Jan 2021 – Sep 2021 · 8 mos

• Manage sales engagements and C-level relationships with enterprise and corporate clients requiring real-time analytics solutions. Expand business in managed accounts by fostering deep relationships, finding new departments that could benefit from the existing solution, and increasing the company's usage and consumption of the our products. Also spent time developing new greenfield accounts.
• ⦁ Exceeded first two quarters’ sales goals for licenses (122%) and services (114%), with contract values greater than $782K.
• ⦁ Collaborated with stakeholders across the enterprise to navigate complex product specification and purchasing processes.
• ⦁ Spearhead initiatives to integrate with the Google Cloud team, provider partnerships, and the channel, identifying and closing incremental sales opportunities.
• ⦁ Collaborate effectively with leading analytics data warehouse providers, including Snowflake, BigQuery and Redshift, ETL vendors like FiveTran, Stitch and Matillion, and implementation partners such as SADA, Bytecode and 4Mile.
• ⦁ Created sales collateral, new use cases, targeted account reviews and other sales enablement tools. Mentored other team members in the use of these to grow the entire team’s revenues.

Jan 2020 – Dec 2020 · 11 mos

• Opened the sales office in Boulder, CO. Migrated to the Google sales team after assisting with the acquisition of Looker by Google. Identified and developed new relationships with mid-market accounts, resulting in annual contracts exceeding $2.2M.
• ⦁ Surpassed revenue targets for licenses by 165% and services by 594%.
• ⦁ Ranked first among all Account Executives across several categories. Exceeded KPIs in categories including total orders, total contract value, average selling price, contract terms, and new logo development.
• ⦁ Facilitated the integration of the Looker sales team into the Google sales organization, laying the foundation for how to utilize new sales processes to transition customers and develop sales pipelines.

Jul 2018 – Sep 2021 · 3 yrs 2 mos · Denver Metropolitan Area

• Managed key accounts in the small and medium business segment. Led the efforts to onboard new sales development team members, helping them embrace the organization’s culture and sales methodologies.
• Metrics from 2019, pre-Google acqusition:
• ⦁ Overperformed in every sales metric, exceeding targets for new licenses (120%) and services (124%) quotas, with ACV totaling $949,688 by the second year, 86% of which was from new business.
• ⦁ Analyzed the sales process and automated prospecting methodologies, reducing the time required to develop new customers.
• ⦁ Implemented sales training and development processes focused on sales discovery and value-based selling to increase the skills of the sales organization.
• ⦁ #1 in overall bookings ACV, TCV and New Business ACV in 2019 for SMB
• ⦁ #2 close rate for new business in 2019 for SMB
• ⦁ 86% of ACV closed in 2019 was new business across 16 new logos (2nd highest among SMB+MM)
• ⦁ Above-average ASP among SMB
• ⦁ Most "AE-sourced" outbound opportunities among SMB+MM

Mar 2015 – Jan 2018 · 2 yrs 10 mos · Greater Philadelphia Area

• Founded, conceptualized, and ran Curadora, a hotel booking startup within CID that grossed $6.3M in its first two years. Curadora is an online booking platform that curates extraordinary event experiences for fans in a simple, easy-to-use interface. It eases the event planning and booking experience for the most passionate fan bases. The company empowers events of all types and sizes to monetize travel their fans already plan to make with a risk-free revenue stream. Based in Philadelphia, PA and powered by live event specialists. PrimeSport and NFL On Location eventually acquired the company. You can find out more at http://www.curadora.com.
• My role was defining the organization’s vision, developing revenues, and creating product management and agile go-to-market strategies. I led all sales operations, including business development, account management, and hotel department operations for touring, festivals, special events and digital business lines. I also held a quota-based sales role. Specific contributions included:
• ⦁ Led a team of three Business Development Reps, generating a pipeline that exceeded $11M in closed contribution margin.
• ⦁ Built and directed a team of 14 direct reports consisting of a product manager, customer service reps, designer, engineers, sales, and a lodging operations team.
• ⦁ Acted as the Program Coordinator, leading activities including ideation, budgeting, forecasting, activation, production and settlement.

Aug 2014 – Mar 2015 · 7 mos · Reston, VA

• Developed a steady pipeline of new business, managing the conversion of leads through the sales funnel to contract execution. Contributed to the AOP process and ensured the timely renewal of subscription-based business. Maximized the value of existing data streams by developing and selling innovative solutions. Identified client needs and proposed ad-hoc project work to meet those needs. Continued to manage the delivery of all project work. Led analysts by example, contributing subject-matter expertise to each report. Specifics for this role were:
• ⦁ Managed the sales development cycle from discovery and drafting proposals to negotiating MSAs and six-figure SOWs.
• ⦁ Clients included blue-chip financial services enterprises such as Visa, MasterCard, American Express, Experian, Bank of America, and Citibank,
• ⦁ Consistently exceeded sales objectives and led the team in generating incremental revenues.
• ⦁ Created four new offerings based on customer requests, generating over $450K of new revenues.

Jul 2011 – Aug 2014 · 3 yrs 1 mo · Reston, VA

• Quota-based sales role.
• Created quarterly benchmark studies using online browsing behavior, transaction records and survey responses. Presented findings to C-suite and executive management at blue-chip global financial institutions. Clients included Visa, MasterCard, American Express, Bank of America and Experian.
• Regional expertise in the United States, Canada, Asia Pacific and Latin America.
• Elevated the caliber of reporting for the payments team. Pioneered analyses that help advertisers optimize their digital ad spend in-flight with proven ROI of 2-5X. Encouraged a culture of sharing intel within teams and across company verticals.
• Served as "product owner" for the payments team. Worked with the engineering team to prioritize improvements to the core data stream. Increased data capture to new verticals and new regions. Client retention rose, and ad-hoc project sales increased as a result.
• Managed all new analysts on the payments team. Trained entry-level employees in statistics, data analysis, account management and presentation skills.