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Work Background
Optimal Networks, Inc.Sales Director | Strategic GTM & Growth Hacker
Mar. 2024Rockville, Maryland, United States📌 Revenue Growth & Mid-Market Sales Execution Working directly with Law firms, Associations, Non-profits & consulting firms I Increased revenue by 30% YoY, managing a $5M+ sales pipeline and exceeding ARR targets ($329K actual vs. $188K goal) through multi-year enterprise contracts (3-year minimums).
Owned full-cycle enterprise deals (3-22 months), engaging C-level executives and senior decision-makers in law firms, associations, and consulting firms.
Expanded into the DC, MD & VA enterprise market, securing 3+ high-value contracts within 9 months. 📌 Strategic Sales Leadership & Cross-Functional Impact Collaborated with the CEO & Marketing to develop market-driven GTM strategies, forecasting models, and KPI-driven sales processes.
Implemented data-driven CRM optimization, reducing deal closure time by 15% and increasing conversion rates by 30%.
Led sales methodology adoption (Same Side Selling & MEDDIC/MEDDPIC), improving forecast accuracy and sales execution.
Drove a 30% SQL-to-win rate increase by aligning sales, marketing, and revenue ops for improved lead qualification and sales enablement. 📌 Business Development, Competitive Strategy & Brand Growth Developed and executed strategic partnerships, positioning the company as a trusted solution provider in enterprise SaaS sales.
Supervised RFP responses and competitive market analysis, refining value propositions for target industries.
Led branding efforts, designing marketing assets, sales collateral, and conference strategies to enhance customer engagement. 💡 Key Achievements:
✅ 175% ARR goal attainment ($329K actual vs. $188K goal)
✅ 30% YoY revenue growth & 30% SQL-to-win rate improvement
✅ 3+ enterprise contracts secured in a competitive SaaS market
✅ Implemented MEDDIC/MEDDPIC & CRM forecasting strategies
CisionEnterprise Account Director
Sep. 2022 - Mar. 2024Washington DC-Baltimore AreaRevenue Ownership & Enterprise SaaS Sales • Managed a $1.7M ARR portfolio, selling enterprise-level B2B SaaS solutions in press releases, communications, and digital marketing to Fortune 500 clients.
• Exceeded revenue targets, achieving $2.1M ARR against a $1.7M goal and securing $234K in net retention revenue (NRR) against a $188K target in 2023.
• Owned 100% of the complex enterprise sales cycle, managing deals from prospecting to close (9-18 month cycles) with C-level executives and senior decision-makers.
• Developed and executed account expansion strategies, driving cross-sell and upsell opportunities within high-value client segments. 📌 Strategic Business Development & Market Growth • Led new business efforts through cold outreach, targeted email campaigns, and strategic networking, securing high-value enterprise accounts.
• Expanded revenue and market penetration across DC, MD, and VA , leveraged territory planning, competitive analysis, and market insights.
• Spearheaded quarterly business reviews (QBRs) with executive stakeholders, aligning on business priorities and presenting data-backed growth strategies.
• Built long-term client relationships, proactively addressed account health and retention risks, leading to increased customer loyalty and expansion revenue. 📌 Sales Process Optimization & CRM Strategy • Maintained accurate pipeline forecasting in Salesforce (SFDC), ensured data integrity, sales cycle transparency, and accurate revenue projections.
• Leveraged Miller Heiman Strategic Selling framework to optimize deal navigation, stakeholder engagement, and multi-threaded sales approaches.
• Delivered in-depth product presentations tailored to enterprise buyer personas, influenced purchasing decisions and accelerated deal velocity.
📌 Key Achievements:
✅ $2.1M ARR actual vs. $1.7M goal (124% attainment)
✅ $234K NRR actual vs. $188K goal (125% attainment)
✅ Accelerated deal cycles through strategic relationship management and value-based selling
The Morgan ConnectionOutside Sales Executive | Legal & Enterprise SaaS
Nov. 2021 - Oct. 2022Washington DC-Baltimore Area📌 Revenue Growth & Sales Strategy Developed and executed revenue strategies targeting law firms across DC, MD, and VA, expanding market presence and client acquisition.
Owned the full sales cycle from prospecting to close, securing high-value contracts through networking, cold outreach, and email marketing.
Consistently exceeded referral targets, generating 9-20+ signed referrals per month (valued at $100K+ each) against a 5-15 referral goal. 📌 Enterprise Sales & Consultative Selling Conducted tailored product presentations via Zoom & in-person, educating clients on customized SaaS solutions.
Led quarterly business reviews, developing data-driven sales strategies to align with company goals.
Maintained pipeline accuracy in Salesforce (SFDC), ensuring forecast reliability and revenue predictability. 📌 Industry Engagement & Sales Enablement Represented the company as a Platinum-Level Vendor at Lanier Trial Academy and actively engaged at Virginia Trial Lawyers Conference 2022.
Delivered high-impact presentations at industry conferences, generating new business opportunities and strengthening brand positioning.
