iHub Innovation Hub of Utah

Mentoring pre-seed startup founders on capital raising, go-to-market, validating product-market fit, and other early stage matters.

Mentor

Wayland Ventures

Wayland Ventures is my vehicle for helping clients with growth strategies encompassing M&A, partnerships, general sales and marketing, and maximizing existing business.

- M&A: Sourced, structured, and integrated over $140,000,000 of M&A transactions & investments.

- Pipeline Improvement: Increased sales pipeline by $85,000,000 a year by identifying opportunities and driving change initiatives to ensure a seamless prospect experience.

- GTM Strategy: Spearheaded a market penetration initiative for a Series A company, resulting in the generation of over $14,000,000 in qualified sales pipeline in 2 months and over $6,000,000 in gross sales within 12 months of starting the program.

- Partnerships: Drove over $4,000,000 in annual sales for clients by identifying and developing 7 partnerships on their behalf.

- Strategy Development: Designed a repeatable process to help clients identify and prioritize growth opportunities by understanding their industry landscape, dynamics, and trends.

- Content Marketing Strategy: Increased a client’s web conversions by designing and implementing a cohesive content strategy.

- Sales Process Design: Implemented over 30 automations and validations across multiple objects and 7 systems including Salesforce to drive sales process adherence across MEDDPICC, pipeline attribution, customer segmentation, marketing campaigns, and more.

- Customer Onboarding Improvements: Drove a 52% reduction in churn during onboarding by improving processes and accountability during the onboarding cycle.

Consultant

RevOps Co-op

Member

Fexa

Fexa is a PE-backed SaaS CMMS provider.

While leading revenue operations at Fexa, I worked cross-functionally and closely with our private equity backers to ensure alignment of strategy, people, process, policy, tech, and data. Key outcomes and activities included:

- Cross-functional Alignment: Identified, developed, and executed 13 sales, marketing, and customer success programs to accomplish business objectives.

- Revenue Forecasting: Improved forecasting accuracy to 90%+ by monitoring data accuracy and integrity, and analyzing historical performance, sales pipeline, and market trends.

- Annual Planning: Owned planning process to define quota-setting, compensation plans, territories, capacity models, and more.

- Data Analytics: Created and managed over 100 reports across 7 dashboards in Salesforce, Google Sheets, and other systems for executives and management from marketing, sales, customer success, and general management functions.

Director of Revenue Operations

Rev Ops Manager

Rev Ops Consultant

Wayland Partners

Wayland Partners helped companies of all shapes and sizes to refine their growth strategies and get a clear path toward their goals. Some of our work is that we:

- Product and GTM Roadmap Creation: Helped a Series B client 3x revenue in 2 years by refining their product roadmap and brand through extensive customer and user research.

- Implementation Process Improvements: Drove 23% improvements in logo retention for a PropTech SaaS customer by improving their customer implementation and onboarding process, decreasing the customer's perceived effort and accelerating time to value.

- Monetization Strategy Overhaul: Advised on transitioning to a tiered bundling & pricing model (“good, better, best”), simplifying the buying process and accelerating sales.

- Improved performance visibility for a high-growth real estate brokerage by helping select, procure, and implement a new CRM.

Co-founder & Consultant

Lendio

Lendio is a marketplace for small business loans, matching borrowers with multiple lenders through a single application.

- OKR Cadence: Ran quarterly & annual OKR planning for multiple business units & functions.

- New Product Launch: Implemented a strategic shift to boost sales of a low-volume product that became a 2022 business focus.

- Sales Escalation Procedures: Boosted sales efficiency and enhanced conversion rates by establishing an internal ticketing service to promptly address deal-related issues.

- Conversion Rate Optimization: Increased conversion rates by 3x with improved SDR-to-AE handoff process, which tripled monthly sales within two months period, directly correlating to the enhanced conversion rate.

- Process Improvements: Collaborated with cross-functional leadership to redefine handoff processes, including the establishment of Service Level Agreements (SLAs), communication protocols, and technology automations.

- Training and Development: Led the training of Business Development Representatives (BDRs) and Account Executives (AEs) on multiple new procedures, significantly improving adoption and sales effectiveness.

- Documentation and Compliance: Instituted a robust reporting system for SLA compliance and documented the revamped sales process to ensure sustainability and replicability of process improvements.

- Increase Activity Volume: Increased outbound lead volume by 20% through a program to revamp and execute outside SDR training improving quantity and quality of outbound activity.

Sales Operations

incapsulate

Incapsulate provides general tech services as well as purpose-built software for government agencies to improve their operations and management.

- Portfolio Management: Managed a porfolio of at least 6 projects at a time with budgets totaling over $70,000,000.

- I was brought into several projects to address schedule and budget overruns. My approach revolved around realigning internal and client resources to achieve the desired outcomes and rallying the project teams around the wins and blockers.

- I managed government projects with approximately 8-figure budgets for Salesforce Service Cloud, Sales Cloud, Marketing Cloud, and CMS implementation and enhancements.

Carta

At Carta, I focused primarily on customer onboarding as the key point in the customer lifecycle.

- Time To Value Improvements: Brought 80% of implementations within TTV compliance by improving tools and processes around implementation, including the handoff to the project manager, automated follow up, escalation procedures, and general project management principles. Improved average TTV by 13%.

- Increased Implementation Quality: Increased number of implementations meeting quality standards by 31% with improvements to QA & QC practices.

- Customer Reference Program: Increased customer references by over 10% with deliberate adjustments to process, policy, technology, and data collection efforts.

- Improved Customer Satisfaction: Increased already industry-leading CSAT scores by 10% from 4.2 to 4.6 with improvements to internal procedures.

- Capacity Planning: Drove capacity planning with sales & finance leadership to model demand, FTE contributions, and set hiring targets.

Delivery Operations

XANT.AI

At InsideSales.com (now Xant) I was responsible for analyzing the customer journey and generating insights to increase ARR with renewals & upsells, as well as consulting customers.

- BDR Processes & Reporting: Helped a major hospitality company improve their BDR process by understanding where their baselines were for activity, conversion, and territory management practices.

- Voice of the Customer: Provided voice of the customer insights to help InsideSales understand different customer segments' needs.

Business Analyst

University Growth Fund

UGF is a growth-stage venture fund. My responsibilities included investing and consulting activities, including:

- Investment Due Diligence: Analyzed over 30 companies for potential investment, leading to 10 equity investments in growth-stage private companies

- Market Analysis: Led the market analysis of due diligence on an education technology company, leading to participation in $20M round

- Industry Analysis: Created industry reports on the urban farming industry, construction technology, AI, financial services, and others.

- New Market Penetration: Built the go-to-market strategy & plan for a company to enter a new market segment, including interviewing existing and prospective customers in the new market, defining account-level ICP, buying committees, budget cycles, call scripts and more.

- GTM Strategy Redesign & Realignment: Designed a go-to-market & product strategy for an EdTech company that needed to realign existing resources against their stalled growth, leading to the GTM engine that drove their exit.

- Financial Modeling: Built financial and operating models for partners in search funds to identify & vet acquisition targets.

- Investment Committe Presentations: Led investment committee calls.

- LP Reporting & Managements: Provided reports to LPs on various investments' performance.

Venture Capital Associate

Venture Capital Intern

I maximize company potential by identifying opportunities, aligning resources, and mitigating risks. My focus areas include product-market fit, GTM strategy, and customer journey for improved conversion rates and retention. 

With 8 years in revenue operations & program management, I’ve managed forecasting, reporting, compensation planning, deal desk, territory planning, and CRM implementation. I align sales, marketing, and customer success teams, delivering results and empowering my team.

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