Operant AI

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Sales Consultant

Palo Alto Networks

Prisma Cloud Sales Specialist - Enterprise West

Obviously AI

Obviously AI believes in making machine learning accessible for everyone. We provide the fastest and most accurate models that Data Scientists require on the easiest to use platform that any entry-level Analyst can understand.

During my first 9 months at Obviously AI, I am proud to say I have been able to:
- Positively impact the way my customers conduct business by creating clarity in their data
- Quadruple average deal size
- Double ARR
- Build hiring/interviewing processes and onboarding/training programs for Sales Engineers and Sales Development Reps
- Overhaul customer onboarding and training
- Design and implement an effective sales strategy
- Assist with marketing strategies and deliverables
- Stand-up SFDC and other necessary software

Head Of Sales

Spectrum Labs

Spectrum Labs was built with the sole purpose to provide a safer and friendlier connected environment for every user. Toxic online behaviors, like harassment, scamming, and illegal solicitations, do irrevocable harm to online communities. Spectrum enables social, gaming, and dating companies with global consumers recognize and respond to harmful behaviors in real-time across any language.

My role was to help streamline the sales process for future AEs, create scripts, build training materials, and further understand the voice/needs of the customer.
- Streamlined first sales call pitch narrative to better align with Enterprise level customer demands
- Standardized prospect messaging according to target role and industry
- Coached and improved Enterprise SDR conversion ratios

Enterprise Sales Consultant

SoftBank Robotics US

SoftBank Robotics is leading the way in Human-Robot Interaction (HRI), transforming the way we work with technology to redefine the future of work. We’re creating tools that grow and learn, that anticipate needs, that create more meaningful interactions and add just a little bit of magic.

Robots are the future for a reason: The work we do and the work we’ll need to get done in the future is getting more complex all the time. We need new tools to take on these tasks in new ways. Robots are the way forward. Partnering with people, robots can help us get more done, solve our most unsolvable problems, and free us to focus on the work that we’re best doing.

- Reduced sales cycle of our humanoid robots from 9 months to 3 months
- Increased average deal size from $30k to $64k
- Started a second team with Head of Growth to market new autonomous cleaning solutions in the US
- Worked as GTM, Marketing, Sales, and Product to understand US demand and craft our pitch
- Brokered enterprise deals with companies such as Hines, Facebook, Boeing, and Apple
- Trained and coach new AE’s close deals in 3 weeks from their start date
- Created training and how-to videos used to train teams in EMEA and APAC regions
- Focused on realigning the culture with a shared mission and vision
- Created systems/processes and a uniform sales pitch to understand the sales cycle for each rep
- 2019 award winner for being the example of our "Be Pragmatic" value. It's given to the individual in the company who best "makes rational decisions that are driven by fact and proven business logic."
- 85% travel minimum

Enterprise Account Executive

Dental Intel

I worked alongside the VP of Sales during the early stages at Dental Intel. My responsibility at the beginning was simply to sell as the only AE. Although I never carried the title of Director, I handled the role. I completed numbers/sales forecasting, designed the sales approach, refined the demo experience, interviewed and recruited new candidates, trained new and existing reps both in Oakland, CA and in Provo, UT. My clients regularly were large Enterprise businsses and C Suits execs. The job also required 50% travel. I am no stranger to a TSA line. 

Personal sales history percentage to goal:
FY15Q4: 30%   - $54,000 ARR
FY16Q1: 45%   - $84,000 ARR
FY16Q2: 103% - $186,000 ARR
FY16Q3: 126% - $228,000 ARR
FY16Q4: 120% - $216,000 ARR
FY17Q1: 177% - $318,600 ARR
FY17Q2: 193% - $347,000 ARR
FY17Q3: 180% - $324,000 ARR
FY17Q4: 107% - $294,000 ARR - Quota changed from 30 deals to 45 or $1.1 million ARR
FY18Q1: 110% - $300,000 ARR
FY18Q2: 105% - $288,000 ARR

Senior Account Executive

Demandforce

Demandforce wanted to take a different approach to keep customers. The sales leaders ask for a Customer Success division to be created on top of the retention selling we were doing at the time. I built the structure, playbooks, and trained each rep on the process. This enabled me to take a team of 8 members and grow it to 50 strong in 30 days. 

