Sales Leadership Experience
- Built and revitalized national sales organizations across start-up and established enterprise environments, developing cultures rooted in performance, collaboration, and continuous improvement.
- Proven success leading high-performance, cross-functional sales teams across diverse markets and industries.
Sales Methodologies
- Skilled in Challenger, Corporate Visions, MEDDIC, Miller Heiman, StoryBrand, and SMART Selling frameworks.
Team Leadership & Structure
- Led large, matrixed teams including Area Vice Presidents, Directors, Managers, and Individual Contributors.
- Oversight of Sales Operations, Sales Enablement, Service, SMEs, Recruiters, Marketing, and AE, AM, and BDR sales roles.
- Experienced managing direct and indirect reports across multiple geographies.
Go-to-Market Strategy
- Designed and executed North America and regional GTM strategies aligned to business objectives.
- Developed sales playbooks to streamline processes and enhance performance consistency.
- Built scalable inside and field sales frameworks with KPI, MBO, and performance management systems.
- Directed territory alignment and management, driving strategic new business, expansion, and retention plans.
- Created and executed prospecting programs to generate qualified pipeline and accelerate growth.
- Negotiated and closed high-value, complex deals with strategic clients and partners.
Marketing Collaboration
- Partnered with Marketing to design and execute integrated sales and marketing strategies.
- Built GTM collateral, campaign messaging, and prospecting materials.
- Leveraged social media and digital marketing to expand brand awareness and drive engagement.
- Managed to MQL/SQL conversion metrics to align marketing effectiveness with revenue outcomes.
Change Management
- Stabilized and revitalized underperforming sales organizations through renewed energy, focus, and urgency.
- Implemented modern management and sales processes, fostering operational excellence.
- Launched rigorous performance management and accountability programs.
Pipeline Management
- Established and maintained data-driven pipeline visibility through dashboards and analytics.
- Delivered accurate forecasting and opportunity management across complex sales cycles.
- Created structured close plans and guided teams through negotiations and contracting.
Financial Management
- Owned quota development, management, and attainment for multiple teams.
- Managed budgeting, forecasting, and expense controls to ensure financial discipline.
- Negotiated contracts and terms aligned to profitability and growth objectives.
Recruitment & Retention
- Recruited, developed, and retained top sales talent across all levels.
- Provided mentorship and coaching, fostering professional growth and succession readiness.
- Implemented performance management frameworks to ensure accountability and engagement.
Sales Enablement
- Developed and deployed comprehensive training programs at national, regional, and new-hire levels.
- Delivered enablement on products, methodologies, presentation skills, negotiations, and writing.
- Launched certification programs to reinforce skill mastery and consistency.
Culture Leadership
- Fostered a winning, collaborative culture built on accountability, learning, and shared success.
- Promoted cross-functional alignment with Product, Marketing, Operations, and Customer Service.
- Enhanced regional communication, process consistency, and expectation setting.
- Strengthened client and prospect engagement, driving both local and national brand recognition.