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Work Background
ROI Revolution, Inc.Senior Vice President of Sales and Marketing
Apr. 2022Raleigh-Durham, North Carolina AreaROI Revolution is a Performance Digital Marketing Agency that drives profitable growth for consumer brands ♦ Lead and inspire team of 12 sales, 7 marketing managers and partner manager, owning sales and marketing strategies to drive growth by acquiring 250 new brand companies over five years. ♦ Transformed teams by establishing clear sales and marketing process, establishing focus on larger, multi-service deals, implementing CRM and Marketing Automation, and setting performance metrics and overachieving precise goals. ♦ Enabled C-suite to adopt new business strategy and focus on maintaining 100 high-revenue, high-profit brands by tripling average deal size to $180k through targeted attraction and sales of multi-service deals. ♦ Supported revised business strategy by reducing team size to enable significant cost savings, achieving 2024 target in Q3 with smaller high-performing team.
ROI Revolution, Inc.Vice President of Sales and Marketing
Jan. 2020 - Apr. 2022Raleigh-Durham, North Carolina Area
Data443 Risk Mitigation Inc. (OTC: LDSR)Chief Revenue Officer
Jan. 2018 - Dec. 2019Raleigh-Durham, North Carolina AreaData443 was an early phase publicly traded startup providing comprehensive data security solutions including governance, classification, encryption, data loss prevention, and archiving. The third person to join the company ♦ Established sales and marketing organization with scalable structure to support sales growth and smooth integration of acquired companies. ♦ Established inside US-based sales team and international distributor network and resellers to expedite market entry, leading and directing seven sales representatives, two marketing managers, and three partner managers. ♦ Led integration of four acquired companies and set company up for five additional acquisitions planned for 2020. ♦ Generated $6M in new pipeline opportunities through sales and global partners going into 2020 and achieved 2019 revenue goal of $2M in 9 months from zero in 2018.
A Hare AboveCo-Founder
Jul. 2017Cary, North Carolina, United StatesConsult on sales and marketing for small and medium business in the service, SaaS and product space. Skilled at making changes to structure, strategy and processes that accelerate business growth. Successes with Limelight Intelligence, CEB (UCLA), CommerceCX, Career Cruising (Xello), New Velocity, and Landstar.
3P LearningChief Sales and Marketing Officer
Jul. 2016 - Jul. 2017Sydney, Australia3P Learning is a leading education software company focused on Math (Mathletics) and Reading (Reading Eggs). ♦ Direct the design, development, and delivery of B2B and B2C global sales, marketing and service strategy as the head of a team of 175 people. ♦ Hired to execute strategic vision and expand 3P client base, particularly in the US, and maximize revenues to meet 3-year growth targets. ♦ Implemented solution-focused sales approach to consolidate customer service, centralize sales and marketing strategy, align execution under three regional HQs, and implement an international partner program. ♦ Enabled over-achieving revenue and EBITDA goals by improving lead generation, opportunity conversion, close rate, and retention. ♦ Motivated B2B business to be 3% above $56M goal despite learning, after starting, that products were not fit for purpose in US market; additionally led B2C business to achieve 20% growth for first time in many years.
Rosetta StoneSenior Vice President of Global Sales & Services
Apr. 2015 - Jul. 2016Arlington, VAPromoted to lead the 250 strong Global Enterprise and Education Language Services. Increased profitability of Americas, LACB, EMEA and APAC businesses, setting them up for future growth. During the 4 years grew business from $48m to $98m (K12 grew $26m to $48m) ♦ Designed and implemented restructuring model centered on direct sales in the US and Northern Europe, moving other businesses to reseller model. ♦ Exceeded the first Half 2016 bookings target by 3% while cutting costs and delivering a 46% increase in contributions to $12.8M.. ♦ Implemented additional go-to-market changes to ensure effective introduction of new corporate product “Catalyst,” ensuring business would hit demanding goals and be set up for future growth.
Rosetta StoneVice President & General Manager of Americas Enterprise & Education
Jan. 2014 - Mar. 2015Arlington, VAPromoted to manage all the Americas E&E language business units, including integration of Tell Me More into the Americas business and management/delivery for $65MM in subscription bookings. ♦ Managed 95 team members, providing cross-training and implementing a unified Salesforce system to drive greater measurement and accountability down to individual level. ♦ Integrated properly sized team within 15 days of acquisition of Tell Me More – Auralog Company, increasing bookings by 20% in 2014 with no increase in headcount. ♦ Turned business around to achieve new business bookings increase of 40%. ♦ Improved go-to-market strategy to enable cross-selling of additional services from two acquired companies.
