Sep 2019 – Mar 2021 · 1 yr 6 mos

• Built and launched the Named Accounts CS motion; owned success and growth strategy for the On-Demand/Gig Economy segment (≈75% of Checkr’s ARR) supporting full product suite – Checkr AI Platform + APIs, Checkr Assess, Continuous Check
• Led CSMs, managers, technical success, and project management, supporting Checkr’s largest $MM customers (gig customers who ran millions of background checks per year), driving adoption, retention, and expansion with executive stakeholders.
• Ran segment operating rhythm: hiring/coaching, org design, forecasting, risk escalation, and trend analysis; surfaced expansion and innovation opportunities to executive leadership.
• Delivered 138% of 2020 renewal + growth target. Consumption-based pricing model.
• Partnered across Product, Engineering, Marketing, Implementations, and Sales to drive adoption and customer programs (CAB, NPS, GTM launches) and scale customer advocacy.

Dec 2018 – Sep 2019 · 9 mos

• Hired and led a CSM team supporting Enterprise customers representing ~47% of annual revenue
• Implemented structured customer journey and engagement model, shifting CS from reactive support to proactive business partnership.
• Established first weekly CS forecast cadence for renewals/expansion and health visibility
• Delivered $7M in CS-sourced upsell; delivered 100% renewal rate.

Feb 2018 – Dec 2018 · 10 mos

• In this role, I partnered with and grew our largest and most strategic clients ($30M book of business). Through our partnership, I ensured they received as much value out of the Checkr offering as possible, which helped them achieve their aggressive hiring goals while balancing compliance, operational efficiencies, and the candidate experience.
• In addition to helping our Checkr customers be successful, I helped transition and evolve the CS team to own the full post-sales process, including adoption, growth (new and existing products), and renewals.
• Part of my time was spent working on internal cross-teams made up of colleagues/internal stakeholders from product, marketing, solutions, engineering, and customer success. We worked together on various product and customer initiatives tasked to drive future growth, our product roadmap, and brand awareness - I contributed in the form of a product operations manager, providing the voice of the customer and the voice of the candidate in these projects.
• Checkr is disrupting the dormant background screening industry and building a global trust and safety platform. Since graduating Y-Combinator in 2014, Checkr’s product has shifted the on-demand economy. We are well-funded by top investors like T. Rowe Price, Accel, Y-Combinator, and Google Ventures, and already host an elite roster of customers and partners.

Jan 2016 – Feb 2018 · 2 yrs 1 mo · San Francisco Bay Area

• In this role, I worked with Sales, Marketing, and Operations leaders, Sales Reps, and Account Managers to help them harness the power and data of LinkedIn to generate more revenue and build stronger relationships with their prospects and customers.
• My goal was to understand and align with their business priorities, create strategic account, adoption, growth, and renewal plans, execute tailored and scalable training, and help their teams realize social selling as a modern sales methodology.
• This was an individual contributor hybrid role (responsible for account management, revenue retention, and growth), with a focus on Enterprise companies at different stages of maturity.
• What kind of results do Sales Navigator users see?
• 35% larger deal sizes
• 5% higher win rates
• 61% of revenue influenced

Jul 2013 – Dec 2015 · 2 yrs 5 mos · San Francisco Bay Area

• When I joined LinkedIn, the Sales Solutions Team was brand new and a start-up at LinkedIn - Sales Navigator was not yet its own platform leveraged by thousands of sales teams that it is today, it was a higher level of Premium with TeamLink!
• Our Global Strategic Account Team came together as we saw a huge opportunity for large, complex global organizations to leverage their own networks and LinkedIn through Sales Navigator, and they needed our help to get there.
• I was a Growth Account Manager on our global team, tasked to help Microsoft, Oracle, Symantec, and CSC to take Social Selling Programs with LinkedIn Sales Navigator that we had landed in the US, and expand their programs on a scalable, world-wide level so their reps could reach more decision makers through LinkedIn across all lines of business.
• This was a hybrid role (responsible for account management, revenue retention, and growth), with aggressive land and expand goals.
• Most notable win was grew Microsoft from 14 Sales Navigator licenses to 2500+ in just one year, which resulted in 141% annual quota achievement.
• This was an incredible experience. I learned it takes many internal and external champions, and a big picture strategy to drive hundreds of teams and thousands of users to adopt a brand new tool and modern social selling methodology.

Jan 2012 – Jul 2013 · 1 yr 6 mos

• Founding member of the Account Management team and employee #40. By the time I left to join LinkedIn, Clearslide had grown 5x. My time at ClearSlide was a challenging, invigorating, and an incredibly valuable learning experience. I managed, grew, and developed strong customer relationships, executed on strategic account plans, identified new business opportunities, reduced churn, and secured repeat revenue through renewals and upsells across hundreds of ClearSlide's early customers. I was given the opportunity to partner closely with our Account Executives in pre and post sales customer success activities to help grow the ClearSlide footprint at some of our largest prospects and customers using a land and expand model. While I was at ClearSlide, the AM team operated without a manager. I grew and lead our team, taking us from 2 to 8 Account Managers, co-wrote the AM process playbook, held weekly 1:1s with my teammates for mentoring and territory planning purposes, and acted as a representative for the team at monthly stand up deal reviews with our executive team.

Oct 2009 – Jan 2012 · 2 yrs 3 mos · San Francisco Bay Area

• At Dynata (formerly ResearchNow), I was a Project Manager and main point of contact for Key Account clients, specifically agencies dedicated to brand and communications market research for end clients such as Microsoft, American Express, Sony, and Travelers Insurance. Working between our clients and engineering team, I coordinated and conducted multiple online data-collection market research surveys from kickoff, implementation, QA, data analysis, delivery, and close.

Sep 2007 – Oct 2009 · 2 yrs 1 mo · San Francisco Bay Area