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Process- and data-driven B2B SaaS Commercial Org Leader with 15+ years of successful revenue growth, scale, fundraising, and advisory experience at VC and growth-equity backed, and publicly listed organizations.
Revenue-is-a-Team-Sport philosophy. I ensure this alignment through Purpose, People, and Process:
• My leadership partners and I must provide clarity on what 'good' looks like, our company
and team OKRs, and how each person on my team influences our business success
• I empower my team to own their function and to love what they do by helping them understand how
strategic, methodical, scientific, and data-driven sales is, so they can understand how to move the
needle for themselves and the company
• I implement framework and (p)rocesses that enables the company to speak the same language
about opportunities, allow the voice of the customer to permeate throughout the org, implement
exit/entrance criteria in our systems to understand what's working and what's not, test,
validate, and optimize, trust our conversion rates, and understand the actions, behaviors, and
processes that get us to our desired unit economics and efficiency metrics.
Growth and Scale:
* Revenue growth & scale from $0 to $44M exit ARR
* $45M to $410M post money valuation
* Fundraised $90M+, representing Sales
* Achieved best-in breed SaaS Efficiency Metrics: CAC Payback, Gross Revenue Retention, NRR, ARPA, NPS, LTV:CAC, Rule of 40, EBITDA, Cost of ARR
* Team quota over-achievement
GTM Strategies and Execution:
* Inbound, ABM/ABS, Outbound, 2-sided marketplace, indirect channel, integration partner marketplace
* Inbound high-velocity trial-to-paid, outbound & account based marketing & sales
* SMB, Mid-Market, Small Enterprise org leadership
* B2B SaaS Sales Org design, implementation & execution
* ACVs: $24k to $100k ARR+
Management:
* P&L ownership
* 3rd line management across most Commercial functions: Business Development, New Business, Expansion, Solutions Engineering, Product Marketing
* Sales Framework (MEDDIC/MEDDPICC, Challenger, JOLT, SPICED) implementation & training
Cross-functional Partnerships:
* Sales Comp Design
* Integrated Marketing & Sales strategies, partnership, & alignment
* Top Down, Full-funnel Waterfall Modeling & Forecasting, Headcount Capacity, Cohort Analysis, Expansion, Unit Economics modeling
* MSA and Order Form creation
* Designing, implementing, executing, delivering ongoing Sales Enablement & Training Programs for full bow tie funnel
* Systems design to support Sales Framework/s for various motions