Aug 2023 – Feb 2026 · 2 yrs 6 mos · Remote

• Built an advanced Excel model to run monthly “health of the business” sales performance reviews with revenue leadership
• Built our pipeline contribution strategy and targets with the VP of Demand Gen and VP of Sales - rolled out a weekly meetings (pipeline council) to monitor progress and report out on monthly and quarterly performance
• Collaborated with CRO and Chief of Staff to create iQBR’s across 60 people in Sales and Post-Sales
• Created operational dashboards in HubSpot for revenue teams to drive the business cadence and align teams on pipeline generation and conversion
• Partnered with Marketing to re-implement 6sense and build an intent focused engagement playbook
• Program managed the creation of our SDR function with the VP Sales and SDR director - designing process, systems and metrics
• Leading a data governance and strategy program to maximize our data investments with 6sense, ZoomInfo and Clay

Sep 2022 – Jun 2023 · 9 mos · Remote

• Acquired by Gravitee July 2025
• Hired as an individual contributor to build/scale operational processes, systems and metrics for the sales-led selling motion. Promoted in December 2022 to manage 3 people (1 Marketing Ops and 2 Data Analytics) and begin building a larger Revenue Operations function.
• Impacted by RIF in June 2023.
• Established and managed KPIs for all GTM functions on a weekly, monthly and quarterly basis - reduced 105 dashboards to 20 making it more efficient to track performance metrics
• Collaborated with Data team to build an operational report card, pipeline snapshots dashboard, and prospecting dashboard to prioritize companies using our open source product or free trial based on usage
• Led firmographic analysis of existing customer base to define our ideal customer profile and create sales segments to allocate our selling resources appropriately based on deal complexity
• Purchased and implemented Clearbit as our primary data enrichment source for HubSpot which drove better awareness of who our prospects and customers were
• Purchased and implemented Salesloft as our primary sales engagement tool and integrated with HubSpot which unlocked the ability to build an automated follow-up SLA’s and feedback loop with our lead funnel
• Built an inbound and outbound engagement playbook by formalizing sales plays, which reduced 150 HubSpots sequences to 25 Salesloft cadences
• Standardized a quarterly forecasting process and cadence leveraging the HubSpot forecast tool which created more time to talk about what deals need support, instead of recapping forecasts every week
• Managed variable compensation plans and built Google Sheet calculators which reduced time to create monthly statements by 25%

Sep 2020 – Sep 2022 · 2 yrs · Remote

• Hired to lead Revenue Operations and evangelize the Mixmax product for RevOps.
• Redesigned performance metrics for company and GTM, built source of truth Salesforce dashboards and Google Sheet models to increase performance visibility
• Partnered with the Data team to sync Salesforce data via Fivetran into Snowflake to build revenue performance dashboards in Looker.
• Collaborated with the Data team to sync Stripe data via Hightouch into Salesforce to enable real-time visibility into self service and sales led ARR which enabled us to streamline processes and reporting.
• Sourced and implemented Clearbit as the primary data enrichment source in Salesforce.
• Assisted Marketing with purchase and implementation of HubSpot Marketing Hub, including the integration with Salesforce
• Replaced SalesIntel with LeadIQ and ZoomInfo to optimize outbound prospecting efforts
• Purchased and implemented BoostUp.ai to streamline weekly sales forecasting process which was previously Google Sheets and manual for the team to update - saved three hours a week across the combined team
• Partnered with the Head of Customer Success to define our customer journey, optimize existing renewal processes and build retention reporting
• Worked closely with Product and Marketing to score product signups and form completions with Madkudu and efficiently route with LeanData
• Designed 30, 60, 90 day new hire onboarding plans for sales development and account executives
• Owned variable compensation plans for SDRs and AEs - administered monthly statements

Feb 2019 – Aug 2020 · 1 yr 6 mos · San Francisco Bay Area

• Promoted to a global director - built a team that reached 6 people (Sales Operations, Marketing Operations, Deal Desk, SFDC Admin and SFDC Developer) supporting day to day GTM operations and systems.
• Owned monthly, quarterly, and annual GTM performance analysis - leveraged metrics for internal QBR's to identify where we can make improvements.
• Led the integration of the LearnCore go-to-market team into Showpad after acquisition. Worked with Execs, Finance, IT, Sales, Customer Success and Sales Enablement to streamline process, systems and reporting to open a new product revenue stream.
• Collaborated with Finance, Legal and Sales leadership to create a global Deal Desk team to streamline our quoting and approval processes. Increased ASP 20% and reduced DTC by 10% and multiyear bookings from 6% to 53%.

