Headspace

Senior Client Executive

Headspace is your lifelong guide to better mental health. We make mental health support accessible to everyone, no matter their background or experience. 

Through our flagship Headspace app, we provide mindfulness tools for everyday life, including meditations, sleepcasts, mindful movement and focus exercises. Our enterprise offerings combine this experience with a human-centered model of care, with coaching, therapy, psychiatry and EAP services under one roof. 

Our team of experts ranges from mental health clinicians to Emmy award-winning producers and data scientists, working together as one to help millions of people around the world be healthier and more productive.

My big-picture objectives to help the team are:

- Onboarding new clients

- Driving ongoing member adoption and engagement strategies with my clients via consulting and enablement

- Representing the voice of the client internally at Headspace to inform our sales process and our product roadmap

- Providing quarterly reporting to my clients, conveying the value Headspace provides for said client and its employees

- Managing and facilitating renewals and expansions

Client Executive

ByteChek

ByteChek shut down in November 2022.

I was brought into ByteChek as a sales Swiss army knife that could do demos and run deals as needed, but with a primary goal of building their outbound sales motion, then ADR / SDR / BDR team, from the ground up.

While at ByteChek my outbound metrics included:
- 15 Sales cadences written
- 1,000+ cold calls made
- 10,000+ emails sent
- 630+ custom videos for prospects recorded
- 150+ LinkedIN posts created (This generated over 294,000 impressions, 2,000+ profile views)
- 1,000 + new LinkedIN connections
- 35 cold outbound meetings set and 65 warm meetings set for ~100 meetings set overall (does not include those set using website's Book a Demo link)
~ $1 Million in pipeline generated

My big-picture objectives to help the team were:

- Iterating and honing ByteChek's ideal customer profile (ICP)

- Documenting and evangelizing ByteChek's defensible differentiators and market positioning relative to its competition

- Partnering with marketing to craft content that lands our GTM messaging

- Identifying, enrolling, triaging, and enabling channel partners

- Driving top-of-the-funnel lead generation for account executives and sales managers

- Investigating, triaging, and procuring our sales tech stack. In this role I used Hubspot, Slack, LinkedIN SalesNavigator, ZoomInfo, Zoom, Salesloft, Vidyard, Orum, and PandaDocs

- Generally serving as a ByteChek Evangelist on social media networks and even internally :)

Business Development Manager & Partner Manager

Duo Security

☁️  SaaS Sales Leader and Coach☁️ 
🔒 Zero Trust Believer🔒  
🤓 Pipeline Process Nerd🤓

This talented team of ~10 Sales Development Representatives ( SDR / BDR / ADR ) advanced a results-driven sales strategy from the ground up, every single day.

In my time as manager, this specific team:
- Generated over $25 million in Annual Contract Value (ACV) pipeline.
- Generated over $5 million in Closed-Won Annual Contract Value (ACV)
- Earned over 4,000 Sales-Accepted Opportunities (SAOs) by setting over 5,000 meetings.
- Enabled over 4,000 Managed Services Providers (MSPs) to sign up for Duo's MSP Partner program.
- Never missed a quarter quota

My big-picture objectives to help the team achieve were:

- Building a winning team through attracting, hiring, developing and retaining top talent

- Enabling the team to passionately pursue leads and qualify Sales Accepted Opportunities & Pipeline

- Coaching and mentoring on topics like phone skills, prospecting techniques, qualification, strategic engagement with Account Executives, and other sales topics

- Collaborating with Marketing, Inside Sales, Channel, & Sales Operations on shared goals around pipeline generation

My team covered both commercial and SLED accounts, our managed service provider (MSP) business, and covered North America, Latin America, Asia Pacific, Australia, Japan, and India.

In this role, I hired 8 people, I had 8 people get promoted from my team, and I never had a team member leave Duo.

Sales Development Manager

I helped organizations with 500-5,000 employees in New Jersey and Delaware avoid breaches and solve other security concerns.

The big picture objectives of my job were:

- Being responsible for selling Duo Security’s two-factor authentication product within a territory

- Having a consultative sales approach, and building a reputation for growing both new business and expansion revenue.

- Demonstrating all the behaviors associated with a high performance sales culture, specifically managing a pipeline, delivering results against a quota and maintaining productive client relationships.

At a more granular level, my day-to-day duties included:

- Growing sales in the Small/Medium Business space

- Becoming the resident expert on the Duo product and selling both new and existing customers on our cloud-based software

- Demonstrating and selling value to key partners within accounts

- Building a territory plan to maximize revenue and customer happiness within accounts aligned to my territory

- Close new business as well as expansion revenue

- Prospecting into cold accounts using outbound and social techniques

- Exceeding activity, pipeline and revenue goals on a quarterly basis

- Developing and maintaining a substantial pipeline of qualified opportunities, and consistently maintaining an accurate sales forecast

- Successfully negotiating win-win agreements based on value selling.

