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Work Background
AddigyDirector of Revenue Operations
Sep. 2024 - Jan. 2025Led initiatives to redefine post-sale segmentation, shape new product/market entry, and identify levers to increase average deal size within the core ICP. Developed an AI roadmap to guide future investments in scalable, data-driven RevOps infrastructure. Reimagined post-sale customer segmentation and journey to drive engagement and retention in high-growth accounts. Built GTM strategy for new product/market expansion, including ICP targeting, messaging, and activation plan. Defined deal structure and sales motions to expand average contract value within the core customer base. Outlined AI use cases and implementation priorities to support predictive analytics, automation, and RevOps scalability.
ChartbeatVP of Revenue Operations
Aug. 2023 - Aug. 2024New York, New York, United StatesAs the VP of Revenue Operations, I lead post-acquisition integration efforts, aligning GTM strategies, processes, and technology to drive revenue growth and operational efficiency. Strategic Leadership & Growth: Spearheaded revenue forecasting, process standardization, and incentive compensation initiatives, resulting in improved NRR from 79% to 98% and doubling New Business ARR. Industry Segmentation & Role Alignment: Developed an industry segmentation framework and redefined roles and responsibilities across Revenue teams, ensuring consistency and maximizing effectiveness across all brands. GTM Tech Stack Integration: Unified and optimized the GTM tech stack, integrating tools like Salesforce, HubSpot, and Zendesk, enhancing data-driven decision-making and streamlining operations.
ToriiDirector of Revenue Operations
Nov. 2021 - Jun. 2023New York, New York, United StatesAt Torii, I redefined revenue operations by implementing robust GTM strategies and optimizing the tech stack to support exponential growth. GTM Strategy Execution: Led the cadence for quota setting, KPI reviews, and sales forecasts, driving 3x growth in new ARR. Tech Stack Optimization: Implemented and managed Salesforce, HubSpot, and other tools, enhancing pipeline visibility and lead-to-revenue processes. Team Empowerment: Standardized processes across customer-facing teams, resulting in improved retention and 124% NRR.
ToriiDirector of Sales Operations
Mar. 2021 - Nov. 2021
LatchDirector of Revenue Operations
Jan. 2020 - Jan. 2021New York City Metropolitan AreaI built and scaled Latch’s sales operations from the ground up, laying the foundation for rapid revenue growth. Sales Team Expansion: Grew the sales team from 1 to 34 sellers and established a 7-member Sales Ops team. Process & Tools Development: Designed and documented Latch's sales process, contributing to 3.5x YoY sales growth. System Implementations: Led the deployment of Salesforce Sales Cloud, CPQ, and Partner Communities.
LatchDirector of Sales Operations
Apr. 2019 - Jan. 2020Greater New York City Area
LatchSales Operations Manager
Nov. 2017 - Apr. 2019Greater New York City Area
OracleRegional Manager, Sales Development
Dec. 2013 - Nov. 2017Reston, VAI managed and developed high-performing sales teams at Oracle, driving significant pipeline growth and sales success. Sales Leadership: Led teams to achieve an average quota attainment of 163% across 14 quarters. Pipeline Management: Implemented territory planning methodologies, generating $155M in quarterly pipeline and $20M in quarterly revenue. Training & Development: Developed onboarding and training programs that accelerated sales rep productivity and performance.
OracleSales Operations, Strategy & Planning Analyst
Jan. 2011 - Dec. 2013Burlington, MAAs a Sales Operations Analyst at Oracle, I played a pivotal role in enhancing the efficiency and effectiveness of the sales organization through strategic data management, performance training, and analytics. Performance Management Training: Designed and delivered comprehensive training programs for sales managers, focusing on performance management and best practices to drive team productivity and success. Data-Driven Solutions: Collaborated closely with sales leadership to gather and document data requirements, identifying information gaps and developing tailored reporting solutions that informed decision-making. Sales Process Optimization: Provided actionable insights through analytics, optimizing the sales process and establishing best practices that were adopted across ERP, CRM, EPM, and BI sales teams. Strategic Planning: Partnered with management to define headcount distribution, territories, and quota setting, ensuring alignment with revenue goals and positioning teams for growth.
Rust-Oleum CorporationSales Analyst
Oct. 2005 - Jul. 2008Vernon Hills, IL
Kimberly-ClarkMaterials Planner
Jun. 2004 - Oct. 2005Neenah, WI
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