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Work Background
Self.Investor / Advisor
Jan. 2024Prague, Prague, CzechiaI currently both invest and advise tech companies on GTM strategy and sales process development as well as hiring and training salespeople. Strategic partnerships are also a core offering when applicable. I also represent organizations at tradeshows and act as a meeting broker connecting buyers and sellers of data and products. My processes have generated over $50 million dollars in my career as a salesperson and my experience level is beyond expertise in everything from prospecting and cold-calling to negotiating and closing. The majority of sales in my career grew from a one desk / office sale to a global enterprise deal worth millions. Specific strategies are used at each phase of the sales cycle and completely dependent on the type of product being sold.
GrapeDataDirector of Sales, North & South America
Dec. 2021 - Jun. 2024New York, New York, United StatesLead and manage GrapeData's North & South American business lines for B2B sales. 2022 results include RFPs from seven new logos, 15% increase in year over year spend and 20% increase in revenue. Hired a Director of Operations and two sales people as the business continues to grow from dedicated efforts. Other initiatives include development of quarterly newsletter, design and creation of SaaS platform as well as a cloud-based data access point for current customers.
IBS IntelligenceSales Director North & South America
Jul. 2019 - May. 2020New York CityManagement consulting sales for the entire North & South America lines of business including business strategy, opportunity assessment, marketing, account management and sales Customers and targets include global Tier 1 (and below) Banks, fintech suppliers, private equity and venture capital firms, and management/fintech consulting firms
Harvest VP of Sales
Mar. 2018 - Nov. 2018New York City• Created and implemented new sales and outreach strategy for research providers on Harvest's fintech platform
CapSo Inc.Sales Executive
Mar. 2013 - Sep. 2017New York City• SaaS enterprise fintech sales startup in distressed debt, high yield, and bankruptcy/restructuring
• Acquired 700+ pre-sales leads from my rolodex and prospecting which helped develop key product features prior to product launch
• Designed key product features and coordinated development and implementation with our tech team in Dublin
DebtwireSales Director
Jun. 2007 - Jan. 2012New York CitySales Director covering hedge funds and banks selling Debtwire's proprietary North American and European distressed debt and high yield research. Responsible for the full sales cycle from prospecting and cold-calling through negotiating and closing deals. • Closed over $2m of new business in the US turning a $1.8m book of business into $4m
• Averaged 8-12% year over year revenue growth from existing customer base
• Led global sales in 2009 with $800k+ in new business with an ASP of ~$75k against a quota of $600k
• Led global sales of Debtwire's new ABS intelligence product in 2009 with $150k in sales against a quota of $100k
BGC PartnersAssociate Vice President Futures Sales
May. 2006 - Dec. 2006• Managed the sale of the Eccoware futures trading platform to primary dealers, hedge funds and pit traders in Chicago • Leveraged previous Cantor Market Data and eSpeed customers to the Ecco platform successfully
• Developed multi-asset class executable platforms for customers utilizing several Cantor businesses
eSpeed, Inc.Associate Vice President
Sep. 2005 - Apr. 2006• Initiated and managed the President’s strategy for the development of eSpeed’s fully electronic trading systems
• Generated reports that increased exposure and solved problems for senior management; FX and futures marketplaces • Created metric reports providing baseline, average and high/low levels for eSpeed’s trading businesses that were a key determinant of resource allocation to support growth and development • Developed implementation plan of cross-product and multi-asset class trading through Ecco’s front-end trading software • Initiated business plan and strategy to further consolidate eSpeed’s products to a single front-end system as a “one-stop shop”
Cantor FitzgeraldAVP & Senior Sales Executive
Mar. 2003 - Aug. 2005• Managed 10 person global sales team for Cantor Market Data products (UST, IRS, EGB, Historical and IRO data) to buy-side and regional sell-side institutional market participants
• Performed market feedback and sales of the newly developed bond market’s first three-dimensional visualization pricing engine for Cantor/eSpeed’s markets • Supervised the UK/Europe expansion from NY via regular travel to London and grew UK/Europe business 25% over 5 months • Increased overall customer base in the US and London increasing monthly revenue ~30%
• Sold and expanded CMD to Chicago futures traders and arcades and converted 100% of month-to-month customers to yearly contracts and in several instances multi-year contracts
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