Aug 2024 – Nov 2025 · 1 yr 3 mos · Remote

Feb 2023 – Jul 2024 · 1 yr 5 mos · United States · Remote

• Led Ideal Customer Profile, Total/Share Addressable Market (TAM/SAM) analyses for GTM strategic planning
• Developed revenue operating model for Annual Planning process encompassing top of funnel, sales funnel, and renewals
• Designed sales territories, compensation plans, and role/responsibility matrices
• Developed data architecture leveraging ETL (Fivetran), Google BigQuery (data warehouse), and Google Looker Studio (BI layer) to build out the GTM Dashboard (deal velocity, deal hygiene, pipeline management, forecasting) and the Executive Dashboard (revenue, gross margin, unit economics such as customer acquisition cost, payback period, etc.)
• Support GTM operating cadences including forecasting, QBRs, executive updates, board meetings, win/loss reviews
• Support all sales roles (AMs, AEs, presales) and customer success roles (CSMs, Support)
• Revamped the proposal and contracting process

Apr 2022 – Feb 2023 · 10 mos · United States

Jul 2021 – Apr 2022 · 9 mos · Santa Monica, California, United States

• Changing the way the world does business.

Aug 2020 – Present · 5 yrs 8 mos · Los Angeles, California, United States

• Full cycle 𝗳𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝗮𝗹 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀 services focused on 𝘴𝘵𝘳𝘢𝘵𝘦𝘨𝘺 and 𝘦𝘹𝘦𝘤𝘶𝘵𝘪𝘰𝘯. Full list of previous projects.
• 𝗚𝗧𝗠 𝗧𝗲𝗰𝗵 𝗘𝘅𝗽𝗲𝗿𝘁𝗶𝘀𝗲: Experts in Salesforce, Hubspot, Clay, no-code automation implementations
• 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀 𝗰𝗼𝘂𝗿𝘀𝗲𝘀 for RevOps professionals and teams at www.revopsimpact.com
• 𝗥𝗲𝘃𝗢𝗽𝘀 𝗜𝗺𝗽𝗮𝗰𝘁 𝗡𝗲𝘄𝘀𝗹𝗲𝘁𝘁𝗲𝗿 focused on Revenue Operations and Revenue Leadership topics. We're open to sponsorship conversations at https://app.limelighthq.com/p/revopsimpact
• Over 100 episodes of 𝗧𝗵𝗲 𝗥𝗲𝘃𝗢𝗽𝘀 𝗥𝗲𝘃𝗶𝗲𝘄 𝗽𝗼𝗱𝗰𝗮𝘀𝘁 in partnership with Cognism
• 𝗙𝘂𝗹𝗹 𝗖𝘆𝗰𝗹𝗲 𝗙𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝗮𝗹 𝗩𝗣 𝗦𝗲𝗿𝘃𝗶𝗰𝗲𝘀
• Annual planning including business strategy, capacity planning, bookings and revenue modeling, demand generation planning, renewal management, territory design, organizational design
• Process design and change management
• RevOps roadmap development
• Coaching services for your existing RevOps team
• AI workflow design and implementation
• Assist in candidate evaluation and placement services
• GTM technical architecture and administration
• 𝗣𝗿𝗲𝗳𝗲𝗿𝗿𝗲𝗱 𝘄𝗮𝘆𝘀 𝘁𝗼 𝘄𝗼𝗿𝗸 𝘄𝗶𝘁𝗵 𝘂𝘀:
• Monthly retainers
• Project based

Apr 2020 – Jul 2021 · 1 yr 3 mos · Los Angeles, California, United States

• Built and developed a team composed of Marketing Operations, Business Systems, Customer Success Operations, and Revenue Enablement
• Successful implementation of several core technologies including RingLead, LeanData, 6Sense, Chili Piper, Scratchpad, Zuora, Census, Fivetran
• Developed a sustainable Product Led Growth data pipeline with a combination of Census, Fivetran, Google Cloud, Postgres and Salesforce
• Led and managed the bottoms up operating model starting at the top of funnel to customer acquisition
• Lead and manage revenue processes, systems, enablement and reporting across all GTM teams (Sales, Marketing, CS)
• Key member of several core work streams including compensation, headcount planning, ICP/Persona targeting, territory design
• Supporting the three Cs: Coverage, Capacity, Capability
• Sales and Marketing strategy and analysis: paid channels, sales development, inbound vs outbound mix, capacity planning, deal velocity, and analytics
• Systems: Pardot, Salesforce, SalesLoft, ZoomInfo, Sales Navigator, Chili Piper, Zuora, LeanData, CaptivateIQ, 6Sense, Looker, Troops, Google Data Studio, Totango, Census, PostgresSQL, BigQuery, RingLead

