Gorgias

Gorgias provides an integrated helpdesk for e-commerce brands, making it easy to deliver personalized support and automation across multiple channels. Connect all your business and social apps, and turn customer support into a revenue generating activity!

We currently serve over 11,000 businesses including Timbuk2, Steve Madden and MVMT.

Director of Sales

Flatfile

Director of Sales 

Lever

Second-line leader responsible for global Mid Market and SMB AEs teams. Org of 13 across SF and Toronto (first-line to 7 MM AEs and second-line to SMB Manager / 4 SMB AEs). Partnered with Sales Ops to cut new territories, plan incremental headcount, and identify enablement opportunities to address biggest bottlenecks in our new logo acquisition funnel (including Todd Caponi negotiation training and various projects with Gong to help us identify risk in deals). This resulted in a record year for the MM AE team: increasing bookings by 2.8x and 3 exciting promotions in Q1 2022 (2MM AEs into Leadership, 1 to ENT AE).

Accomplishments:
★ 150% to quota, President's Club Qualifier 
★ Force Multiplier Award -  Given out by the executive team to the leader at the company who delivered the biggest outsized impact to the business that year.

Director of Sales, Mid Market {Acquired by Employ}

Despite the headwinds of the pandemic, the Mid Market team exceeded quota and qualified for President's Club. I helped execute a major cross functional project: rolling out / enabling reps on Lever's new Self Guided Implementation offering. This reduced CAC in SMB/MM segments and helped customers achieve faster time to value.

Accomplishments:
★ President's Club Qualifier

Sr. Sales Manager, Mid Market

First foray into sales leadership. Could not have been surrounded by a better group of AEs, leadership, and cross-functional peers.  Front line manager of 7 SMB AEs. Helped lead key enablement projects: certifying our revenue org in Command of the Message methodology and implementing Gong/Atrium to drive better rep coaching/skill development. In partnership with SDR/Enablement Leadership, re-designed our SDR AE hiring process and onboarding curriculum: this made it possible to promote 5 SDRs into their first AE roles within my first 3 months.

Accomplishments:
★ President's Club Qualifier

Manager, SMB Sales

First SDR promoted to AE. The SMB segment was high velocity (sub 30 day sales cycle), selling directly to co-founders / 1st recruiting hires at venture backed startups, in a highly competitive and saturated market (check out the G2 Crowd gig for ATS!).

Lever's Mid Market segment gave me my first exposure to a complex, multi-stakeholder sales cycle {Talent Acquisition, HR, People Ops, IT, Finance, C Suite, influential hiring managers} . It was a total team sell where I'd typically loop in a SE, my manager, an executive, and typically an Implementation Specialist. Many opportunities were self sourced in partnership with SDRs. We went head to head in every single deal against strong competition and often needed to project manage/scope the migration off of a legacy/incumbent solution as part of the business case. I also got my first experience in a given territory: building out Lever's customer base in the Bay Area, Pacific Northwest, and APAC. Heavily leaned on Gong/Atrium for coaching/skill improvement with my manager.

Accomplishments:
★ FY2019: 157% to quota in Q1 (key wins including Lucid Motors and Bill.com), #1 AE company wide before promotion to SMB Manager
★ FY2018: 120% to quota, President's Club Qualifier
★ FY2017: Promoted to MM AE, 109% to quota, #3 of 24 AEs company wide, Inaugural President's Club Qualifier, Awarded Lever Sales MVP award by the CRO at SKO 2018.  
★ FY2016: Founding SMB AE, 108% to quota, #1 of 12 SMB AEs

Account Executive

7 year journey surrounded by amazing colleagues/customers the entire ride. 

Didn't have enough closing experience to land an AE role at Lever. Instead, I outbound the VP of Sales re joining as the first SDR - he gave me that opportunity and I'm forever grateful. 

Lever's first SDR. Employee 23, sales hire 5. I hit the phones day 1: 5-10 discovery calls / day, passing demos to the AEs, building an inbound qualification methodology. Hired/ramped 6 more SDRs - all 6 went on to become top performing AEs. 

Promoted to BDR {July} tasked with building Lever's first outbound pipeline gen playbook. Constant experimentation: included implementing tools like LI Sales Navigator and PersistIQ, authoring outbound email / cold call messaging, and tag teaming key accounts with the AEs. 

Once our outbound engine was running, I was promoted to SMB AE, promoted 2 SDRs to move into the BDR role, and helped hire a SDR Manager. At it's height, Lever's SDR org reached north of 20 SDRs with 3 first-line leaders and a VP. The SDR org produced countless future President's Club AEs: I'm proud to have played a small part in laying the foundation for such an impactful part of our GTM strategy.

Accomplishments:
★ Founding SDR.
★ 120% to quota (through time of promotion to SMB AE)

SDR/BDR

Crushpath

Reported directly to the Founder. Invaluable learning experience. Also got to support a very different buyer persona: selling lead gen/collateral creation software to SMBs was quite the change of pace from demoing MDs, dentists, and plastic surgeons! Ramped quickly and was rewarded with the opportunity to hire, onboard, and lead a team for the first time. 

Accomplishments:
★ Promoted to Team Lead 4 months in {hired/managed 1 AE and 2 SDRs, held full AE quota}
★ 120% to quota FY14

SMB Account Executive / Team Lead

DoctorBase

Didn't know much about healthcare... or startups.. or software sales... and quickly ramped up on all 3 thanks to a seriously awesome VP. Selling HIPAA secure messaging to private practices across North America wasn't the sexiest - but our lean, close knit team, had a lot of fun and learned a ton along the way. Was a crash course in dealing with rejection: cold calling doctors offices, you learned to get creative and have thick skin! Full stack AE role: 100+ cold calls / day, high velocity 1-2 call close sales motion.

Accomplishments:
★ Founding member of AE team
★ 130% to quota FY13
★ #1 AE in new logo acquisition (100+)

SMB Account Executive {Acquired by Kareo}

I’m energized by working alongside exceptional teammates to solve mission-critical problems for customers. 

Passionate about coaching, mastering the fundamentals, and take pride in building teams that care for one another and consistently exceed expectations - both in revenue and overall business impact. I've had the good fortune of being surrounded by incredible leaders and mentors, a privilege I strive to pay forward.

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