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Work Background
Mayhew Growth ConsultingHead of Growth
May. 2024Consulting for small business and startups on a variety of growth related issues including operational and sales process documentation, compensation planning, and Salesforce best practices.
Corero Network SecurityVice President Global Revenue Operations
Mar. 2022 - May. 2024• Assisted the Chief Revenue Officer in developing the annual strategic sales plan, including defining
territories and quotas to align with growth objectives. • Designed and implemented Salesforce Advanced Approvals to replace manual processes, which improved deal velocity and ensured better adherence to business controls. • Deployed Demandbase to enhance intent identification for high-potential prospects, resulting in a 200% increase in pipeline growth and improved targeting of the ideal customer profile. • Executed comprehensive prospecting cadences for both BDR and AE teams at Corero, resulting in a
consistent average open rate exceeding 20%. • Served as Deal Desk by coaching Account Executives on pricing strategies and managing approvals for non-standard opportunities.
Orca SecurityVice President of Sales and Marketing Operation
Jun. 2021 - Jan. 2022• Developed a strategic sales plan, including the design of quotas and compensation plans, to motivate sales professionals and align their performance with corporate goals while managing a $60M+ sales budget. • Established an online trial signup process that streamlined the intake of new prospects directly into the
proof of concept (POC) stage. • Directed the sales enablement team to develop and implement a comprehensive onboarding program,
reducing the time to initial sale for new hires from 6 months to just 45 days.
Orca SecurityDirector of Sales and Marketing Operations
Oct. 2020 - Jun. 2021
Plume Design, IncSr. Director, Sales Operations
Sep. 2019 - Oct. 2020Palo Alto, CA• Designed and launched the company's first CRM system using HubSpot, achieving full deployment within 30 days. • Developed and deployed Salesforce CRM with integrated tools, offering a comprehensive view of
customer interactions and streamlining sales processes. • Established and standardized Pipeline Review and Product Prioritization processes with regular review
cadences.
FastlyVice President Sales - Growth Markets
Jan. 2018 - May. 2019San Francisco Bay Area• Directed the SMB and Growth Markets division, overseeing sales operations for organizations with up to $1M in annual revenue, driving significant growth and market expansion across multiple regions. • Accelerated team performance by ensuring new hires achieved their first sale within 30 days and reached their sales quotas within the first quarter.
FastlyVice President, Sales and Services Operations (promoted from Senior Director, Sales Planning)
Mar. 2016 - Jan. 2018San Francisco Bay Area• Developed and instituted best practices for prospecting, qualification, and deal control, standardizing
processes to enhance effectiveness and streamline operations within the sales cycle. • Introduced and managed sales performance incentive funding, implementing short-term tactical measures to achieve strategic objectives set by the Executive team. • Served as the sales stakeholder for critical initiatives, including the billing system implementation,
configure price quote implementation, and limited availability product release approvals. • Established and executed the first formal sales onboarding program, including the recruitment and
integration of a sales enablement manager. • Led the planning and execution of major events such as the Sales Kickoff, attended by 200 participants, and Sales Leadership Offsites, with 20 attendees.
FastlyTechnical Account Manager
Mar. 2015 - Sep. 2016San Francisco, California• Coordinated across multiple departments to ensure the successful deployment of a private network for clients.
AT&TStrategic Account Lead
May. 2002 - Jan. 2015San Francisco Bay Area• Directed a team of 2 Account Executives and various dotted-line support staff, driving revenue attainment of 129% in 2010 against a $21M goal. • Oversaw a portfolio of high-profile accounts, including CNET, First Republic Bank, Levi Strauss, Autodesk, Littler Mendelson, and Air China. • Contributed as a member of the Regional Advisory Council. • Achieved a renewal rate of over 95% for existing business over 5 years. • Developed a Revenue Quota projection tool to assist the sales team in prioritizing efforts and aligning
activities with quota targets.
EboneSales Engineer
Mar. 2001 - Mar. 2002San Francisco Bay Area• Assisted Sales in development of new business for North America Enterprise and Carrier customers, including Sprint, WAM!Net, Akamai, Savvis, Genuity, McKinsey and Company, Digital Island, AMD, and Oak Tree Capital Ventures • Prepared RFP/RFI/RFQs for client networks ranging in value from $1 Million to $20 Million annual value
• Interfaced with European technical staff in development and validation of customer network solutions
• Assisted in further development of partner opportunities including technical validation of Service Level Agreements, and presentations to generate additional awareness in partner sales forces • Supported Sales staff on a wide variety of product sets including SDH (STM1-16), PDH (E1, E3), WDM (2.5 & 10G Waves), web hosting, telco collocation, and IP Transit
@Network, Inc.Product Manager/Sales Engineer
Oct. 2000 - Mar. 2001San Francisco Bay Area• Supported sales effort in United States and Asia via customer visits, conference calls, and technical presentations • Managed internal RFP/RFQ process for customer presentation • Worked with customers such as Telia, Google, Level 3 and e21 • Developed wholesale Voice over Internet Protocol product and pricing • Conducted technical training for sales and product staff on web hosting and collocation product sets
• Designed multiple link peering network for China project integrating Internet with cable distribution
QwestSales Engineer
Mar. 1998 - Oct. 2000San Francisco Bay Area• Supported 20 mid-market representatives by addressing all technical needs and issues associated with products and solutions, including account support for Telera, Flextronics, TellMe, and Yipes
• Accountable for the pre-sale activities for the supported segment for all voice and data products and services, including technical analysis, technical sales support, product expertise, design and pricing
• Partnered with sales team and other applicable organizations to ensure smooth handoffs and transition for successful post sale account support and implementation • Troubleshot and redesigned customer networks to optimize performance, isolating issues of latency, packet loss and reliability
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