Rosetta StoneVice President of North American Enterprise & Education Sales
Jul. 2012 - Dec. 2013Arlington, VAManage the North American Enterprise and Education sales teams, with accountability for $50MM+ in subscription bookings. ♦ Managed an 80-person staff in addition to designing and implementing a complete reorganization/retraining of sales team to move from a one-product transactional sales approach to a multi-product, multi-service solution. ♦ Grew bookings by 5% with a 12% reduction in headcount by increasing productivity per sales lead by 15%. ♦ Turned business around with a customer retention increase of 30%. ♦ Served on leadership team during acquisition and integration of two companies, Live Mocha and Lexia Learning, and reversed YOY booking declines in the K12 business, turning it into a growth engine.
ProQuestVice President and Head of Global Sales - Serials Solutions
Sep. 2010 - Mar. 2012Seattle, WA then Cary, NCManaged sales and customer relationships for $50MM software-as-a-service business. Created and implemented move from predominately domestic US sales to a global business. In 4 years grew business from $35m to $58m. ♦ Drove sales organization in a 20%+ revenue growth in 2010 & 2011. ♦ Restructured operations to create sales and CRM teams globally, growing non-US business by 40% each year. ♦ Led improvements in customer relationship management processes to increase customer satisfaction by 20% and retention rates by more than 95%.
ProQuestVice President and General Manager - Serials Solutions
Jan. 2009 - Aug. 2010Seattle, WAManaged operations of the 200-person, $35MM software company. Expertly designed and implemented changes in R&D, sales/marketing, and professional services, delivering 20% Net-margin. ♦ Executed an innovative product development strategy, a new go-to market plan to increase awareness and improve bundled service sales, and increased new subscription billings by 20% in 2009 and revenues by 15% in 2010. ♦ Led company to over 20% in new billing growth in 2009. ♦ Realigned marketing, sales, and support teams to sell and deliver services addressing global markets and drove improvements in R&D processes to ensure quality and timely delivery.
Ex LibrisPresident - North America
Apr. 2007 - Dec. 2008Chicargo, ILLed the delivery of $42m of the groups $75m revenue. Executed a plan for rapid improvements in marketing, sales and professional services designed to exceed production metrics expected from the acquisition of Endeavour from Elsevier. Direct actions focused on designing, building, and integrating programs in marketing, sales, and service. ♦ Increased profit by 150% to $14m post-merger. Targeted cost reductions achieved in 2007. Reduces cost by 11% in 2008 and grew revenues. ♦ Championed design and implementation of a new strategic direction, increased bookings 50%. Implemented an aggressive and proactive strategy to increase new revenues and turn around a three year run of under-performing sales. Shifted sales direction to value based sales; implemented a plan to increase volume of services sold, which realized 2008 booking growth of 55%.
SASVice President & General Manager - Latin America
Jan. 2004 - Feb. 2007Cary, NCPromoted to full P&L responsibility for all functions of the company’s nine offices, 250 staff, LACB Division. Grew the business from $10m to $70m in the four years. ♦ Made it the company’s fastest growing division reaching revenues of $70m. ♦ Implemented aggressive programs and strategies, leading to a continuing record growth of 68% in 2004, 41% in 2005, and 40% in 2006. ♦ Led the division in becoming Latin America’s largest supplier of business intelligence solutions.
SASDirector - Latin America South
Jan. 2003 - Jan. 2004São Paulo Area, BrazilDirected all operations, reversing flat and declining three-year revenue trend by totally overhauling go-to-market strategy. ♦ Rebuilt sales organization and created responsive services team. ♦ Introduced new approach to positioning and selling SAS’ goods and services. ♦ Managed staff of 115 with budget of $10M.
SASGlobal Sales Development Director
Oct. 2001 - Jan. 2003Raleigh-Durham, North Carolina AreaInitiated innovative series of programs and initiatives to foster company move from tools vendor to intelligent solutions provider. ♦ Designed and implemented training strategy to achieve corporate sales goals. ♦ Ensured development of sales organizations in each country in order to achieve targets. ♦ Managed systems, processes and practices to support sales activity.
SASSales Development Manager EMEA
May. 2000 - Oct. 2001Heidelberg Area, GermanyIndividual contributor responsible for sales development function within region and managing sale of SAS’ enterprise marketing automation solution throughout area..
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