Mar 2016 – Feb 2019 · 2 yrs 11 mos · San Francisco Bay Area

• Hired as the first Sales Operations resource in the US. Promoted two years later and hired a SalesOps analyst to support growth.
• Designed and deployed operational dashboards for Marketing, SDR's, Sales and Customers Success
• Designed and deployed the first global geographic territory model and formal rules of engagement
• Collaborated with Marketing and 3rd party consultant to migrate from HubSpot to Marketo - which enabled more flexibility, personalization and comprehensive scoring
• Managed inbound lead routing process and follow-up, implemented LeanData to manage advanced routing and record deduplication
• Implemented Conga Composer to manage quote generation which replaced a custom coded visualforce page which created multiple hours of work troubleshooting bugs every month
• Rip and replaced SalesLoft with Outreach and added LeadIQ

Mar 2014 – Mar 2016 · 2 yrs · San Francisco Bay Area

• Taulia exited via acquisition by SAP in January 2022.
• Hired as the first dedicated Sales Operations & Enablement resource when the company had 110 employees. I reported to the Chief Sales Officer (who was later promoted to CEO) where I focused on sales forecasting and planning, sales compensation, territories, operational reporting, deal support, new hire sales onboarding and continual training, and revenue systems (Salesforce, Marketo, Yesware).
• Define KPI’s to drive actionable insights within the Sales organization
• Responsible for the distribution of weekly, monthly and quarterly sales forecasts, pipeline movement, and win/loss reasons to leadership in order to increase awareness by highlighting strengths and weaknesses
• Collaborated with CEO and Finance during investor due diligence for Taulia's Series D ($40M) and E ($46M)
• Partnered with the CEO to create a new sales process utilizing Action Selling training principles
• Selected a learning management solution (Litmos) and collaborated with the Solution Consultant team to create various courses (product overviews, sales best practices and internal tool support/usage) to administer sales training and enable AEs during their new hire ramp period.
• Streamlined Salesforce process and reporting for our Marketing lead funnel and Sales follow-up
• Constructed a foundation for the Partnerships team to actively track partner influenced and sourced pipeline within Salesforce
• Continually monitored and cleaned Salesforce data by leveraging InsideView as the primary data source
• Salesforce Administrator - drove adoption and streamlined processes for 150 users

Jul 2011 – Feb 2014 · 2 yrs 7 mos · Mountain View, CA

• Wildfire Interactive, Inc. was acquired by Google in July 2012.
• Joined Wildfire in 2011, during the social media boom, in a Business Operations & Strategy Associate role where I focused on deal support, process improvement, operational reporting and systems across the Marketing, SDR, Sales and CS functions. In one year, the business over 3x'd ARR from $15M to $50M and was acquired by Google.
• In 2012, I was promoted to Sr. Associate to help integrate Wildfire into the Google ecosystem and drive strategic and operational improvements. Once the integration was complete, our team transitioned into the gTech organization where I focused on GTM process optimization and systems.

Sep 2007 – Jun 2011 · 3 yrs 9 mos · Santa Clara, CA

• Recruited walk-on. Redshirt freshman, then utility reliever (1-4 innings) and made a handful of spot starts over the next 3 years. Ended my baseball career after needing Tommy John elbow surgery in June 2011.

Jan 2007 – Jan 2010 · 3 yrs · Napa, CA

• Part-time jobs during summer breaks: Accounting Clerk 2007 - 2008, Bellman/Valet 2008 - 2010