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Work Background
Velvet Suite, Inc.Chief of Staff
Mar. 2024 - Sep. 2024
Grit & GatherFounder
Nov. 2023
AblHead Of Marketing
Jan. 2021 - Sep. 2023Drove rebranding and integration efforts post-acquisition, resulting in the unification of two EdTech brands and a significant boost in brand awareness. Increased sales by 113% within 12 months through strategic brand campaigns and sales enablement, fueling our overall sales success. Orchestrated a 50% growth in ARR within six months through data-driven pricing strategies, ensuring long-term sustainability for the company.
HobsonsChief of Staff, Senior Director Strategic Operations
Mar. 2015 - Jan. 2021Arlington, VirginiaOversaw the Program Management Office (PMO) and a team of Project Managers, managing a large modernization initiative across product lines. Provided the CEO, CTO, and CPO with ROI evaluation and execution against business cases. Managed financials, governance, risk management, and development velocity, ensuring alignment with strategic objectives Directly supported Senior Leadership in strategic planning and KPI management, enhancing internal and external communications and aligning with organizational goals. Led a cross-functional initiative that resulted in a 35% increase in new business, maintained upsell revenue, and improved renewal rates by 8%, contributing to revenue stability. Developed and implemented go-to-market strategies, achieving 11% year-over-year revenue growth and increasing operating profit by 18%. Spearheaded process improvements in strategic planning, resulting in a 65% increase in cross-functional efficiency and alignment within 6 months.
Starfish Retention Solutions, Inc.Director of Sales Enablement & Operations
Jan. 2015 - Feb. 2016Washington D.C. Metro AreaDrove a 22% revenue growth by implementing a comprehensive sales enablement strategy, enhancing leadership, coaching, and performance management across all sales roles. Developed and executed a robust sales onboarding program, reducing ramp-up time for new hires to as little as three months and enabling quicker contribution to revenue generation. Implemented a comprehensive talent retention strategy, resulting in a 30% decrease in turnover rate and the successful retention of top-performing sales professionals. Led a dynamic team of Sales Engineers, Trainers, and Sales Development Representatives, focusing on hands-on leadership and coaching to elevate overall sales team performance. Transformed sales operations through strategic initiatives and process improvements, streamlining operations and achieving sales excellence.
Starfish Retention Solutions, Inc.National Director, Community & Technical Colleges
Jan. 2012 - Dec. 2014Arlington, VALed a national sales team to achieve a record-breaking 45% revenue growth year over year, surpassing annual targets and driving exceptional performance in key markets. Implemented a highly effective sales strategy, resulting in a 25% increase in market share within a competitive landscape, solidifying our position as a market leader. Focused on talent development and retention, building a high-performance culture that facilitated both individual and collective success, contributing to consistently surpassing sales targets. Centered leadership philosophy on ongoing coaching and performance management, enhancing not just individual growth but also collective success, directly impacting our ability to exceed sales targets.
Starfish Retention Solutions, Inc.Regional Sales Manager
Sep. 2010 - Dec. 2011SoutheastAs Regional Sales Manager at Starfish Retention Solutions, I had the opportunity to spearhead sales initiatives across the Mid-Atlantic and Southeast regions, covering states from Pennsylvania to Florida. My responsibilities encompassed the entire sales lifecycle, starting with prospect identification and culminating in deal closure. A strong focus on business development and lead management laid the groundwork for fruitful relationships with educational institutions. I regularly showcased our product capabilities through tailored demonstrations and represented the company at sales conferences, constantly staying attuned to market needs. My role extended beyond individual sales targets; it involved a collaborative alignment with Marketing and Sales teams to refine and evolve our processes. The objective was always twofold: to support the mission of Starfish in higher education and to deliver meaningful impact to our clients. In a constantly shifting landscape, my approach was rooted in understanding the unique challenges of each institution, thereby tailoring solutions that not only met but often exceeded their requirements.
Kforce, IncTechnical Account Manager
Mar. 2009 - Aug. 2010As a Technical Account Manager at Kforce, I was hired to drive business growth through strategic development activities, targeting new accounts with specialized needs in technology and government solutions. My aggressive sales and marketing strategies helped to secure business partnerships with industry leaders, such as AOL, College Board, and Hewlett Packard. My role entailed the expansion of market territory across diverse sectors—Commercial, Higher Education, and Federal industries. A hands-on approach to sales enabled me to consistently achieve top-level activity metrics, including cold calls, client development meetings, and targeted lead generation. The impact was immediate and significant: I generated over 350 new prospect meetings within my first six months. Beyond daily sales activities, I spearheaded lead generation efforts through various channels including business affiliations, industry associations, trade shows, and conferences. The end game was always straightforward: maximize brand recognition and create sustainable growth avenues, all while maintaining the highest standards of service and solution delivery.
Barnev, Inc.Regional Account Manager
Aug. 2008 - Feb. 2009Initiated the first-ever company sale with Johns Hopkins Medical University, setting a precedent for future high-profile collaborations and revenue streams. Established crucial contacts with OB/GYNs and hospital executive staff in 110 hospitals and over 2,800 doctor offices, creating a robust network for future business opportunities across five Mid-Atlantic States and the District of Columbia. Strategized territory management and sales calls based on geographic analysis and healthcare trends, utilizing Salesforce.com to optimize sales efficiency. Analyzed and revamped the existing sales process, developing a strategy centered around inside sales to boost Field Sales productivity. Delivered and implemented sales training at a national sales meeting, teaching needs/value propositions and building rapport with customers, enhancing the company's overall sales methodology.
Carahsoft Technology CorpDirector of Operations and Program Management
Mar. 2006 - Aug. 2008Provided operational support for 25 sales representatives, closing approximately $55 million in sales within Federal, State, Local government, and Higher Education markets. Led the development of operational support programs, optimizing productivity and contributing to the company's overall success. Developed and delivered new hire Telesales Relationship Training company-wide, later asked to deliver refresher courses, enhancing the skill set of the entire sales force. Established and maintained relationships with new and existing government contractors and vendors, contributing to revenue growth. As Civilian Territory Lead, directed a five-member team, achieving over 20% revenue growth year over year. Secured the first Blanket Purchase Agreement (BPA) and largest single order in company history, worth $2.6 million, eclipsing the next-largest order by $1.5 million. Achieved the most orders booked (286) with the third-highest in gross sales ($5.2 million) in 2006. Tracked and forecasted over 500 government sales, totaling $3.2 million, with an average sales cycle of 6-9 months. Established mutually beneficial relationships with government sales channel partners, enhancing collaboration and revenue streams.
Cato CorporationAssistant Buyer
May. 2005 - Mar. 2006Combined organization and analytical skills in the evaluation of competitor products and customer requirements to forecast future trends
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