Cloudflare

Growth Programs, Developer Platform

• Serve as the revenue operations business partner for the Cloudflare SASE Specialist (SSP) organization.
• Responsible for organizing and managing weekly zero trust pipeline meetings, executive updates (QBRs, Monthly Leadership updates, etc.), and regional forecasts. Led key cross-functional initiatives across numerous functions that helped drive $50M+ in recurring revenue, including, but not limited to, product propensity model development, pricing and packaging promotions, sales enablement, and targeted campaigns.
• Manage quarterly and annual planning for the SASE specialist cost center. Partner with Finance and other functions to conduct ongoing analysis of the health of the business unit, manage headcount planning, and create annual product targets by pipeline source, product category, customer type, GEO, and segment.
• Spearheaded revenue operation activities during the Area 1 Acquisition. Created and implemented processes such as opportunity reconciliation across SFDC instances, business updates for leadership, sales enablement programs, pipeline and deal reviews, and provided systems support for newer team members.
• Collaborate with Sales Operations, IT, and Compensation to build deal management and crediting processes within GTM systems to support the SASE specialist team as it scaled from 13 to 50+ specialists. Defined product-level reporting and deal allocation best practices to better track, forecast, and analyze key components of the Zero Trust business.
• Utilize a vast amount of data sets to conduct ad hoc analysis across the business, identifying areas of opportunity to accelerate growth.

Strategy & Operations Lead, Zero Trust & SASE

• Managed a high-performing BDR team that generated ~$100M in pipeline, and sourced $15M in closed won business
• Oversaw and grew the UK outbound BDR team from 8 to 25
• Helped hire and scale the overall EMEA BDR team from 23 to 55+ BDRs
• Developed Go-To-Market territory and segment plans across all EMEA regions; built regional collaboration check-ins to review marketing initiatives, constructed successful campaigns relevant to the territory, and developed cross-functional collaboration best practices
• Tailored program for promotion into the Account Executive role by region through upper leadership buy-in on BDRs managing leads to closure; conducted mock customer scenarios around negotiation and pricing to prepare team members for real-life events
• Scaled out a promotion path plan for oBDRs going through both core sales positions and non-core (I.e marketing, new products, management, etc); Promoted 15+ outbound BDRs
• Took the existing onboarding program in North America and applied to EMEA regions. Worked with Sales Enablement to devise region-specific onboarding plans in each territory.

Outbound Sales Manager, EMEA

• Managed a high-performing BDR team that generated $52M in outbound pipeline, and sourced $14M+ in closed won business 
• Oversaw and grew the San Francisco oBDR team from 8 to 17
• Played a key role in the overall BDR hiring process, helping hire and grow AMER BDR team to 60+ 
• Assisted Austin sales leadership in hiring, onboarding, and enablementing the newly opened Austin oBDR team
• Built and ran onboarding programs with Sales Enablement for both the global sales co-horts and the Outbound BDR role
• Developed and organized successful salesplays and campaigns by use case and industry; Collaborated with leaders to build continued enablement sessions as BDRs progressed through career
• Assisted in defining ramping BDR expectations and brought down time-to-ramp by half 
• Scaled out a promotion path plan for oBDRs going through both core sales positions and non-core (I.e. infrastructure, marketing, new products, etc); promoted 20+ NAMER outbound BDRs
• Ran international training sessions on outbounding best practices, tooling, account mapping, identifying the right buyer, and messaging

Outbound Sales Manager, AMER

• Supported the Inbound function from Q4 ‘16; Outbound function from Q1 ‘17 - Q2 ‘18
• Overachieved pipeline and opportunity targets quarterly
• Assisted in growing the team through interviewing, coaching fellow BDRs, standardizing sales 
plays, building out objection handling through a variety of mediums
• Promoted as the first Field Outbound BDR at Cloudflare to emphasize focus on named, high-growth target accounts
• Built V1 of the field process through account mapping, identifying key personas + power 
lines, navigating internal tools, monitoring messaging metrics, and increasing the BDR team’s 
usage of the phone
• Helped develop lead flow and outbound process for pre-event, at-event, and post-event campaigns

Customer Development, BDR

Andie Roy

• Over 40 million streams across Soundcloud, Spotify, and Youtube (Two tracks +15M each)
• Produce, mix, and master electronic music
• Reached top 10 HypeM charts on numerous tracks
• Signed tracks to Universal Music Group, Scorpio Records, and Swishcraft Records

Music Producer

NBC News

• Interned for NBC Bay Area (KNTV) and Telemundo (KSTS), both news and entertainment station branches that operate under NBC HQ in New York
• Prepared excel spreadsheets of accruals, budgets by department, accounts payable invoice logs, etc. for Finance Manager, all of which were used to prepare quarterly P&L's and other required reports for NBC corporate at New York
• Worked with accounts payable manager to organize and mail outstanding bills for KNTV and KSTS and process incoming invoices through internal company database
• Conducted bill reminders on outstanding accounts receivable collections, process incoming checks, and mail them off to various lockboxes to then be labeled as paid

Financial Analyst Intern

Tregaron Capital

• Three month internship at Tregaron Capital, a private equity firm that specializes with investments in mezzanine debt and small to medium private equity buyouts, usually of companies with an EBITDA of $2 – $5 Million
• Commuted into the company office in Palo Alto once a week as well as complete assignments and tasks at home during the academic quarter, work hours total between 16 – 20 hours per week
• Daily tasks included researching competitors’ portfolios and categorizing the companies found in portfolios into NAICS codes to look for potentially successful industry trends, updating information of brokers that hold a strong relationship with Tregaron Capital in the company database, and other day to day tasks

Private Equity Intern

Santa Clara University Media Services

•	Provided technical assistance to faculty, staff, Santa Clara students, and external events affiliated with the university
•	Responsibilities included troubleshooting class room media platforms, audio and visual           equipment, and basic computer problems
•	Preformed ad hoc support for classes with media equipment
•	Received specialized training on basic electronics troubleshooting

Media Service Assistant

With 8+ years of experience in building and executing cross-functional GTM strategies, I’ve had the opportunity to collaborate with GTM, Marketing, Product, Finance, and Strategy teams on a diverse range of initiatives at Cloudflare, spanning both San Francisco and London.

Over that time, I’ve worn multiple hats—evolving from an individual contributor and sales manager for the BDR team to leading Sales Operations for our SASE product suite. More recently, I led growth initiatives across Cloudflare's Self-Serve business and now support Developer GTM efforts to drive developer and AI adoption.

Since 2016, my experience has encompassed:

-Developer and AI GTM Strategy
-Managing our Startup Program
-Growing our Workers Launchpad Program
-Product-Led Growth
-Trialing Product-Led Growth Experimentation
-Pricing and Packaging Experimentation
-Zero Trust/SASE GTM Strategy
-Scaling Customer Development Teams
-People Management and Career Progression
-Enhancing Sales and Revenue Operations Efficiency
-Managing and Improving Forecasts
-Organizational Design and Capacity Planning
-M&A integrations

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