Mentored new account executives, providing training on territory carving, book building, and strategic selling techniques. 📌 Key Achievements: ✅ Exceeded monthly referral goals, securing $100K+ per referral contract
✅ Expanded client base through targeted outreach & high-conversion sales strategies
✅ Drove revenue growth within legal SaaS & enterprise markets through tailored solutions
CoStar GroupSenior Client Relationship Manager - Costar Product SaaS
Oct. 2019 - Jul. 2021Richmond, Virginia, United States📌 Strategic Sales Leadership & Revenue Growth Managed a $2B-$5B asset portfolio, driving $300K+ in annual revenue within the NYC Burroughs (Queens, Brooklyn, and Long Island).
Led high-impact client relationships with the top 5% of NYC commercial real estate brokers, increasing net new platform adoption and higher portfolio utilization.
Exceeded revenue targets through consultative enterprise SaaS sales, securing long-term contracts and improving retention through tailored solutions.
Closed enterprise-level deals with Fortune 500 real estate firms, navigating complex deal cycles and multi-stakeholder decision-making. 📌 Cross-Functional Collaboration & Data-Driven Decision Making Worked cross-functionally with marketing, revenue operations, and data teams to develop customized go-to-market strategies, lead generation campaigns, and industry reports.
Implemented a CRM strategy to improve forecasting accuracy, reducing deal closure time by 15% and increasing conversion rates by 30%.
Leveraged market analytics to provide investment insights, positioning CoStar as the go-to partner for data-driven real estate decisions. 📌 Leadership & Enterprise Client Engagement Directed a 12-person customer success team, ensuring seamless onboarding, adoption, and account expansion.
Mentored and developed junior team members, enhancing performance and career progression.
Increased client retention through proactive engagement, quarterly business reviews (QBRs), and value-driven interactions. 💡 Key Achievements: ✅ $300K ARR portfolio growth, managing $2B-$5B in assets.
✅ 15% reduction in deal closure time & 30% higher conversion rates.
✅ Expanded enterprise relationships with top 5% brokers in NYC.
MORES CONSULTING LTDFounder & Strategic Brand Architect
Oct. 2018Washington DC-Baltimore AreaBuilt brand architecture and strategic systems for multiple sub-brands and clients. consistently deliver client marketing strategies that convert, along with CRM mapping, email funnels, and productized service packages, SEO hacking and more. Lead branding, proposal creation, and marketing automation for startups and consultants
CoStar GroupClient Relationship Manager- Costar Product SaaS
Sep. 2018 - Oct. 2019Richmond, Virginia Area📌 Revenue Generation & Market Penetration Developed and executed territory growth strategy, selling B2B real estate data analytics & marketing software to owners and property management firms of 50+ unit buildings in NYC (Queens, Brooklyn, Long Island).
Owned full-cycle enterprise sales (3-12 months), managing high-value contracts from prospect to close.
Closed high-impact enterprise deals, securing long-term partnerships with key stakeholders in commercial real estate. 📌 Sales Process Optimization & GTM Strategy Created and presented in-depth product demonstrations and market reports, providing data-driven insights to inform client investment strategies.
Maintained accurate forecasting in Salesforce (SFDC), ensuring pipeline health and strategic sales execution.
Led brand awareness initiatives, driving engagement through cold outreach, networking, and digital campaigns. 💡 Key Achievements:
✅ Exceeded quarterly and annual sales quotas through strategic territory expansion.
✅ Strengthened CoStar’s presence in NYC’s real estate tech sector.
✅ Enhanced sales processes, improving close rates and deal velocity.
CoStar GroupTerritory Account Manager - Apartments.com SaaS
Feb. 2018 - Sep. 2018Washington D.C. Metro Area📌 New Business Development & Revenue Growth Drove revenue growth across IL, MI, WI, and IN, selling B2B real estate analytics software to property management firms (50 units or fewer).
Consistently exceeded MRR goals, averaging $1.5K MRR vs. a $1.2K goal, ranking in the top 5% of team sellers.
Owned the full sales cycle (1-6 months), closing high-value contracts with property management companies and real estate owners.
Developed and executed targeted lead generation strategies, increasing pipeline conversion rates and expanding CoStar’s brand presence. 📌 Sales Execution & Market Expansion Created and presented in-depth product demonstrations and market reports, delivering insights that shaped client investment strategies.
Maintained accurate forecasting in Salesforce (SFDC), optimizing pipeline health and revenue predictability.
Attended key industry conferences, engaging decision-makers and generating strategic business opportunities.
💡 Key Achievements:
✅ $1.5K MRR actual vs. $1.2K goal (125% attainment).
✅ Ranked in the top 5% of team sellers through consistent quota overachievement.
✅ Expanded CoStar’s Midwest market presence, driving new customer acquisition and brand visibility.