- Working collaboratively and sometimes cross functionally with our broader Cisco team (Account Manager, Cyber Security Specialists, Partner Managers etc.)

Mid-Market Account Executive

I helped organizations with 50-500 employees in Michigan, Ohio, and Pennsylvania avoid breaches and solve other security concerns.

The big picture objectives of my job were:

- Being responsible for selling Duo Security’s two-factor authentication product within a territory

- Having a consultative sales approach, and building a reputation for growing both new business and expansion revenue.

- Demonstrating all the behaviors associated with a high performance sales culture, specifically managing a pipeline, delivering results against a quota and maintaining productive client relationships.

At a more granular level, my day-to-day duties included:

- Growing sales in the Small/Medium Business space

- Becoming the resident expert on the Duo product and selling both new and existing customers on our cloud-based software

- Demonstrating and selling value to key partners within accounts

- Building a territory plan to maximize revenue and customer happiness within accounts aligned to my territory

- Close new business as well as expansion revenue

- Prospecting into cold accounts using outbound and social techniques

- Exceeding activity, pipeline and revenue goals on a quarterly basis

- Developing and maintaining a substantial pipeline of qualified opportunities, and consistently maintaining an accurate sales forecast

- Successfully negotiating win-win agreements based on value selling.

- Working collaboratively and sometimes cross functionally with our broader Cisco team (Account Manager, Cyber Security Specialists, Partner Managers etc.)

SMB Account Executive

TEKsystems

I helped TEKsystems' Digital & Creative team supply skilled design, development, functional and marketing resources for clients' interactive, creative and digital initiatives. These clients ranged from digital marketing agencies to Fortune 500 companies.

- Directly mentored a full-time recruiter as both a professional and specifically as a recruiter. This involved daily meetings, activity review, sales role play exercises, and more.

- Helped open and establish new office in Lansing, MI

- Built relationships to understand customer needs and develop plans to address them. Most of these pertained to upcoming digital or IT projects and how we could help through staffing or services.

- Resolved customer complaints quickly and effectively. I also proactively met with both TEKsystems' contract employees and clients on a monthly basis to facilitate proactive feedback and avoid unseen/unheard issues.

- Consistently was upselling and cross-selling opportunities to others on the sales team.

- Approached potential customers to establish relationships while maintaining current customer relationships in key accounts.

Account Manager - Applications & Digital

I was an Applications Recruiter for TEKsystems, the nation’s leading technology staffing and services company. I worked in the West Michigan office covering Grand Rapids, Kalamazoo, Battle Creek, Lansing, South Haven, Jackson, Holland, and Muskegon.

- Recruited for positions specifically within the applications development space including but not limited to: Programmer/Analysts, Software Developers, Coders, Quality Assurance Professionals, Web Developers, Designers, Database Administrators, and Architects.

- Responsible for all steps associated with the identification, placement, and management of contract and permanent employees in the Applications/Quality Assurance service area within many clients including but not limited to: The State of Michigan, Meijer, Hewlett Packard, Kellogg.

 - Consistently developed strong communication channels with internal and external clients by earning respect through delivery, professionalism, and customer service.

 - Identified candidates utilizing our internal database and external job search engines (Monster, Careerbuilder, Dice, etc.); cold calling; qualifying/disqualifying candidates; performing professional and technical assessments; analyzing client needs.

 - Negotiated wage rates and other terms and conditions of employment with contractors.

 - Posted available job positions on the internet; resume preparation; contractor and client lunches; office interviews, reference checks, and background investigations; building long-term relationships on a foundation of honesty and integrity.

Recruiter - Applications

Walt Disney World

The Walt Disney World® Resort features four theme parks — the Magic Kingdom® Park, Epcot®, Disney's Hollywood Studios™, and Disney's Animal Kingdom® Theme Park. More than 20 resort hotels are on-site, offering several thousand rooms of themed accommodations. The nearly 40-square-miles of the Walt Disney World® Resort also feature two water parks, Disney's Blizzard Beach Water Park and Disney's Typhoon Lagoon Water Park; the Downtown Disney® Area, a daytime and nighttime shopping and entertainment complex; two full-service spas; and recreational facilities including championship golf courses and a 200-acre sports complex.

The big-picture objectives of my internship were:

- Ensuring the transportation system was working correctly and at highest capacity

- Using radio communications to improve in-the-moment operations and troubleshoot bus timing disruptions

- Problem-solving with Walt Disney World guests about their trip or plans for the day as needed

- Act as on-site help in case of emergency

- Providing general Disney and park expertise, advice, trivia, and of course, magic

Disney College Program - Transportation Specialist

I'm a customer success professional that is passionate about helping people be kind to their mind.

Some of my core values are to always be prepared, do my best, help others, and stay open-minded.

At the bottom of my LinkedIN profile you'll find 95+ written recommendations from former customers, teammates, and managers describing their experiences with me.

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