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Work Background
RepriseSales Director
Feb. 2024
CircleCIArea Sales Director | North America, Enterprise
Sep. 2022 - Aug. 2023(remote)I directed a team of seven strategic account executives in prospecting new customers and managing existing accounts while fostering coordination among product, customer success, and marketing teams. Highlights of my contributions include: • Partnering with the Chief Revenue Officer and VP of Sales to assemble a high-caliber accounts team capable of remediating underperformance issues and improving ROI for business-critical global enterprise clients. • Restructuring processes for prioritizing sales opportunities, launching a "Big Bet" program to focus team efforts on accounts and prospects with the highest profit potential. • Reallocating the sales team better to align talent across critical markets and specific customer segments. • Meeting an operational need for interim management of the EMEA marketplace over six months, leading 20 additional indirect reports and supporting four new direct sellers.
GitLab Inc.Global Segment Leader - Mid-Market Accounts
Feb. 2021 - Apr. 2022Leading a team of five front-line managers in the execution of global go-to-market plans, I drove rapid growth in the mid-market customer segment for commercial accounts across EMEA, AMER, and APAC regions. Highlights of my contributions include: • Actualizing the most substantial increase in pipeline development in company history, driving a 25% increase in sales from FY22-Q2 to FY22-Q3, and personally outpacing all performance targets by upward of 145% over my tenure. • Implementing one-on-one meetings with area sales managers to better monitor emerging business development opportunities and optimize performance outcomes. • Growing commercial sales results for the APAC market, spurring a four-fold-plus increase in team size from two to nine members, and embracing innovative hiring practices to earn praise from the Diversity, Inclusion, and Belonging Group. • Achieving a 50% reduction in the selling cycle by restructuring 30+ account executive positions.
GitLab Inc.Regional Director - Enterprise Accounts (interim)
Feb. 2020 - Apr. 2020Here, I served as a second-line leader with accountability for three area sales managers supervising a team of 20+ strategic account leaders. Highlights of my contributions include: • Improving the communication of performance expectations to position the sales team better to achieve a strategic vision for purposeful territory expansion. • Led the team to deliver the highest number of new accounts for FY21-Q2 after rolling out a new sales performance incentive structure with an ROI ratio of 25+:1 over nine months.
GitLab Inc.Area Sales Manager - Enterprise Accounts
Sep. 2019 - Feb. 2021As Area Sales Manager, I developed and motivated a team of six strategic account leaders managing enterprise accounts across Western and Central U.S. Highlights of my contributions include: • Spearheading a revamp of the quarterly business review process to better portray actionable strategies for improving performance.
CiscoRegional Manager Commercial Select (MN)
Aug. 2017 - Aug. 2019MinnesotaMaximizing the performance of nine account managers supporting a 75-client portfolio across the four-state region encompassing Minnesota, Wisconsin, and the Dakotas, I positioned the team to meet and exceed a $100M annual quota for software, hardware, and maintenance services. Highlights of my contributions include: • Inspiring new levels of team performance through the direct promotion of top-tier contributors and steering the recruitment of new team members with a focus on securing motivated performers, driving strong retention, and minimizing turnover. • Capturing 111% of quota in FY19, leading to a Quota-Buster Award for the Americas Region that year. • Initiating deep dives on upward of 15 key accounts to assess opportunities for better meeting client needs. • Launching a new quarterly business summit meeting centered on the discussion of pathways for an expanded sales pipeline and more meaningful client connections.
Hewlett Packard EnterpriseDirector of Sales
May. 2014 - Aug. 2017Greater Minneapolis-St. Paul AreaIn this role, I managed a $5.2M headcount budget while leading four first-line managers and 30+ indirect reports delivering upward of $750M in annual sales. Highlights of my contributions include: • Consistently exceeding sales quotas by upward of 20% for six consecutive years, surpassing all YOY revenue plans. • Producing $20M in accretive revenues in 18 months through the build-out of a go-to-market strategy optimized for service provider accounts and improving the relationship between sales compensation plans and GTM strategy earnings. • More than doubling networking revenue - representing a $15M increase - through an initiative to boost server storage and better capture untapped opportunities in the service provider market. • Securing executive sponsorships for major client events, including the MLB All-Star Event and Chicagoland NASCAR races. • Being hand-selected as the top 1% of the corporate leadership team, earning an invitation to join the HP Engage executive development program.
Hewlett-PackardDistrict Sales Manager
Jan. 2012 - Dec. 2014Greater Minneapolis-St. Paul AreaDriving a matrixed team of dynamic salespeople to break new records in earnings and account growth, I built a team of top sellers and delivered regular presentations to Accelerated Sales University group of top inside salespeople across the country. I continually researched market/competitive trends, and minimized operational expenses (OPEX). While doing so, I served as an active mentee of top executives. DELIVERED RESULTS: ► I achieved the Presidents Club distinction in 2013, reserved for top 3% of sales teams nationwide. By formulating 18-month hiring plans, I ensured the success of the district, and paired accounts/assignments to the most effective sales expert in each market. ► By creating Learning Pods and HPE's Got Talent Program, I empowered the sales staff to meet all objectives, I facilitated learning and sharing of best practices. ► I earned admiration, respect, and written commendations from management team, peers, and subordinates for building inclusive and successful team.
Hewlett-PackardSales Specialist
Jan. 2009 - Dec. 2012Greater Minneapolis-St. Paul AreaBy creating sales performance incentive funds (SPIFs), contests, incentives, and celebrations, I encouraged a trailblazing sales approach and game-changing results. I expanded presales, inside sales, and post-sales capabilities, actively mentoring 10+ salespeople at all times. I delivered public presentations to crowds of up to 300, tapped into new account opportunities, and boosted client satisfaction scores. DELIVERED RESULTS: ► By designing a logo reference program and a corresponding incentive program for sales teams, I provided competitive win-backs and rip-and-replace support for key accounts. ► To improve the connection between sales and engineering resources for better account management, I launched the "take an engineer to lunch" initiative.
Midwave CorporationClient Manager
Jan. 2003 - Dec. 2008Greater Minneapolis-St. Paul AreaWhile accelerating direct, outside B2B sales, I developed and evangelized the Data Center Services practice. In doing so, I steered and energized 25+ technology consultants to generate $6.5 million in services-led revenue. I delivered products and services across multiple domains, and effectively sold revolutionary ideas to top executives. DELIVERED RESULTS: ► I consistently surpassed $7 million annual quota, and was repeatedly ranked among top 5 client managers nationwide. ► By empowering customers to control costs and achieve full regulatory compliance, I built a strong, loyal client base ► I successfully secured Midwave as a Microsoft Solutions Provider with HP by authoring RFP.
Productive Solutions GroupAccount Manager
Jan. 2001 - Dec. 2003Golden Valley, MNWhile optimizing sales from the existing account base, I aggressively grew business. I developed and delivered complex platform solutions for ERP, CRM, and e-commerce systems. DELIVERED RESULTS: ► I beat the annual quota by $4 million every year throughout tenure. ► Increasing annual software revenue from $1.5 million to $3.5 million in 24 months, I secured the highest-profile RFP storage sale in the company’s history.
printable.comClient Executive
Jan. 2000 - Dec. 2000Edina, MNPenetrating markets and closing top accounts across 4-state territory for this rapidly-growing .com company, I built a robust client roster through exceptional lead generation and telesales. DELIVERED RESULTS: ► I opened 40 new accounts in 6 months, achieving 125% of annual quota, through effective B2B, outside sales. ► By developing successful demonstration methods, I increased client wins.
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