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Summary

Metrics and human-driven servant leader and serial adventurer with a professional passion for building and growing innovative companies that improve the lives of customers, employees and investors.

Key Competencies & Offerings
Goal Setting - Team Building - Vision and Culture Creation - Sales Enablement - Recruiting & Onboarding - Sales Execution - Force Management - Salesforce.com Sales and Leadership Methodologies - ABM/S - Enterprise Sales - Mid-Market - SMB - KPI Analysis - Performance Management – Change Management – Compensation Planning – Global Markets – Revenue Forecasting – Strategic Planning – Market/Strategy Development - Customer Guru

Professional Experience

2020

SVP Customer Growth

HealthyTogether.io (Communicable Disease Response Platform)

Developed a Trifurcated go-to-market targeting FED/SLED/HiEd and ENT

Acquired 3 States Customers, 26 Universities and 12 enterprise customers in the first year

Scaled the business from $0 to $14M in ARR

Hopefully (and most importantly) saved Lives

2019

SFDC Ventures & Incubator Advisor

Salesforce.com

Advise early stage companies on go-to-market, sales, marketing, PG, hiring and product market fit.

20192020

RVP

Udacity

Was Exec Sponsor on largest domestic customer acquisition ($2.7M Contract)

Helped drive 155% YOY NACV Growth 

Recruited Head of Marketing (former VP Marketing at Salesforce.com)

Quadrupled the Sales Team to Support National & International Markets

Implemented Force Management and MEDDPICC sales methodology

20182019

Founder/CEO

TrekAvi (working with a16z and SFDC Ventures portfolio companies)

Help early stage VC portfolio companies build the foundation for revenue scale

20162018

VP Customer Acquisition

Showpad - Leader in Sales Enablement (Acquired Taptera)

Facilitated change management and opened up new ENT market via Taptera acquisition

Built and lead go-to-market teams including AE's, AM's, ISR's and SDR's 

Established enterprise readiness (people, process, tools, etc)  with heavy focus on ABM/ABS

Increased ARR by 265% YOY to exceed targets 

Bifurcated selling methodology, supporting  high velocity (SMB) and strategic (ENT) in parallel

Improved all key metrics including conversion rates (+12%), sales cycles (-20%), rep productivity (+18), pipeline valuation (+30%), margins (22%  and revenues (120%) 

20142016

President & CEO

Taptera - Enterprise Mobile Applications (Acquired by Showpad)

Raised $3M through Salesforce.com Ventures, MSFT Chairman and Silverlake

Manage a global team of 39 employees across Marketing, Sales, Biz Dev, Pro Serv, Cust Success, Finance, Operations and Product Dev

Successfully transitioned company revenues and ethos from services to product culminating in a $5M ARR run rate

Responsible for collaborating with  Taptera's board and advisors including Marc Benioff (CEO Salesforce.com) and John Thompson (Chairman MSFT)

Negotiated a favorable acquisition to Showpad over several offers including Box.com

20112014

President & CRO

Taptera

Responsible for GTM for a suite of Mobile Sales Enablement Applications

Constructed a team of 12 employees and oversaw Marketing, Sales and Business Development overall strategy and day to day operations

Established Direct & Indirect Sales Org, standardized sales process and implemented highly effective selling methodology

Forecasted overall business to Board and set team and individual quotas

Grew ARR from $0 to $5M with enterprise customers including LinkedIn, Square, AstraZeneca, Genentech, eBay, McKesson, MARS, Eli Lilly, Box and Salesforce.com

Established resell & referral partnerships with Apple, Box & Salesforce.com

20092011

Regional Vice President

Salesforce.com

Responsible for hiring, on-boarding, developing, exec sponsoring and managing 15 account executive's

Applied practical selling strategies & techniques acquired at SFDC to team and region

Responsible for multiple regions and grew revenues from $8-21M ARR

Keen hiring, market analysis, goal setting and execution put region in top 5% 

20022009

Strategic Named Account Executive

Salesforce.com

Responsible for identifying and expanding the Salesforce.com "Platform" footprint in rapidly growing strategic Silicon Valley accounts

Sold first 7 figure pure platform deal in company history

Qualified for Peak Performers/Presidents Club every year as individual contributor

Marquee clients included SunPower, EMC, Equinix and LinkedIn

Sold at all levels of Sales ORG (SMB, Mid Market, General Business and Field)

20012002

Enterprise Business Manager

Salesforce.com

Initiated the pilot EBR program at SFDC with Carl Schacter (former EVP Google Enterprise)

Established Business Plan and strategy for outbound lead generation team

Trained and developed innovative prospecting methodology

Team Generated $20M in pipeline in first year

Education

19951999

BACHELORS

Villanova University

Business Communications Major

Men's Soccer Team 

Volunteered for Special Olympics and Habitat for Humanity