BILL

Senior Director, Revenue Strategy

Velocity Global

•	Reporting to the CRO; led a team of 20 people across Sales Ops, Deal Ops, Marketing Ops, Sales Analytics, Sales Planning
•	Redesigned sales incentive plans across all quota carrying roles to align with financial plan and drive role clarity
•	Built a “commit culture” at every level of the sales team through re-aligning forecast categories with MEDDPICC and implementing a forecasting tool to commit to the CEO what will be closed this week, this month, this quarter
•	Built driver-based sales productivity model (including securing sales leader commitments) that formed the basis of the 2023 board-approved financial plan; ongoing tracking of those metrics to diagnose underperformance

VP of Revenue Operations

Twilio Inc.

- Created GTM’s first “pure strategy” consulting team to focus on priorities for GTM VPs, leveraging hypothesis-driven approach (i.e. opportunity sizing, market research, strategic options with tradeoffs, etc); recruited Managers / Sr. Managers with top MBAs and strategy consulting backgrounds to launch the team
- Created comprehensive TAM / SAM model across all major product lines, collaborating with Product and GTM to understand current gaps in addressing our full market opportunity

Director, GTM Strategy & Planning

- Managed the Revenue Analytics team within GTM Operations, responsible for revenue and bookings realization reporting to GTM leadership
• Transformed the primary GTM revenue metric from Key Account Revenue to Total Revenue, including target setting, visualizations & reporting, AE-through-Leader forecasting processes, sales compensation, and enablement

Director, Sales Strategy & Revenue Analytics

- Owned strategic planning and sales operations for Partner BU; designed compensation plans, set quotas and carved territories for partner sales teams

Director, Partner Strategy

Manager, Business Operations & Strategy

Cisco

Responsible for scoping & delivering strategy projects on behalf of Cisco's executive leadership team and BU GMs, working in collaboration with BU and functional stakeholders.

Projects included:
 • Hyperconverged infrastructure growth strategy
 • Sales & marketing enablement for cross-BU SaaS offers
 • Collaboration & communications market landscape
 • Strategic PoVs for emerging technologies in security & wireless

Manager, Corporate Strategy

Motorola Solutions

• Under the direction of the Chief Strategy Officer, formulated and modeled growth options for the company, including organic investments, acquisitions to grow market share, and building new market segments
• Supported potential acquisitions by modeling synergies and formulating strategic rationales
• Devised go-to-market strategy for the company’s shift from hardware sales to managed services, including customer segmentation and product-market fit analysis
• Uncovered hidden insights about the business using advanced analytical techniques (e.g. regression, clustering, etc.) and developed presentations for C-suite leadership and the Board of Directors, including activist investors
• Identified and modeled drivers of	growth within each BU and geography using both external macro indicators and internal business trends, revealing opportunities in value-based pricing
• Developed and rolled out “Know Your Customer” initiative, producing the company’s first 360° view of its customers (demographics, install base, purchase history, etc.) and generating $M in up-sell / cross-sell opportunities for sales teams across the US, Europe and Asia

Consultant, Corporate Strategy

Strategy&

Joined Booz & Company in 2012, acquired by PwC in 2014

• Used hypothesis-driven problem solving approach on supply chain transformation projects to optimize clients'​ COGS and SG&A expenses, delivering $M in bottom-line improvement
• Strengthened clients'​ internal operational capabilities through collaborative, cross-functional teaming
• Built presentations synthesizing our analyses and coached our clients to present to their C-suite and Board of Directors 
• Developed and socialized new tools to enable value creation, including design-to-value frameworks and should-cost models

Consultant -> Senior Consultant

Accenture

Management Consulting Development Program

The D. E. Shaw Group

Associate

A synthesis of my work experience:
- 2 years at startups leading RevOps teams of 10-20 (VP level reporting to CRO) 
- 3 years on Twilio’s GTM Strategy team helping to scale the company from 100 to 700 AEs (Director level reporting to VP) 
- 3 years in the Corporate Strategy teams of Cisco and Motorola Solutions formulating and testing blue sky strategy (Manager level) 
- 4 years in management consulting focused on profit improvement for industrial / manufacturing clients
- Kellogg MBA

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