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Work Background
IntegralSenior Director of Business Development
Apr. 2024 - Jan. 2025Chicago, Illinois, United StatesFirst sales hire at seed-stage software co leveraging AI to automate HIPAA data compliance processes. Secured the company’s first multi-year, net-new logo enterprise opportunity—a $400,000+ two-year agreement—contributing over 20% of the annual recurring revenue supporting the close of an $8M Series A in December of 2024 Created and shared the playbook for a repeatable up-market GTM motion resulting in several similar transactions by my peers. Partnered with product- and partnership-oriented C-suite leaders to transition to a sales-assisted go-to-market approach. Self-sourced >2.5M, mid- and late-funnel opportunities with leading organizations, including a top 3 medical supply company, top 3 consumer genomics company, top 3 publishers, top 3 life science data company, and a top 10 consumer financial data company. Leveraged early-stage SaaS expertise and network to find and onboard GTM tech (Clay, SmartLead, R2B2, and others) and aligned Marketing, GTM, and Product teams around intent signals, driving 3-4X in pipeline coverage and automating much of the outbound sales process using AI resulting in high brand awareness.
DatavantEmerging Ecosystem Partnerships
Mar. 2023 - Apr. 2024Chicago, Illinois, United StatesDrove the strategic expansion of Datavant into emerging categories such as expert determination services, artificial intelligence, consumer data, and hedge funds, resulting in the establishment of twenty foundational opportunities and partnerships. Developed and implemented innovative contract strategies and deal structures in the consumer data sector, expediting the formation of revenue-sharing agreements. Provided guidance and mentorship to Business Development Representatives (BDRs) and junior partnership executives, cultivating a culture of continuous learning and professional growth.
ApptentiveAdvisor
Oct. 2022 - Dec. 2022RemoteBusiness Development, Strategy, Partnerships
SurveyMonkey (Usabilla Acquired by SurveyMonkey)Digital Product Evangelist (Post-acquisition GTM Strategy, Solutions Architect, M&A Integration)
Jul. 2020 - Apr. 2022New York, United StatesTLDR: Post-acquisition tour of duty scaling six years of experience in SaaS Sales, digital transformation, web optimization and product feedback strategy. Carried $24MM ARR quota. • Transitioned Usabilla’s Americas operations from my responsibility to the General Manager of GetFeedback, VP of CX Sales, and CX Sales Directors, including my Manhattan office of 25, operational responsibilities, and transcription of 6 years of Usabilla sales tactics, strategy, and competitive landscape IP.
• Recognized as a key employee through Zendesk merger and served as lead XM consultant for projects with Fortune 50 clients and liaising between senior Momentive.AI leadership and key decision-makers within customer accounts. • Supported teams developing product roadmap, analytics architecture, product marketing messaging, competitive positioning, sales enablement content, and sales engineering.
• Drove continuous improvements in sales motion, software demo process, and free trial strategy by executing experimental sales tactics on customer calls as front-line leader.
• Developed the professional services SKU securing key wins against competitors to drive millions in net-new ARR. • Created and standardized trial process to showcase enterprise proof of concept including timeline, staffing, strategy, and tactics achieving an 80% close rate with an average order value of $35k+ in annual recurring revenue. Day to day:
1. Sharing nuances of the Digital CX sales playbook with Sales Enablement 2. Supporting roadmap prioritization with Product
3. Substantiating Account Executives value story with demos, 2-week trials, case studies, pricing strategy, and ROI models
4. Sounding board for Product Marketing messaging
5. Running round tables and webinars for Marketing
6. Making introductions and recommending ISV's as candidates for partnerships
7. Supporting development of new pricing model
8. Generated new SKUs for launch of enterprise customer experience professional services
SurveyMonkey (Usabilla Acquired by SurveyMonkey)Country Manager and Head of Business Development, Americas at Usabilla, Acquired by SurveyMonkey
Oct. 2017 - Jul. 2020Greater New York City AreaTLDR: Responsible for an office of 25, driving 300% YoY revenue growth to $6M in ARR. I replaced the VP of Sales and rebooted the NYC office when the Dutch Chief Revenue Officer relocated back to HQ in Amsterdam. • Recognized as key employee and led full lifecycle net new logo and expansion business, directing an office of 25 to achieve 110% CAGR from ~$300k in annual software subscription revenue in CY2015 to $6M+ in CY2019 without venture capital resources (bootstrapped).
• Developed, improved, and scaled processes to bring the Amsterdam software company to market in the Americas.
• Directed business development operations including recruiting, training, forecasting, reporting, partnering, contracting, and accounts receivable while maintaining company culture and vision.
• Closed numerous multi-year, six-figure, software-only opportunities as front-line sales leader, securing record ARR clients like IBM, Microsoft, Home Depot, Best Buy, Puma, Ugg, Choice Hotels, Ticketmaster, Calendly, and Mailchimp.