Jun 2019 – Apr 2020 · 10 mos · Los Angeles Metropolitan Area

• A NEXT generation logistics provider focused on mitigating risk for freight shippers and a source of steady income for over-the-road and drayage carriers. As Sales Operations leader I am keenly interested in scaling the business and solving business and technical problems. Continuous improvement and change motivates me.
• Lead a team of four covering core sales functions including Sales Strategy and Operations, Sales Development, Account Management and Customer Onboarding
• Sales strategy and analysis: recent projects include account segmentation, territory design, volume-margin pricing matrix, redesign of quoting process, margin mix analysis
• Manage pipeline, forecast, and variance analysis for both the Carrier and Shipper sales organizations.
• Built out Salesforce architecture for both Shipper and Carrier sides of the NEXT marketplace. Salesforce was deployed but not configured and user adoption was low. Six months later, Salesforce now manages both sides of our marketplace funnel (buy side - shippers, sell side - carriers).
• Salesforce's impact on the business: shipper customer onboarding reduced from 42 days on average down to 6 days; Carrier onboarding shrunk from 160 days to under 8 days.
• Leads the Account Management team focused on the core functions of growing existing accounts, forecasting account spend on weekly basis, monthly business reviews, and stewards of customer profitability.
• Designed and administer sales compensation plans
• Tech stack:
• Systems: Salesforce, Groove, TalkDesk, AdobeSign, Nintex, DiscoverOrg, LinkedIn Sales Navigator, Marketo
• Languages, Python (Pandas, Matplotlib, Bokeh (D3js-like charts), Numpy, Seaborn, Simple Salesforce, Google Maps, LinkedIn)

Jan 2019 – May 2019 · 4 mos · Santa Monica, California

Apr 2016 – Jan 2019 · 2 yrs 9 mos · Los Angeles Metropolitan Area

• Led and developed the Sales Operations function from $13M in revenue and 150 HC to over $50M and 450 HC.
• Owned forecasts and defined KPIs for sales, sales development and executive leadership during a time when win rates improved from 8% to 10%, time-to-close reduced from 300 to 240 days, and ACVs increased from $250K to $325K.
• Strategic and operational recommendations focused on generating sales opportunities, managing new logo and upsell pipelines, and working the renewal / install base.
• Modernized the state of systems from a loosely federated collection of spreadsheets and ad hoc tools to a cohesive sales tech stack including Xactly, Loopio, YesWare, ZoomInfo, and customizing SFDC when needed.
• Owned annual planning: inbound vs outbound mix, deal size mix, and territory coverage.
• Leads sales compensation planning, design, quota modeling and executing commission cycles.
• Worked closely with marketing to define lead-to-opportunity process and lead reporting for sales leadership.
• Systems / tools (What I use):
• Languages, Python (Pandas, Matplotlib, Bokeh (D3js-like charts), Numpy, Seaborn, Simple Salesforce, Google Maps, LinkedIn)
• APIs: Intrinio (financial and firmographic data), LinkedIn (prospecting), Twitter (prospecting)
• Querying: SQL, SQLite, Google BigQuery
• Systems: Salesforce, Marketo, YesWare (Email Tracking), LinkedIn Sales Navigator, ZoomInfo, (Prospecting/Research/Outreach), Xactly Xpress, LeanData

