Feb 2025 – Present · 1 yr 1 mo · Remote

Oct 2023 – Present · 2 yrs 5 mos · Remote

• Provide feedback on the strategic direction for Enablement on Tap, help build community, and contribute to the overall value of virtual session content and events.

Sep 2022 – Jan 2025 · 2 yrs 4 mos · Remote · Remote

• I lead the WW Field Enablement team in service to our GTM and customer facing teams at Gitlab. The Field Enablement team has the following responsibilities:
• 1. Own and operate the Command of the Message (value messaging) and MEDDPICC qualification framework.
• 2. Support GTM Enablement for new product introductions and revenue plays.
• 3. Manage all field communications and content (including field monthly newsletters, weekly tickers, slack comms, WW field all hands calls, manager calls, Highspot, and SKO content).
• 4. Operate an Executive Sponsorship Program.
• 5. Own and operate all field onboarding for Sales, Customer Success, Channel & Alliances (Partner Ecosystem), Renewals Management, Professional Services, and Solutions Architecture. This includes management of the official Product Enablement curriculum.
• 6. Lead annual territory and account planning exercises.
• 7. Deliver ongoing regional enablement workshops for reinforcement and skill building.
• 8. Manage all in-person leadership workshops for all GitLab regional globally.
• Measurable achievements: reduced ramp time for new sellers from 13 to 10 months in 2 years, improved seller confidence by 60% in solution selling and operational excellence, and successfully accredited 95% of the field organization in our core platform messaging and AI vision & strategy (annually). Behavioral application of MEDDPICC qualification framework improved from 30% to 72% of sales calls in stage 3+ over $100k ARR (via conversation intelligence and SFDC command plan reporting). Introduced and enabled the field on 4 new tools in the revenue tech stack in FY25, integrated into the seller workflow with AI. Recognized by Highspot as "Innovation Leaders in Experience" by enabling 95% play adoption, 99% recurring usage, 82% platform governance, 10.1 content discoverability (10.1 minutes spent consuming content for every 1 minute searching), and led a major restructuring of the spot architecture and seller experience.

Oct 2020 – Sep 2022 · 1 yr 11 mos

Nov 2016 – Oct 2020 · 3 yrs 11 mos

• Responsible for the strategic direction and tactical execution of sales and technical enablement of F5’s field organizations. Designing, developing, and delivering consumable, high impact enablement programs by leveraging virtual cross-functional teams that produce effective enablement materials.
• Support new product launches & GTM in partnership with Sales and Product Marketing teams, developed the first enterprise-wide sales content management framework and tooling, LMS implementation and management, sales methodology, sales inspection & BI tools education, internal and partner pre-sales certification, sales competencies, and industry business acumen curriculum.

Oct 2011 – Nov 2016 · 5 yrs 1 mo · Greater Seattle Area

• Responsible for Sales & Marketing at Saltbox. At a startup, this encompasses web development, content development and marketing, SEO/SEM, business development, building strategic partnerships, and sales forecasting & modelling.
• Independently secured over 2 dozen Fortune 500 and mid-market accounts with ACV of $30k and 3% churn. Owned customer journey from discovery to expansion and $0 to $1M in annual revenue.
• Saltbox helps companies aggregate and analyze training data in order to improve employee performance. We are the makers of Wax LRS, a Learning Record Store based on the Experience API.

Aug 2005 – Oct 2011 · 6 yrs 2 mos · Greater Seattle Area

• Talent Acquisition & Retention, Leadership Development, Business Development, Local Community Outreach, Sales Operations, Employee Learning & Development, Succession Planning, Customer Success, Merchandising, Retail Real Estate, P&L Accountability. Led up to 14 Sales Managers as direct reports & over 100 Retail, SMB, and Enterprise Salespeople indirectly.
• Grew the Seattle area business from $2 million to $68 million in 5 years. Recruited and developed sellers, with an average of <20% attrition. Delivered strong net gain with 25% YOY growth for 3 consecutive years.

Nov 1999 – Aug 2005 · 5 yrs 9 mos · Greater Seattle Area

• Led sales team of 11 representatives, responsible for strategic business planning, customer acquisition & retention, team development, and account management. Achieved 30% year over year growth in net customer growth, while increasing average revenue per user by over $4.