When I came onboard at HR Acuity the MM and SDR team was failing. Not one rep had hit quota for the year and the SDR team had no successful process in place. There were only 2 of the 8 AEs with more than one deal sold over the entire year. EOY total less than $1M sold.
I immediately assessed skills, pipeline, willingness to be coached, learning styles of each rep and developed a plan for success. We rolled out Gong for coaching and certified each sales team member in SPICED discovery process as well as demoing the product.
Team missed the first Q in 2023 at 68% but following over achieved each quarter ending over the $3.2M quota for the year. This was achieved by targeting coaching, increasing ARR, decreasing discounting, shortening the time to close and adding real deals by the SDR team as well as the AE being responsible for 30% of pipeline development. We also developed a "one team one dream" mentality celebrating wins and understanding losses as a team.

Hired to develop a sales process as well as new SDR function to drive sales in a team that was flat YOY. Key deliverables...
• Revamped and rolled out new commission structure
• Developed and rolled out SDR process adding 10X coverage to the pipeline
• Coached and developed new SDR team
• Provided weekly coaching to sales leaders arounding ○ Coaching sales team ○ Process development ○ Communication skills ○ Pricing

I was brought in to develop a sales process and build out the GTM strategy
Key numbers....
Increased velocity 783%
• Upped ACV by 79%
• Expanded ADV in pipeline by 59%
• Worked directly with marketing on process and strategy to fill top of funnel by 50% quarter over quarter
• Improved sales team close rate from 3% to 15% in two quarters with training and new processes including new qualifying standards

I was the first and founding hire in the Americas for Peakon. Overseeing all sales and the Americas office, I hired and onboarded SDRs, SMB, MM and Enterprise sales team members. I also developed the sales process for this team as the sale was significantly different in the Americas as compared to the UK/EU which is where the majority of the Peakon customers were HQ'd. (eventually hired MM and SDR managers) All of this hiring and onboarding was done within 6 months.
Without a Head of CS I hired and built out the CS process until we were able to find a CS manager.
At one point over 20 UK Peakon team members reported into me while we also managed to 10X the sales from year 1 into year 2. This success eventually led to the successful sale of Peakon to Workday for $700m+

I was initially brought into Culture Amp to assess if we could play in the enterprise space. I spent the first 5 months doing market research, understanding the competition and developing a play book for the enterprise offering that was still in development. Along the way I delivered on $700k+ new enterprise deals all while testing our enterprise sales process, marketing and positioning.

After determining that we could indeed play in the enterprise space I hired and managed a global enterprise team working with such customers as Ikea, Vanguard and Apple.

Our enterprise growth led another round of funding and ultimately led to unicorn status.

Came to PG as part of an acquisition and I managed or co-managed 80 sales team members on sales goals pertaining to employee and physician sales. We exceeded goal by 133% via proper coaching geared at solving the pain of disengagement and burnout in the hospital setting.

I developed a speciality coaching process for the enterprise sales team serving large integrated health systems, academic medical centers and Children's Hospitals. With this process we were able to increase sales value by 25%.

By expanding the value of contracts as well as shortening the sales time to close we were able to over perform YOY leading to a successful IPO (PG has since gone back to private)

Solely responsible for closing ational new business sales for healthcare employee and physician Saas engagement products large enterprise account focus
• Consistently met and exceeded sales goal up to $1.5M and grew market share 22% leading to successful acquisition by Press Ganey
• Grew company from $7M to $14M via new business and customer retention
• Responsible for developing and maintaining new client relationships- 70% win rate
• Pricing and negotiations of all new sales contracts ACV $75k
• Onsite presentations to CEO, CNO, VPHR, VPOD, CMO - travel 50%
• Managed and developed targeted sales approach for inside sales team
• Created plans to transition new clients from sales to account team based on client fit, timeline, strategic plans and initiatives
• Responsible for maintaining pipeline and sales reporting to SVP of Product Management and CEO
• Maintained, grew new sales pipeline and partnered with internal associates to generate additional cross sale opportunities