Strategic and results driven leader with 13+ years of post-MBA experience leading GTM Strategy & Operations at high growth Enterprise & Forbes Cloud 100 companies ($200M-$4B).
I’m passionate about accelerating revenue growth, profitability, and customer impact through innovative sales strategies, operational excellence, & go-to-market execution.
I am known for my care & conviction for getting things done in both run-the-business and grow/transform the business capacities. Central to my success is trusted unification of GTM teams, leveraging data-driven analysis/insights, and the voice of the Field/Customers. I also live by and foster a culture of integrity, accountability, and growth mindedness.
Experience:
Strategy: GTM Strategy & Design, Fiscal & Long Range Planning (TAM/SAM/SOM & ICP formulation leveraging propensity and AI models), Segmentation, Coverage & Capacity models, Territory Carving, Quota Setting, Compensation Strategy & Design (+SPIFFs), Sales Effectiveness (Playbooks, Optimization), Customer Success, Channel Program Strategy, and OKR/KPI formulation & management.
Operations: Rhythm of the Business & GTM Execution (Target Setting, Forecasting, Pipeline Management, Business / Performance Reviews & Coaching), Analytics/Insights, Reporting/Dashboards, Sales Process evolution, Systems, Tools, & Technology optimization, Customer Success (Retention & Renewals), Training & Enablement.
Program / Project Management: Org Design & Transformations, Channel/Partner Programs, New Product Introduction, International Expansion, Global Account Program, M&A Integration, System & Process enhancements, Competitive plays.
Tools: Revenue systems - Salesforce, Tableau, Clari, Google / Microsoft suites, Anaplan, Fullcast. GTM tech - Outreach, Gong, D&B, ZoomInfo / Lusha, LeanData, LinkedIn Sales Navigator, Demandbase, Gainsight.