•	Q1- Q2 team results-2014: 1200+ clients retained, delivered 108% of goal ($3.6 mil)
•	Developed reacquisition sales strategy with team results of 350+ clients resigned from 2012-2014, delivering over $1 million in annual revenue for each year.
•	Q1 team results-2013: 250+ clients retained, delivered 125% of goal ($750k)
•	Q3- Q4 team results-2014: 1600+ clients resigned, delivered 112% of goal ($5.7 mil)
•	Q1- Q3 team results-2015: 1700+ clients resigned, delivered 115% of goal ($6.1 mil)
•	Lead Retention team and Customer Success for Demandforce supporting 40,000 clients resulting in highest TNPS scores in the last 3 years. 
•	Co-built and fully implemented a Success Surge strategy for first year Billable accounts leading to $1 million in retention revenue in 4 month period.
•	Built and developed a 40 head count Customer Success team proficient in consumer behavior, industry landscape and behavior business coaching skills.
•	Built training documents and processes for Success Team to easily access
•	Manage team of 7 direct reports
•	Assisted with the development of 50 total reps

Senior Account Executive - Team Lead

Specialized division designed with the goal to retain clients as they are looking to cancel. The role worked with accounts from all 7 of our sales verticals, and necessitated an elevated consultative approach to sales. Knowledge of industry trends and competitive landscapes were also required to remain competitive.  

- Promoted to Team Lead August 2014
- Specialized group to retain clients, and ensure their success with the product
- Hybrid role which required elevated knowledge of the product and company processes
- Developed training modules for Account Executives to understand competitors
- Trained new team members on call flow and process as they joined the team
- Streamlined processes for team to manage difficult technical issues/scenarios
- Q2FY2013 – 163% of quota ($120k quota)
- Q3FY2013 – 109% of quota ($150k quota)
- 104% for FY2014
- Q2- Q4 team results-2013: 1500+ clients signed, delivered 111% of goal ($4.5 mil)
- Q1- Q2 team results-2014: 1200+ clients signed, delivered 110% of goal ($3.6 mil)
- Q3- Q4 team results-2014: 1600+ clients signed, delivered 112% of goal ($5.7 mil)
- Q1- Q3 team results-2015: 1700+ clients signed, delivered 115% of goal ($6.1 mil)
- Developed re-acquisition sales strategy with team results of 350+ clients resigned from 2012- 2014, delivering over $1 million in annual revenue for each year.

•	Maintained high call volume with minimum of 60 calls per day
•	Top ten achiever in company demo setting contests
•	Consistently met quota of 100k per quarter selling to the salon & spa industry

Account Executive

Cbeyond

- Direct Business to Business sales. 
- Specializing in communications services and cloud servers.
- Consistently meet sales quota.
- Leadership training and skills.
- 2012 Q2 recipient of "Cbeyond Blue Heart Award" for my dedication to make others, as well as myself, better.
- 2012 Q2: 32% closing ratio. Highest in branch
- June 2012: Top branch Rep with 262% to quota
- July 2012: 175% to qouota
- August 2012: 225% to quota. Earned Team Lead Promotion

Account Executive - Senior Team Lead

Self Employed

- Designed blueprints for home rehabilitation
- Worked directly with home buyers and brokers
- Ran construction crews of 5+
- Maintained budget and cost control

Real Estate Developer/Architectural Designer

Douglas Emmett

- Assisted in compiling and maintaining rent rolls
- Assisted in the oversight of tenant improvements
- Spearheaded the bidding process for new HVAC system for the 1.2 million sq ft premises

intern

Experienced sales leader with a demonstrated history of quickly building effective teams to meet goals in the SaaS and industrial robotics industries. Excellent knowledge in coaching and mentoring underperforming AEs to reach their goals. Strong sales professional skilled in Sales, Corporate Communications, Management, Software as a Service (SaaS), forecasting, business planning, and Business Development. A passion for helping those around me to achieve their greatest potential. A specialty in understanding the unknown while communicating the best options to clients and colleagues. Brings a structured and repeatable sales process to help AEs reduce sales cycles while increasing the average deal size. A malleable person that can easily learn new industries and challenges while developing problem-solving methodologies to win. 

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