Pendo.io

Pendo, the most comprehensive product experience platform, allows companies to put product at the center of everything they do. We help teams integrate product intelligence into their organizations to confidently innovate at the speed of changing user needs—taking the guesswork out of delivering the best product experiences.

Pendo combines powerful software usage analytics with in-app guidance and user feedback capabilities, enabling even non-technical teams to deliver better product experiences to their customers or employees. And through our Mind the Product and customer communities, we provide education, events, and training to support product and digital leaders everywhere.

Regional Vice President - Enterprise Key & Strategic Accounts

Elastic

1st Line leadership role for 7 Account Executives responsible for Elastic's revenue growth in the East. Search. Observability. Protect. That's Elastic's Vision to help companies drive business value that accounts for increasing revenue, decreasing risk or helping ensure operational efficiency across the enterprise.

176% of Goal                                       FY22 
102.58% of Goal                                 FY21 
101.38% of Goal                                 FY20 
RVP of the Quarter Q2, Q3, & Q4     FY22 
ElastiClub Awarded                            FY21 & FY22 
160% of Goal for Multi-Year              FY22 
161% of Goal for Multi-Year               FY21
122% of Cloud Goal                            FY20

Key Customers:

ETSY, HedgeServ, CSC, GEP, LivePerson, Kustomer, Interactive Brokers, TPICAP, Tradeweb, MPG Partners, Eze Castle, Dragos, Shonfeld, Cross River, Vonage, EPIC Games, Connectwise, Red Ventures, Availity, Dragos

Regional Vice President

Optimizely

1st Line Leadership role for 8 Account Executives (6 Enterprise / 2 Strategic) for the East Coast.  Eliminate the "Digital Guesswork" in your business and make data driven decisions to accelerate your revenue, brand and customer experience. 

7 - figure new customer wins:

American Express (Q4 2018)
Cox Automotive (Q3 2018)

7- figure customer expansions:

New York Times 
Wall Street Journal / Dow Jones Media Group

Key Customers:

American Express / Cox Automotive / Capital One Financial / New York Times / WSJ / Dow Jones Media Group / Canadian Tire / New Balance / Tommy Hilfiger / Oppenheimer / Avis Budget Group / EBSCO / AMC / Barnes & Noble  / Carnival Cruise Lines 

Experiment everywhere with the leading Experimentation Platform - across every device, every channel, every customer touchpoint.

We have over 3,000 enterprise customers and 26 of the Fortune 100 that trust their business and competitive advantage to our platform. 

As a company, we've enjoyed triple digit year-over-year growth in annual revenue since launching in 2010.

Director of Enterprise Sales

Workday

1st Line Leadership role leading 5 field account executives within the Mid-Market Enterprise segment providing HR, Financials & Payroll solutions to the Professional Services Vertical leveraging the Workday Way methodology. 

Net new wins: Shutterstock, EisnerAmper & CommVault

Workday customers are at the heart of all our business decisions. Everything we do centers on the question, “How will this affect our customers?” That’s why we have the highest customer satisfaction rating (98%) of any major enterprise application vendor.

Workday is the leader in enterprise-class, software-as-a-service (SaaS) solutions for managing global businesses, combining a lower cost of ownership with an innovative approach to business applications. Founded by PeopleSoft veterans Dave Duffield and Aneel Bhusri, Workday delivers unified Human Capital Management, Payroll, and Financial Management solutions designed for today’s organizations and the way people work. Delivered in the cloud leveraging a modern technology platform, Workday offers a fresh alternative to legacy ERP. More than 600 customers, spanning mid-sized organizations to Fortune 500 businesses, have selected Workday. Visit us at www.workday.com.

Regional Sales Director

Oracle

1st Line Leadership role leading a team of 8 Field Account Executives responsible the top 350 named enterprise accounts in the Financial Services Industry for the Eastern United States, via promotion from prior role.    SaaS, Paas, IaaS as well as on prem and hybrid platform sales. 

Performance:

2014: Ranked #1 on team 146% of FY14 Quota $16,525,250 / $11,318,665 
2014: Oracle President’s Club Award Winner, Ranked #2 out of 47 Regional Managers 
2014 / 2015: Ranked #1 in forecast accuracy among peers
2015: Top 3  FY15 Quota performance
2015: Selected by leadership to TOP 1% in GTM leadership development program (Let's Lead)

Key Customers: 

Vanguard / BlackRock / NASDAQ / Sallie Mae / Fidelity / PNC / Lazard / HSBC / AMEX / MasterCard / 1st Niagara Bank / Citi / Barclay / E-Trade / Morgan Stanley / M&T Bank 

Negotiated (MCA) cloud agreements with 10 top Financial Services Companies

David leads a team focused on selling the (CX) Customer Experience platform consisting of:

Sales Cloud                                (CRM / Mobile / Territory Management / Incentive Compensation)
Marketing Cloud                         (Eloqua / Responsys / Blue Kai / Social / Compendium)  
CPQ -Big Machines -                 (Configure / Price / Quote)
eCommerce & Guided Search   (ATG & Endeca)
Master Data Management -       (Customer / Product Hub & Enterprise Data Quality)
Trade Management                    (Demantra) 
Business Intelligence                 (Siebel Sales / OBIEE)

Sr. Regional Manager CX/CRM Sales Automation- Financial Services

1st Line leader for 12 individual contributors as a National Director of Social Sales, David led a team focused on delivering enterprise Social Relationship Management solutions to both geographic and vertical specific enterprise accounts.   

