Professional Experience
Granicus (February 2017-Present)
Director of Sales Enablement and Solution Consulting (April 2018-Present)
Build a high-performing solution consulting team from a single individual contributor to a global practice of twelve impacting 42% of annual bookings
Design and deploy onboarding programs to successfully ramp over 100 sellers across five major market roles globally. Success of onboarding resulted in reduction of seller ramp period from six months to four.
Evaluate, procure, implement and a world-class sales technology stack including but not limited to Clari, Gong, Highspot, Loopio, and Outreach. Drive adoption in excess of 90% of daily active users across sales organization
Drive adoption of proprietary Granicus Value Selling methodology, certifying sellers and sales managers in leveraging the methodology in their sales cycle
Create and curate library of sales plays by market to support effective and repeatable sales motions
Functionally integrate all revenue teams from ten acquired organizations into the methodology, process, and systems of the Granicus revenue organization
Build, implement, and drive adoption of a buying journey in our people, processes, and technology
Sales Engineer (February 2017 - March 2018)
Own design of all functional and technical aspects of a solution project during the sales phase and provides proper hand-off/sign-off of the solution through to production deployment by implementation.
Design sophisticated software deployments to meet the technical and organizational challenges articulated and uncovered during discovery.
Serve as a conduit between engineering and customers, both internally and externally, working closely with Product Management and Product Marketing.
Facilitate training and enablement across the sales organization.
Identify new opportunities for sales, partnership, and product functionality.
StayNTouch (May 2016 - February 2017)
Director of Sales and Marketing Operations (September 2016 - February 2017)
Work closely with sales to solicit qualitative feedback on leads, monitor opportunities for process improvement, and integrate client buying triggers into SEM efforts
Stimulate inbound leads by coordinating and aligning SEM campaigns with content and messaging calendars
Eliminate friction in the inbound demand generation process by implementing and iterating best practices across the marketing and sales apparatus
Coordinate with external and internal resources to synchronize messaging and ensure that analytics, automation, and operations are aligned to best support branding and marketing goals
Conduct analysis and develop optimal deployment recommendations for marketing resources based on relevant metrics
Pursue and identify resources to add value to the marketing process primarily through business intelligence
Manage relationships with external partners supporting both sales operations and demand generation
Identify and implement new strategies as necessary to support executive directives
Develop business processes that support strategic growth initiatives while creating the unit economics necessary to profitably scale with the SaaS space
Serve as Salesforce Administrator insofar as it relates to streamlining the sales process and developing scalable SOPs
sales executive, midwest and central canada
Oversaw implementation lifecycle of DocuSign and DocuSign for Salesforce, including creation of training collateral and process documentation
Complete implementation of salesforce.com to amplify sales efficiency, including standardization of dashboards, forecasting, and reporting
Full-Cycle Sales Management: Identify viable prospects within assigned territory, conduct discovery calls, schedule online demonstrations, and negotiate partnership agreements
Liaise with Digital Marketing Manager to facilitate successful marketing lifecycle management between Salesforce and Hubspot
Serve as Salesforce Administrator handling routine maintenance, territory assignments, as well as strategic build-out of organizational instance
Develop and iterate inbound lead management process in coordination with Business Development Representatives
CVent (January 2013 - May 2016)
Team lead, sales analytics | Hospitality Cloud
Identified opportunity to increase effective take rate and generate additional $2.1M in additional revenue without increasing sales; Coordinated sales and marketing adoption of aforementioned pricing structure
Recruited, trained, and managed the first dedicated Strategic Account Analyst, assigned to Cvent’s largest client (Hilton Worldwide); Through four quarters, this position drove $1.9M in incremental bookings
Developed and implemented sales execution plan for packaged and custom analytics as part of new Group Business Intelligence product vertical
Led post-acquisition analysis of new software (Elite Meetings’ SpeedRFP Widget) to determine strategic adoption across key corporate accounts
Facilitated collaboration with external design agency to create a cutting edge microsite showcasing distribution network data, positioning Cvent as a thought-leader in the hospitality industry analytics segment
Conducted product assessment and penetration analysis to drive deployment of marketing resources to drive revenue-generating initiatives
Assisted in creation of enterprise-level client performance dashboard as well as drafting all pertinent business rules, terms and conditions; the first sale of this product generated an unbudgeted $1.5M revenue windfall
Global Industry Relations Lead | Hospitality Finance
Oversaw the development and maintenance of all partnerships with hospitality ownership groups
Served as liaison between remote Customer Analytics Team and headquarters Sales Team
Overhauled structure and content for all client-facing analytics in order to increase share of wallet with new business verticals
Established viability of additional revenue streams from business intelligence
Spearhead collaboration with the Cornell Center for Hospitality Research to publish a semi-annual “Meetings Index” in conjunction with Faculty-Sponsored Independent Study programs
Coordinated inaugural collaboration with an external research partner to produce a market feasibility study
Explored collaborative synergies with unconventional industry partners, such as third-party asset managers or independent consultants.
Attained 105.7% of FY 2015 Quota and 123.2% of FY 2014 Quota while meeting or exceeding every quarterly quota
Account ManAGER | HOSPITAlity Cloud
Developed consumption reporting and analytics for new advertising placements to focus sales team on undercapitalized markets and ensure greatest returns for clients
Managed two Direct Sales Associates with a combined annual sales funnel exceeding $10.5 Million across approximately 2,100 client accounts
Implemented targeted advertising and branding campaigns in coordination with Regional Marketing Managers for each of the five major hotel chains
Exceeded 200% of quota for each of three quarters effective in role
Prepared case studies for Quarterly Earnings Calls as well as pre-IPO Investor Roadshow
Education and Certifications
Undergraduate Education
Duke University Class of 2011
Bachelor of Arts, Political Science | Markets and Management Studies Certificate | Minors in Sociology and Economics
Skills and Technical Proficiencies
Software
Hubspot | Highspot | Salesforce and Salesforce CPQ (Aloha and Lightning) | Gong | Outreach | Clari | Loopio | RFPIO | ClickUp | Trello | Jira | Confluence | Klue | Marketo | PowerBI | Tableau | Postman | Wrike
Sales and Project Methodologies
Challenger | MEDDIC/MEDDPIC | Agile
Non-Profit Experience
Organizing for America: Pennsylvania (May 2012 - January 2013)
Field Organizer
Recruited and managed a team of seventeen Organizing Fellows
Built eleven functional Neighborhood Teams through recruitment, training, and leadership of volunteers
Furthered Organizing Fellows and Neighborhood Teams in their personal and professional development as Organizers
Supported Regional Field Director by orienting regional efforts to achieve statewide goals