Internet Brands

Sales Director

Thomson Reuters

Sales Director FindLaw  (acquired by Internet Brands)

C Webster Consulting LLC

Established a pioneering legal technology consultancy renowned for equipping senior leaders with actionable business intelligence and competitive insights, driving business wins, customer base expansion, and investor engagement. 

Key Achievements: 
* Expanded a dynamic client portfolio, establishing partnerships with a broad spectrum of legal vendors. 
* Garnered industry-wide acclaim for domain expertise, becoming a go-to source for legal tech insights from industry experts, consultants, and journalist.  
* Frequently featured across top-tier legal tech news outlets (law.com, law360.com).

Chief Executive Officer

Vice President & General Manager responsible for leading Enterprise Market, a team of 60+ sales professionals, marketing, and operations resources, for $50 million ethic & compliance business.  

Led business during post-merger integration to lay the foundation for organic growth and M&A, launched vertical driven approach to attracting (pre-sale) and growing customers (customer success, retention, and up-sell), conduit connecting business strategy through the organization ensuring strategy and message alignment, optimized sales enablement tools (Saleforce, InsightSquared, HubSpot) and launched CPQ Pricing Model in Salesforce, implemented GTM processes, created market competitive intelligence analysis, identified content set and product enhancements for software development lifecycle planning, directed delivery team resource planning and transition to Mavelink, and rolled out KPI reports to manage business (Domo). Responsible for reporting Segment results for Board of Directors’ quarterly updates and administering relationship with 3rd-party demand generation partner.

Value Added

⏩ Coordinated development of key business strategic initiatives and defining KPIs across organization

⏩ Reduced customer churn and accelerated revenue growth driving Gross, Net, and Logo Retention performance  

⏩ Implement coordinated GTM strategy and framework to launch new products and services across segments and markets

⏩ Developed and launched Customer Success and Client Journey model 

⏩ Optimized Renewal & Growth teams revenue performance through critical systems enablement  

⏩ Improved post-sale customer delivery model with faster end solution development on key products

Specialties: 
▬▬▬▬▬▬
» Executive Management
» Sales Leadership
» Sales Organization
» Revenue Operations 
» Strategic Planning
» Market Planning
» GTM
» Process Improvement 
» Service as a Software (SAAS)
» Platform as a Software (PAAS)
» Product Development 
» Competitive Analysis 
» Key Account Development

Vice President & Enterprise General Manager at LRN

AbleDocs (GLOBAL)

Executive leadership for AbleDocs North America market.  Led North America go-to-market strategy,  sales, pricing promotions, and market outreach.  Managed business development and third party consultants, and resellers. 

Value Added:

⏩ Expanded brand recognition and thought leadership in North America 

⏩ Established partnerships with multiple government agencies, private businesses, and higher education key accounts

⏩ Proved business case for North America business expansion

AbleDocs 

LexisNexis

Responsible for Corporate Legal Market, a team of 115 sales professionals, marketing, and operation resources, for $160 million legal research business with 5,500+ customers.  Led business through profound cultural shift, steering the sales organization away from massive losses and high staff attrition, and repositioning it for remarkable growth. Improved sales management, market strategies, operating plans/budgets, devised marketing plans, industry planning, RFP response process, and business process outsourcing. Directed the Business Development division on key acquisitions and content negotiations, forging advantageous partnerships and alliances.  Played key leadership roles in corporate acquisitions. Recruited, hired, coached, mentored, and inspired top-tier talent. Designed strategic plans for Sales, Marketing, and Content team.  Collaborated with Sales Operations on compensation and incentives programs to drive revenue growth.  Managed annual budgets, profit and loss, and departmental balance sheet.  

Value Added:
 
⏩ Stopping a multi-year decline, bringing annual revenue from -4% to 7%, and ultimately achieving double-digit new business growth.

⏩ Boosting overall profit margin 20% by optimizing operational effectiveness, offshoring activities, and cost structures. 

⏩ Turning around sales performance from -18.7% to 12.2% and improving customer NPS by 23.3+ points.

⏩ Growing sales $1.3 million by restructuring sales, marketing, and customer growth strategies.

⏩ Generating $3 million in incremental sales, increasing product penetration within key accounts.

⏩ Saving $4.2 million in revenue by shrinking cancel rates 3%, realizing historic lows in attrition.

⏩ Winning the 2015 Team Excellence Award and producing $1 million in incremental revenue with the launch of Lexis Advance Tax.