• Achieved a +95% net revenue renewal rate on enterprise accounts ($50k per year in annual recurring revenue). • Played a vital role in the post-acquisition transition, restructuring and supporting the new York sales team to maintain triple-digit revenue growth throughout the transition period. Focused on accelerating our learning about the market by stress testing everything from: - our ICP
- our USP
- the messaging
- outbound motions
- marketing motions
- pipeline build & management
- price points
- contract terms
- pitch
- onboarding Resulting in scaling Usabilla in the Americas from ~$300k (FY 2015) to ~$5M (FY 2019) in ARR. We took the ACV from $12k to $49k with an incredible group of 25+ New Yorkers. Lots of memories from our little corner of Tribeca. Acquired by SurveyMonkey in April 2019
SurveyMonkey (Usabilla Acquired by SurveyMonkey)Business Development Director
Nov. 2015 - Oct. 2017Greater New York City AreaTLDR: Wore many of the startup hats, supported CRO to make the office sustainable. Personally closed +70% of satellite office's ARR. First hire. • Achieved rank as #1 in USA Sales and #4 globally closing $320K+ Net New Logo ARR in a new merket in 12 months with key accounts The Home Depot, P&G, Starbucks, Teavana, Thriftbooks, Forrester, Telecharge, and Herman Miller.
• Scaled the NYC sales team from 3 to 18 in just 16 months, developing Usabilla sales playbook with the Head of BD.
• Chosen as technology showcase speaker for Forrester’s 2016 CXNYC conference, generating 7 demos and 2 deals.
• Developed and closed a unique 4-year software subscription worth $450k in annual recurring revenue, resulting in multiple mid-six-figure deals with industry leaders Home Depot, Ticketmaster, Mailchimp, and Microsoft and ultimately leading to the acquisition of Usabilla by SurveyMonkey for $80.0M. Prospecting, demo'd web feedback software, negotiated terms, completed information security reviews, completed vendor onboarding forms, redlined contracts, signed deals, interviewed BDRs, recorded product feature requests, developed scalable go-to-market plan, recommended retiring freemium offering, and moved product upmarket from $12k ACV to $25k ACV. Several low six figure ARR deals. Largest deal: $459k ARR software subscription.
Bounce ExchangeBusiness Development Manager
Jan. 2015 - Sep. 2015Greater New York City AreaTLDR: First front-line sales hire at the fastest-growing software company in the US (2015). Inc. 5000 fastest growing software company in the US
Deloitte Tech Fast 500
Fortune Best Workplaces in Tech
Crain’s Best Places to Work
Ranked #1 in NYC by Entrepreneur Magazine for Top Company Cultures
Stifel Financial Corp.Investment Banking Analyst - Diversified Industrials, Cleantech and M&A
Dec. 2013 - Dec. 2014Greater New York City AreaTLDR: Made pretty slides fast. Selected M&A and Capital Markets transaction experience: Jason Inc. sale to Quinpario Acquisition Corporation (Nasdaq:QPAC) for $538.7 Million - Buy-side Adviser and Fairness Opinion (Closed: June 30, 2014). Now trading as Jason Industries, Inc. (Nasdaq:JASN) Amtech Systems, Inc. acquisition of BTU International, Inc. for $3.33 per share, 100% Stock-for-stock Acquisition - Buy-side adviser and Fairness Opinion (Closed January 30, 2015) FuelCell Energy, Inc. (Nasdaq:FCEL) $31.6 Million Confidentially Marketed Follow-on Offering - Sole Bookrunning Manager (Closed: January 18, 2014) Marrone Bio Innovations, Inc. (Nasdaq:MBII) $49.2 Million Follow-on Offering - Co-Manager (Closed: June 11, 2014)
Wellington ShieldsInvestment Banking Associate
Jan. 2013 - Nov. 2013Greater New York City AreaTLDR: Trained by Wall Street veteran of 30 years. Got good at cold calling, took CEOs to meetings, learned how to run meetings, originated eight figures worth of term sheets for lower mid-market companies. Maximized lead generation with exclusively institutional investors as well as marketed transactions by serving as the lead business development contact with private equity and debt funds, business development companies, and hedge funds Ran roadshows and advised middle market clients (~$3.5-$15 Million EBITDA) through M&A, private equity and structured credit transactions including leveraged buyouts, private placements, sale-leaseback and receivables factoring resulting in term sheets valued at more than $95 million.
Surya Capitale SecuritiesInvestment Banking Associate
Sep. 2011 - Dec. 2012New YorkTLDR: Studied for tests. Passed tests. Learned to cold call. Independently studied for and passed the FINRA Series 7, 63, 79 and 24 in the span of 4 months.
Soleil CapitaleAssociate
Aug. 2011 - Dec. 2012New York, NYTLDR: Learned the ropes and traveled the globe. Originated documentary letters of credit and standby letters of credit generating $402,150 in fees. Traveled to France, Monaco, India and Malaysia with the Managing Partner to perform due diligence on potential investments.
L'OréalSummer Marketing Analyst for Kiehl's since 1851
May. 2010 - Aug. 2010Greater New York City AreaKiehl’s summer intern. Brandstorm National Champion 2010
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