Thoughtly

Head of Business Development

PolyAI

Vice President of Business Development

Director, Business Development

Replicant

Director of Sales Development

Replicant is a conversational AI platform that instantly solves problems over the phone, improves customer experience, and reduces cost. The platform lets you offer high-touch customer service without hiring, offshoring, or adding complex technical infrastructure to your call center.

Manager, Sales Development

Scaled Inference

Company folded

Scaled Inference, Inc. was an artificial intelligence software company, dedicated to optimizing the key performance indicators of its customers.  Our platform, Amp.ai, enables our customers to effortlessly enhance and enable their software systems and products (websites, mobile apps, servers, etc.) to continuously optimize their KPI’s with greater ease than traditional experimentation or AI platforms.  Our most popular use cases include improving user acquisition and on-boarding, increasing engagement, conversion rates, revenue, and improving retention.  We can optimize virtually any metric at any level of the funnel, from user acquisition to lifetime value.

Ready to think beyond A/B testing?

Sitetracker

Sitetracker, empowers project managers to effectively manage increasingly numerous and complex capital projects. Built by industry experts, Sitetracker is the world's first full-lifecycle project management platform, enabling innovators to plan effectively, deploy efficiently, and grow both the use and valuation of their portfolios. Market leaders in the telecommunications, utilities, smart cities, and alternative energy industries - such as Verizon, SAC Wireless, Intersection Media (an Alphabet Company), and Panasonic - rely on Sitetracker to manage over 900,000 sites and projects representing over $12 billion of capital assets in the United States and Europe.

OpenGov Inc.

I led the growing sales development team at OpenGov.  Built a strong, capable team that qualifies and creates pipeline at OpenGov. 
 
Responsible for:
-Sourcing, hiring, and training SDRs.
-Continuous learning among 6 person team.
-Call/email activity.
-5x+ pipeline coverage.
-Strategic campaign sequence creation and monthly themes for targeting.
-Continue to have 2 AEs to source pipeline for the SE region (FL, SC, GA, NC) and the Mid-Central region (OH, KY, TN, AL, MS).
-Player/Coach and mentor.

Awards:
2017 - Q2 Spirit Award 
2016 - SDR of the Year

Sales Development Lead

OpenGov transforms the way the world analyzes and allocates public money. With more than 1,300 government customers across 47 states in a rapidly expanding network, OpenGov is the market leader in performance intelligence and financial transparency for government. The OpenGov platform transforms government financial data into intuitive, interactive visualizations for both internal government users and citizens. OpenGov technology empowers administrators to make better policy decisions by measuring budget to actual expenditures, comparing data across departments and other governments and streamlining the budgeting process. Founded in 2012 with headquarters in Silicon Valley, OpenGov works with leading governments of all sizes including Minneapolis, New Haven, and Beaufort, SC. Learn more at www.opengov.com.

-Responsible for pipeline creation for the Northeast (MA, NY, CT, RI, PA, NH, VT, ME) and the Midwest (IL, MI, MN, IN, WI)

Results:
Q2 2016 - Top Performing SDR (hit and exceeded quota, extremely low ramp time)
Q3 2016 - Top Performing SDR 
Q4 2016 - Top Performing SDR

Sales Development Representative

Workboard Inc.

1st sales hire at Workboard.
Responsible for the full sales cycle for all SMB opportunities.
Identified promising incoming users, targeted messaging and outreach, gave comprehensive demos and engaged in discussions around best practices relevant to the customer's industry and position.
Monitored account activity and scored prospects based on their usage and response to ongoing contact.
Negotiated and administered contracts and ensured a smooth transition to our customer success team.
Expanded and upsold existing payers both horizontally and vertically.
Generated leads for business development, sales research and maintained CRM for relationship growth, conversations and new client potential.

Customer Engagement Advocate (Inside Sales)

Pacific Health Alliance

Worked directly for the CEO and Founder at a managed care company in Burlingame, CA.
Negotiated high dollar claims, resulting in significant savings to clients ($550k in 6 months)
Generated leads for new business development, industry research and client engagement.
Identified and negotiated contracts with hospitals, medical groups, physicians, ancillaries, DME companies and other providers.
Referred patients to the most cost-effective facilities for outpatient procedures.

Director of Operations

Worked directly for the CEO and Founder at a managed care company in Burlingame, CA.
Negotiated $200K claim savings for self-funded groups and trusts, and earned PHA $35K in commission-based revenue in 3 months.
Maintained contact list for relationship growth and new client potential.
Developed target materials and health literacy campaign flyers for case distribution and mass marketing campaigns.

Operations Coordinator

Santa Clara University Professor's Research Assistant

Researched and located articles and sources from Russian language publications available at Stanford libraries.  Focus was on the role of the Soviet man, post-­Stalin and his role in sex education and at home.

Research Assistant

Self

Set up an Amazon storefront.  Procured, evaluated and resold rare, first edition books with a focus on books from the 19th and early 20th century. 
­Assisted in dissolving several estates of their library collections and content. 
­Kept an online database of values, conditions and photographs of each book.

Book Buyer/Seller

Business development is an extension of my first love - history.  I spent countless hours at the library learning about the World Wars, reading the literature of the time, and listening to its music.

For the last 10 years, I’ve been in sales and business development (Pacific Health Alliance & Workboard), the last 8 in management at startups (OpenGov, Sitetracker, Replicant, PolyAI).

I specialize in early-stage AI startups.  My role focuses on proving out product market fit, identifying ICP, generating messaging, selecting the first 100 enterprise companies to focus on, and making sure they become customers.

My team is my #1. Providing guidance, training, development paths, and the network to make sales a long-term career.

I love to meet prospective salespeople looking to break into tech.  

Reach out to connect with me.

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