sales)
Apr. 2007 - Dec. 2007Greater New York City AreaBusiness development manager for North America responsible for client roll-outs of SwapsWire's front-office platform for equity and interest rate derivatives. Primary objectives: Increase volume of transactions (revenue) completed on the SwapsWire platform and deliver new products/features to existing clients. Managed account relationships for:
15+ investment banks [Goldman Sachs, JPMorgan, Barclays, Citigroup, Bank of America]
15+ North American asset managers [DE Shaw, AQR, Marathon, etc]
7 interdealer brokers [ICAP, Tullett, etc]
BloombergSpecialist
Jun. 2005 - Apr. 2007Equity Derivatives, FX, Futures specialist
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