Jan 2015 – Apr 2016 · 1 yr 3 mos · San Francisco Bay Area

• Defined company wide SaaS metrics, proposed business case to leadership team and C-suite, and designed / developed internal end-to-end Monthly Recurring Revenue (MRR) datamart. This system converts subscription data from Netsuite (ERP) with static state data from Meltwater's proprietary CRM, ETL (MRR business logic and calculations written by Jeff) to a big data layer (BigQuery) and finally channeled into a BI visualization tool (Tableau). The final report highlights growth in Meltwater's subscription business (new business, customer churn, upgrades, downgrades, and cross sales).
• Manages Monthly Management Reports for the Board, C-suite, and internal leadership. This report contains all core metrics including top line growth, cash position, MRR / subscription momentum, sales productivity stats, actual performance versus targets, headcount, and unit economics.
• Built sales compensation plans for all acquisition and renewal sale teams across all teams globally.
• Subject matter expert in SaaS based sales metrics such as Monthly Recurring Revenue (MRR), churn (for bookings, compensation portfolios, revenue, and customer/account levels), cohort analyses
• Owner and expert in FP&A automation efforts, systems functional architecture, and development of data platforms for organization to leverages
• KPIs: MRR, customer churn, renewal rates, ARPU, customer segmentation, cohort analyses
• Systems: NetSuite, CRM (proprietary), Pentaho ETL, Google BigQuery, MySQL, SQL, Python, Tableau, Apps Script, Javascript, and VBA automation

Oct 2012 – Oct 2014 · 2 yrs · United States

• Building a better Enterprise suite of products/services for the world (I happen to work in Finance but this is a team effort!)
• Going beyond "support" and continually "influencing" the Google Enterprise business to executive better decisions through high data quality, analysis, insights, and clear recommendations
• Lead annual planning for Enterprise sales channel across all customer segments, regions, and products in relation to revenue, bookings, opex, and headcount
• Sales productivity analyses and recommendations (i.e. reseller network versus direct rep effectiveness, offline vs. online transactions, channel incentive programs, product specific productivity)
• Challenge current thinking around Google Enterprise's reseller network in order to build a best in class Channel ecosystem (via channel analysis and effectiveness analysis)
• EMEA deal review, modeling, approvals, and presentations for weekly executive reviews
• Lead automation and hackathon efforts within Google Product Finance: organizing and running technical training on BI tools and AppsScript for Emerging Product Finance (non-Ads)
• Automate transaction/process oriented work to free up time to devote to providing business partner decision support
• Finance project lead in tools/systems/process related to subscription revenue segmentation (new vs renewal), quota/commissions flow, and sales management reporting
• Systems: Oracle (ERP), Salesforce (CRM), Hyperion Essbase, Contract Management (legal redlining, proprietary system), Google BigQuery, internal querying tools (Tenzing, Dremel), MySQL, SQL, Tableau, Apps Script, Javascript, and VBA automation

Aug 2011 – Sep 2012 · 1 yr 1 mo · Santa Clara, CA

• Develop and manage Portfolio Management vision for Intel Architecture Group R&D investments, including NPV metrics and approval/rejection guidelines.
• Develop portfolio management frameworks to more effectively manage the IAG portfolio throughout each stage of investment.
• Manage and support the project approval/rejection process in accordance with the portfolio management vision.
• Lead the process to ensure consistent NPV standards and tools across the finance organization's training and routine communications.
• Lead revenue, cost, and gross margin consolidator for IAG, Intel super group consisting of PC Client Group, Data Center Group, and Mobile Communications Group (phones, tablets, WiFi).
• Career Development Lead for New Hire Board. Responsible for hosting and coordinating the Executive Speaker Series and leadership discussions for new hires across all functions (Finance, Marketing, Engineering).

May 2010 – Aug 2010 · 3 mos

• Developed valuation model for potential acquisition using discounted cash flow analysis, comparable companies method, and precedent transactions method.
• Built out business case for potential M&A target by partnering with marketing, operations, and engineering counterparts within Intel's Digital Home Group to identify adjacent (digital media and consumer electronic) market segments and attractive targets, further enhancing Intel's existing product ecosystem.
• In-depth research of the digital media, end-to-end consumer electronic, and convergent media technology sectors.
• Recommended target acquisitions along the dimensions of strategic fit, product fit, financial fit, and involved risks.
• Skills: Valuation, discounted cash flow analysis (DCF), comparable companies method, precedent transaction method, digital content/guide industry research, NPV, IRR

Sep 2004 – May 2009 · 4 yrs 8 mos

• Management consultant for Media & Entertainment and Telecommunications clients.