FrontpointRetention-Account Manager, Security SaaS
Feb. 2017 - Feb. 2018McLean, Va📌 Customer Retention & Revenue Protection Managed a portfolio of 1,000+ accounts per quarter, driving customer retention strategies that saved ~$34K in revenue per quarter and generated ~$86K in incremental revenue annually.
Ranked in the top 5% of Account Managers with a 96% customer retention rate, securing the highest saved dollar amount ($100K+ per quarter).
Surpassed annual quota by 10%, demonstrating consistent overachievement in customer retention and revenue recovery. 📌 Strategic Account Management & Customer Success Proactively identified customer needs and concerns, reducing churn through personalized retention strategies and tailored security solutions.
Maintained the lowest average giveaway per customer interaction, reinforcing value-driven retention tactics that optimized profitability and customer satisfaction.
Provided consultative support, resolving complex customer issues while reinforcing brand trust and service value. 💡 Key Achievements: ✅ $100K+ in saved revenue per quarter (Top 5% of team performers).
✅ 96% customer retention rate, consistently exceeding performance benchmarks.
✅ #1 in the department for smallest average giveaway per customer interaction.
✅ Exceeded annual retention and revenue goals by 10%.
FrontpointTroubleshooting Technician- Security SaaS
Nov. 2015 - Feb. 2017Mclean, VA📌 Customer Support & Technical Troubleshooting Handled 40-100 inbound calls daily, assisting residential and small business customers with technical troubleshooting and security system inquiries.
Ranked in the top 10% of technicians, consistently resolving customer issues with 94% accuracy and earning Technician of the Month at least once per quarter.
Saved the company ~$10K monthly by successfully de-escalating cancellation requests and implementing effective troubleshooting strategies to resolve system issues. 📌 Process Optimization & Customer Retention Identified and resolved technical issues using diagnostic tools and industry best practices, improving first-call resolution rates and overall customer satisfaction.
Provided basic IT support to non-technical users, simplifying complex troubleshooting into clear, actionable steps for customers.
Managed call flow efficiently, prioritizing customer needs while maintaining exceptional service levels.
📌 Operational Excellence & Cross-Team Collaboration Created and managed cases for service-related incidents, ensuring accurate tracking and resolution of damaged, lost, or displaced equipment.
Proactively identified process improvements, contributing to enhanced service delivery and customer experience.
Recognized for professionalism and strong customer rapport, leading to a promotion to the Retention Account Management team. 💡 Key Achievements: ✅ Ranked in the top 10% of technicians with 94% accuracy in issue resolution.
✅ Technician of the Month at least once per quarter for outstanding performance.
✅ Saved $10K+ monthly through de-escalation and troubleshooting strategies.
✅ Promoted to the Retention Account Management team based on leadership and problem-solving skills and saving the company money.
Federal Communications CommissionProject Coordinator-Cyber Intern
May. 2015 - Aug. 2015Washington D.C. Metro Area📌 Executive-Level Support & Policy Coordination Provided high-level administrative and technical support to FCC bureau leadership, including the Bureau Chief, Senior Technical Engineers, FCC Lawyers, and the Admiral.
Managed executive meetings and scheduling, coordinating meeting logistics, preparing itineraries, and facilitating cross-functional collaboration.
Drafted memos, internal reports, and PowerPoint presentations for executive decision-makers, ensuring key cybersecurity policy insights were effectively communicated.
📌 Cybersecurity Policy Research & Implementation Conducted in-depth analysis of cybersecurity policies with a focus on CSRIC IV legislation and non-regulatory implementation strategies.
Led focus groups on the adoption of the NIST Framework, evaluating risk assessment methodologies and security threats to critical infrastructure, including ISP, VoIP, and DNS-related vulnerabilities (e.g., DNS Cache Poisoning, DDoS, Route Hijacking).
Collaborated with legal interns to assess CSRIC IV feedback, compiling industry responses in structured Excel reports for FCC review.
📌 Strategic Communications & Stakeholder Engagement Supported federal cybersecurity outreach initiatives, assisting in meetings with service providers to enhance infrastructure security.
Delivered key cybersecurity presentations to the Chief of Staff, legal teams, and executive leadership, ensuring actionable insights were incorporated into policy discussions.
Developed executive briefing memos for the Admiral and Chief of Staff, summarizing key cybersecurity issues and recommendations.
📌 Key Contributions & Achievements:
✅ Analyzed cybersecurity risks and regulatory frameworks, influencing FCC policy discussions.
✅ Prepared executive reports and stakeholder presentations, facilitating cybersecurity collaboration.
✅ Conducted in-depth research on HITRUST and the Cyber Threat Alliance, contributing to FCC cybersecurity initiatives.
Her Oil Love Cosmetics Company LLCFounder & Creative Director
Mar. 2015 - Jun. 2022Richmond, Virginia, United StatesDeveloped e-commerce wellness brand from scratch: formulation, design, website, marketing Created all visual branding, website UX, copywriting, packaging, and product launch strategy Managed content calendar, Instagram growth, customer communications, and influencer outreach
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