Performance:

Q1 FY 2014: 169% of Quota $2,904,018 / $1,376,310  Ranked #1 Q1 FY14
Q4 FY 2013: 115% of Quota $5,179,000 / $4,530,000 	
Closed $2.36M ARR Net New business in Q4 FY13 representing 17 new logos 
Ranked #1 in forecast accuracy on team (Q2 93% / Q3 91% / Q4 100%) 
Ranked #1 in closed revenue among peers during tenure 

Implemented multiple business improvement processes, (forecasting/pipeline development/ BMANTR process), to increase sales, decrease cycle time with improved forecast accuracy by 20%+

Key Customers: 

GM, Kohl’s, P&G, Johnson & Johnson, McDonald’s, Cars.com, DSW, Husqvarna, Kroger, Rollins.

National Director of Social Sales

Involver (Acquired By Oracle September 2012)

Involver is the web’s most trusted social marketing platform supporting 500,000 brands and agencies who manage audiences of more than 1,500,000,000 fans. Involver provides marketers with everything they need to create rich experiences across the social web.

Involver is a Facebook Preferred Developer and a technology provider for Facebook's internal marketing team (having built campaigns for the Superbowl, World Cup, Stories, US Elections, and many other projects). We're helping many of the world's biggest brands expand their influence through social media. 

Performance:

Q4 FY 2012: 102% of Quota $2,295,000 / $2,250,000

VP of Sales

Adobe Systems, Incorporated

Major account manager in Adobe's Media & Entertainment vertical, responsible for driving revenue growth of Adobe's enterprise solutions (application platforms, creative tool sets & new technology solutions) into top tier media accounts. Manage high visibility, complex executive level relationships within line of business, creative, & technology departments. Areas of focus include master business agreements, enterprise license agreements, web content management / DAM solutions, business process optimization, and creative workflow solutions. Focus on broadcast television, traditional print, digital media publishing, and interactive companies. 

Performance:

2011  150% of Quota $6,525,000 / $4,350,000 
2010 131% of Quota $4,875,000 / $3,750,000 
2008 110% of Quota $6,218,467 / $5,615,315 
2007 103% of Quota $7,931,000 / $7,700,000 
2006 120% of Quota $5,073,263 / $4,227,719 
Platinum Club Award Winner 2010, 2011
Awarded Q3 Sales Rep of the Quarter 2008 
Awarded Sales Rep of the year Media & Entertainment team 2006

Key Customers:

Time Warner (CNN/HBO/Time, Inc./ TWC/Turner), Discovery Communications, Reed Elsevier, Publicis, MDC Partners, John Wiley & Sons, Advance Communications, Wenner Media, Simon & Schuster, FOX

Major Account Manager

•  Sold Adobe's LiveCycle Enterprise Suite to Media & Entertainment accounts 
•  Awarded A+ Achievement Award for Q3 2009 for North America 
•  Awarded “Unparalleled Tenacity Award” for 2009 performance 
•  Increased Y-O-Y Revenue 257%, 2008 vs. 2009

Enterprise Account Manager-Livecycle Specialist

•  Responsible for selling Creative Suite applications within a defined geographic territory
•2005 226% of Quota $2,034,000 / $900,000 
•2004 116% of Quota $1,276,000 / $1,100,000 
•  Awarded “Fast Start” award Q4 2003 
•  Nominated for “Rookie of the Year” 2004 
•  #1 in all measured productivity metrics among team

Territory Account Manager

MetroMedia Fiber Network (MFN)

•  1 of 3 (out of 65 NAM’s) to consistently sell suite of services before & after Chapter 11 period 
•  Ranked #1 among regional team, closing 8 new accounts in first year of territory 
•  Ranked #2 in sales performance on team of 6 in new territory 
•  Closed multi-year $1.1 million account utilizing managed service & IP services 
•  Closed 4 new accounts from 4 different strategic partners 
•  Initiated and developed ROI study & VITO letters to shorten sales cycle 
• Sold dark fiber, managed services, collocation, IP services suite

National Account Manager

Concur Technologies

•  Sold ASP Concur Expense 4 application-product-suite to multiple departments & decision makers
 • Consistently exceeded quarterly sales goals in new territory.
•  Ranked #1 in quota achievement among team of 8 in first year of new program 
•  Ranked #1 in new accounts with 16 new customers 
•  Closed 22 new accounts in first year of new territory 
•  Closed 6 new sales with ADP partner sales team 
•  Closed 4 new accounts from reseller program with ADP & AMEX within 45 days 
•  Increased Sales 65% Y-O-Y by developing plan with global alliance partners 
•  Closed largest deal in departments’ history $302,000 (12% of all new business for company)

Account Executive-Middle Market

Passion, Process & Discipline. 

David is a seasoned VP sales leader with extensive experience in building high-performing teams in Enterprise (12 years), Mid-Size & Commercial sectors (4 years). He has led teams of ranging from 5-14 AE's, driving sales in Open Source and SaaS-based technology. His expertise includes strategic relationship development, sales discipline, and operations, with a focus on year-over-year growth, new customer acquisition, and retention. David excels in direct and overlay sales operations, leveraging methodologies like MEDDPICC and value-based selling. Known for his attention to detail, operational excellence, and customer-first mindset, he is skilled at recruiting, mentoring, and developing top talent.

Specialties: 

Multi-Pillar Enterprise Solution Selling, Value-Based Analysis and Solution Development, Complex Negotiating, Legal & Cloud Agreements, Operational Discipline, C-Suite Relationship Building, & GTM strategy, Compensation Planning, Enablement, Customer Retention & Journey Mapping.

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