⏩ Driving $1 million in new revenue within 14-16 months of starting point-of-sale (POS) promotions.

Senior Director of Segment / Director of Segment 

Spearheading a $33 million territory serving law firms with up to 50 attorneys, I managed a high-impact sales force of 38.

Upended the status quo to drive impressive growth by targeting upper end of the market accounts for new business acquisition, maximize sales profitability, and instilling a strong work ethic with sales discipline across the sales organization. Promoted to transform the company’s California Market, which had underperformed for a decade.  Devised new business motion, client retention strategies, delivered accurate sales forecasts, created up-sell and cross-sell initiatives, and established a high-performance culture. Directed Content and Product Teams on market feedback for product enhancements. Attended trade show and networking events. Devised sales organization incentives plans with Segment Management and Sale Operations to drive sales performance.  Minimized operational expenses (OPEX) while managing the marketing budget.

AWARDS / HONORS:

► President’s Club Award, 2012, 2013, and 2014
► MVP of the Western Region, 2012
► Sales Team of the Year, 2012


Value Added:
 
⏩ Improving business penetration from 30% to 44%, adding 154 new customers. 

⏩ Achieving 133% year-over-year (YoY) growth and finishing 107% of sales quota.

⏩ Generating new annual business plans after evaluating territories, connections, opportunities, and close ratios.

⏩ Coaching sales reps to create territory plans based on both personal and professional goals. 

⏩ Motivating employees by showing how corporate success translated into personal gains.

California Field Sales Manager 

Generated $20 million across a 12-state territory while managing 13 inside sales professionals

Led the Southwest Inside Sales Region of the Law Firm Market, providing the strategic vision inspiring sales team to peak performance levels from leading by example.  Motivated team with sales metric knowledge and contests designed to drive activity and promote a fun performance culture. Defined key performance indicators (KPIs) for each sales professional to increase productivity, accelerate outbound sales, and coaching team to territory plans.

AWARDS / HONORS:

► Sales Leader MVP, 2011
► Region of the Year, 2011
► President’s Club, 2011

Value Added:
 
⏩ Growing revenue by $1.5 million, a 10%+ improvement, while increasing opportunity-to-close ratio from 4:1 to 2:1.

⏩ Reducing expense budget 32%, saving $2 million after introducing lower-cost sales model.

Inside Sales Manager, New Business 

LexisNexis Risk Solutions

I managed a sales organization of 16 sales reps across 3 regional offices while leading the $17.5 million Advance Government Solutions Team. By devising a new business plan, tiered sales model, market segmentation priorities, account retention and up-sell strategy, I spurred profound revenue growth. 

I reported to the Senior Vice President of Sales.  Targeted State and Local Government agencies nationwide (law enforcement, public safety, health and human services, and revenue recovery agencies) selling public record information and analytical content sets . While supporting software development strategies, I streamlined sales processes and financial operations. I used data-driven CRM reports, cross-functional collaboration with Sales Operations and Marketing, and excellent communication skills to inform executive decision making..

Value Added:

⏩ Boosting revenue 25%, realizing $3.5 million gain, while exceeding a $6 million earned revenue quota for government business.

⏩ Increasing contract closings by 23%, adding 522 new customers to base business.

2000 - 2012: Ascended the ranks of LexisNexis as Regional Renewal and Client Success Manager, Telephonic Account Executive, Renewal and Client Success Executive, and Senior Customer Service Representative. Leveraged superior leadership skills to ensure consistent service delivery, resolve issues, attainment of sales goals, establish strong culture, and optimal performance management.

Director, Inside Account Manager 

☛EXECUTIVE LEADERSHIP 
☛SALES & CUSTOMER SUCCESS
☛STRATEGY & CORPORATE DEVELOPMENT
☛OPERATIONS

I am a strategic sales leader deeply versed in the needs and challenges of legal professionals, applying extensive legal technology expertise to drive sales growth and market expansion.  Experienced leading inside and outside sales teams. Orchestrates revenue operations and sales forecasting with precision, leading teams to exceed multimillion-dollar revenue targets, and managing across a matrix organization.  Demonstrated success in acquiring new business and expanding existing customer accounts.  Cultivates a culture of innovation and collaboration, improving organizational excellence and customer success through strategic use of key performance insights.  Champions employee engagement programs that boost team performance and secure a competitive edge in the legal tech market.

✔Leadership
✔P&L Accountability 
✔New Market Penetration 
✔Global Expansion
✔Performance Turn-Arounds 
✔M&A 
✔Hiring & Team Building

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