Apr 2023 – Jun 2025 · 2 yrs 2 mos

• Led GTM strategy and execution across North and South America, overseeing a 700+ person team across Enterprise, Vertical, SMB, Public Sector, and Channel.
• Responsible for a $48M MRR quota, representing $576M ARR and over $1.5B in TCV
• Consistently delivered 70–72% of Zoom’s global enterprise revenue and drove over 80% of global Zoom Phone and Contact Center revenue from the Americas
• Scaled operations across 900+ employees at peak; through segmentation and performance management, optimized the org to 796
• Orchestrated platform growth across Zoom Phone, Contact Center, Workvivo, and AI Companion with integrated plays, enablement, and accountability
• Delivered GTM transformation through sales playbooks, prospecting motion redesign, and best-in-class MQL conversion
• Championed partner acceleration efforts that raised channel contribution to 40%+ region-wide
• Instituted a new sales hygiene operating rhythm to improve velocity and forecast accuracy

Jul 2020 – Apr 2023 · 2 yrs 9 mos

• Built and scaled the global sales organization for Zoom Phone and Contact Center from early GTM stage to mass adoption.
• Scaled Zoom Phone from fewer than 10,000 seats to nearly 10 million globally, becoming one of the fastest-growing UCaaS platforms in the industry
• Drove a channel-first motion, with Zoom Phone and Contact Center contributing 50%+ and 70%+ channel-sourced revenue respectively
• Built global specialist team, launched strategic vertical plays, and embedded customer-led product feedback loops
• Introduced ZP Workshops, competitive sales plays, and deal inspection processes that accelerated pipeline velocity and improved close rates
• Partnered cross-functionally with Product, Enablement, and Marketing to mature offerings and land platform deals across verticals

Aug 2019 – Jul 2020 · 11 mos

• Launched Zoom Phone go-to-market motion for Enterprise and Majors in North America.
• Built and scaled team from 5 to over 200 globally.
• Designed core pricing, positioning, and enablement strategies to support growth and market entry
• Established early success through logo acquisition, platform penetration, and AE-Specialist collaboration frameworks

Aug 2017 – Aug 2019 · 2 yrs · Richardson, Texas

• Led Video and Webex GTM strategy for Cisco’s Americas Collaboration business, partnering with product and offer teams to bring customer-aligned offers to market
• Delivered sales enablement and readiness for Cisco’s collaboration field force, with a focus on cloud transition, pricing strategy, and customer adoption
• Developed insights-based market motions to expand Cisco’s leadership in enterprise communication

Jan 2016 – Oct 2016 · 9 mos

• Owned GTM strategy and sales execution for Cisco's $500M+ Americas video collaboration portfolio
• Led post-acquisition integration of Acano, including positioning, enablement, and customer transition planning
• Created and launched Cisco’s first Partner and Customer Advisory Councils for video, establishing an annual executive summit in Oslo with product and engineering teams
• Drove early cloud transition strategies and enabled field adoption of next-gen video conferencing solutions

Dec 2014 – Dec 2015 · 1 yr

• Led global GTM strategy for Cisco’s enterprise video content business during the transition from Cisco’s Show and Share to a partner-led solution
• Ran vendor selection process and led commercial alignment with VBrick as the strategic partner, replacing Cisco’s legacy platform
• Built and launched the joint GTM with VBrick, including sales enablement, pricing strategy, and channel integration
• Maintained customer continuity while repositioning Cisco in the enterprise video space with a more scalable, partner-driven architecture

Apr 2010 – Dec 2014 · 4 yrs 8 mos

• GTM and sales lead for Cisco’s Emerging Technology Incubation Group, a startup-style unit building first-generation enterprise video and AI products
• Launched and sold a portfolio of innovations including enterprise video streaming & content management (YouTube for the Enterprise), speech-to-text analytics, content distribution, and Pulse—an early AI solution for identifying subject matter experts through enterprise content activity
• Landed lighthouse customers, developed early use cases, and scaled adoption using “Crossing the Chasm” methodology
• Built the original sales playbook and pricing strategy for these new categories, collaborating closely with Product and Engineering
• Averaged 140% attainment; Cisco Chairman’s Club honoree (FY11)

Jul 2006 – Apr 2010 · 3 yrs 9 mos

• Managed top commercial accounts across Texas and the Rocky Mountain region
• Honored as Rookie of the Year (Texas Area, FY07) and Account Manager of the Year (Rockies, FY08)
• Consistently exceeded quota and led new logo acquisition and territory development

Oct 2016 – Jul 2017 · 9 mos · Dallas-Fort Worth Metroplex

• Founded and led sales acceleration firm focused on enterprise SaaS and collaboration selling
• Trained 1000+ sellers across Cisco and its partner ecosystem in outcome-based selling
• Developed content and programs rooted in decades of front-line enterprise sales experience

Jan 2005 – Jul 2006 · 1 yr 6 mos · Salt Lake City, UT & Lake Oswego, OR

• Managed the Pacific Northwest region, leading a sales team focused on Cisco infrastructure and collaboration solutions
• Simultaneously held quota-carrying responsibility for three major enterprise accounts in Utah, including landing Cisco’s first Contact Center Enterprise deal in Utah at 1-800-Contacts and a multimillion-dollar data center win at Omniture
• Delivered top AM performance company-wide, balancing team leadership with direct strategic selling
• Played a key role in expanding CVE’s presence as a premier Cisco partner across the Mountain West and PNW regions

Jul 2004 – Jan 2005 · 6 mos · Salt Lake City, UT

• Oversaw all sales and marketing operations for an early-stage networking company with hybrid direct and distribution-led GTM
• Negotiated and secured key distribution agreements while standing up core product marketing and channel enablement assets
• Recruited and trained the initial sales force, building foundational revenue infrastructure and field operations

Oct 2002 – Jan 2004 · 1 yr 3 mos · Salt Lake City, UT

• Co-founded and scaled a Cisco-focused reseller from startup to over $5M in first-year revenue, with a strong emphasis on collaboration, services, and strategic commercial accounts
• Built and led sales, engineering, and operations teams across Utah and Oregon, hiring top talent from former employers and the regional partner ecosystem
• Successfully positioned the company for acquisition by Satel, a regional technology integrator seeking to expand into Cisco collaboration and services

Jul 2000 – Oct 2002 · 2 yrs 3 mos · Lake Oswego, OR

• Helped open and lead the Pacific Northwest office for Cisco’s earliest dedicated resale partner (“JustCisco.com”), founded by former Cisco sales and engineering leaders
• Built a successful territory from scratch, winning major enterprise accounts by differentiating through 100% Cisco specialization
• Drove strong early growth across Oregon, Washington, and Alaska through strategic account development, services bundling, and solution selling
• Played a key role in establishing Planetary as a regional leader in Cisco infrastructure and collaboration before the company encountered financial challenges
• Transitioned from Planetary to co-found Securitis, bringing over top talent and customers to continue building in the Cisco ecosystem

Jun 1999 – Jul 2000 · 1 yr 1 mo · Boulder, CO