Edge Centres

My role is to execute our go to market strategy and maximize revenue across all businesses. That means I will improve our customer experience, operationalize our processes across business units, and build teams to support this growth. In addition, it's my responsibility to assess our product suite and make recommendations based on the market to enhance our offerings and create the messaging to drive awareness and utilization.

Chief Revenue Officer (CRO)

DigitalOcean

Led a team of 16 BDR's in EMEA, APAC, and the US, plus 1 EMEA/APAC Sales Leader in collaboration with marketing and sales to drive top of funnel sales inbound, growth, outbound, and partner opportunities for the GTM Sales/Partner Team at DO

2022-2023 Highlights
▪ Created 1,681 Qualified Opps for $5,026,855 of Qualified Pipeline from Q222-Q422; avg of 560 per quarter for $1.65M
▪ Helped global sales team meet 99% of our goals from Q222-Q422 with over 50% of all revenue coming from the BDR’s
▪ Achieved an average 116% of our Qualified Pipe Goal from Q222-Q422 and had an average of 117% of Qualified Opps
during that time period too
▪ Led a successful new partner campaign that brought in 66 partners in less than a quarter in Q422
▪ Streamlined processes, lead flow, and created messaging in collaboration with marketing that resulted in improving lead conversion to over 4% of 28,000 leads in 2022
▪ Reviewed over 1,200 resumes to triple the size of our team from 6 to 17 BDR’s in less than a quarter and added a frontline sales leader to support the businesses initiative to split the team into two BU’s, growth and new
▪ Promoted 4 BDR’s to Sr. BDR’s and/or team leader positions in 8 months and helped start career ladder at DigitalOcean
▪ Created an onboarding and enablement process for new hires with a 30-60-90 day plan that is used by all global sales
▪ Built out a sales repository for the next generation of sales professionals at DigitalOcean
▪ Created a training program, led by sales enablement and myself, to onboard reps faster and provide continual learnings
▪ Led the go to market efforts for hiring, recruiting, budgeting, messaging, process improvements, vendor selection for tech stack tools, and sales training
▪ Collaborated with the Pakistan contracting arm of DO for over 50 BDR’s and helped create and streamline the planning, training, tool selection, process changes, messaging, and feedback to help grow both growth and new BU's for DO

Senior Manager, Global Sales Development

Trilio

Lead a team of 5 business development professionals and sales enablement, reporting, and processes for sales
▪ 118% increase in SQL’s from 2020 to 2021 with 214 SQL's in 2021 resulting in 88% of all qualified opportunities
▪ $4.1M pipe build contribution from the BDR team in 2021 and 16 new logos
▪Directed and led, with SA’s, 23 product, sales, tools, and best practices enablement sessions for the company in H221
▪ Promoted 4 team members (2 BDR’s to AE’s, and 2 more BDR’s to Team Leads)

Worldwide Business Development Manager and Sales Operations Manager

▪ In just over 1 year, starting with no pipeline, no opportunities, no defined metrics, leading both the BDR and Commercial teams, we have won over $810,000 ACV and $1,556,000 TCV in new and growth deals
▪Led a team of 10 people (4) commercial account executives and (6) business development representatives to help companies automate their data protection in the cloud.
▪ Generated 166% of commercial sales goal through H121 resulting in $543K in ACV and 7 net new logos
▪ Developed strategy for budgeting, recruiting, and hiring 10 new team members (4 commercial sales professionals and 6 business development professionals) in 2020 and 2021
▪ Created KPI’s for the business development team to include activities such as calls, emails, LinkedIn messages,
meetings executed, and developed a sales qualified lead definition to qualify marketing qualified leads
▪ Created a companywide onboarding plan and repository of information for new hires

North American Commercial Manager and Business Development Manager

Canonical

Led a team of 11 sales professionals to spread the power of open source by utilizing Ubuntu to help governments and businesses in the Americas.
▪ Closed over $1.6 million in new, growth, and renewal deals with enterprise accounts in 11 months
▪ Developed US strategy for budgeting, recruiting, and hiring 5 new team members in 2020
▪ Created and executed productivity plan with activities such as calls, emails, LinkedIn messages, meetings executed,
opportunities created, and revenue generated for the entire worldwide sales organization (40 sellers)
▪ Grew the productivity of my team 250% from Q3-Q419 by instituting plan, processes, gamification and sales strategies
▪ Created a worldwide competency matrix career ladder and guidelines for promotions from: SDR to ISR to SR. ISR to FSR
▪ Created an onboarding plan and repository of information for new hires
▪ Part of leadership group that was tasked with successful launching ESM Apps to the worldwide marketplace

Inside Sales Manager

Oracle

Leading a team of 14 Technology BDC Reps where our team's goal is to build pipeline and close revenue for Oracle Digital North American sales teams.

Q2FY19 92% attainment
Q3FY19 116% attainment
Q4FY19 156% attainment
Q1FY20 164% attainment

FY20 164% attainment
FY19 121% attainment
$1.2 million in closed revenue

Regional Sales Manager

108% of goal during my tenure at Oracle as a rep
123% of goal for FY 18
2018 Oracle Club
#1 Revenue Producer on x86 Austin Team for FY 18 ($1,076,042)
# 3 Overall in the x86 Org out of 20

Enterprise Account Manager

Cleveland Browns

# 2 Revenue Producer on 2016 Browns Premium team ($441,842), #3 Overall in the company out of 36 
# 1 Revenue Producer on 2015 Browns Premium team ($499,640), #3 Overall in the company out of 36
# 3 Revenue Producer on 2014 Browns Premium team ($272,120), #8 Overall in the company out of 36

Premium Sales Representative

Memphis Grizzlies

# 1 Revenue Producer on 2013-2014 Grizzlies team ($650,598), #1 Overall in the company out of 25
# 5 Revenue Producer on 2012-2013 Grizzlies team ($375,595), #5 Overall in the company out of 25

Account Executive

University of Minnesota

Responsible for the Gopher Points outreach effort, customer service, and sales, in addition to supporting the reseating effort of men’s hockey and men’s basketball season ticket holders

Gopher Points Associate

Saints Sports Academy

Managed 14U Nokes developmental baseball team that participated in the Minnesota Advanced Fall Baseball League and the MLK Classic and Treasure Coasts Presidents' Day Challenge tournaments

Head Coach and Baseball Instructor

Champions Baseball Academy

Directed over 50 summer camps and managed 2008 8U and 18U Disney New Year’s Champions

Baseball Instructor

Increased revenue for the facility by marketing and selling camps, leagues, and showcases

Marketing and Sales Assistant

Sr. Manager, Global Sales Development

6 years of leading teams of BDC/BDR’s (Oracle, Trilio, DigitalOcean) and Account Executives (Canonical, Trilio). Led both the pre-sales and sales efforts to prospect, qualify, and close marketing leads. Managed the budgeting, recruiting, and hiring strategy of team members. 

Before being promoted to a leadership role at Oracle in September 2018, as an individual contributor, I led the Austin x86 team in revenue with over $1.1 million in sales for FY18. 

Prior to working at Oracle in 2017, 6 years as an individual contributor where I built partnerships with B2B and B2C, primarily with NBA, NFL, and D-1 universities resulting in $3M+ in revenue.

Leadership experience to include creating sales campaigns, onboarding new reps, mentoring reps, building a sales training manual, leading product and sales training sessions, interviewing and hiring prospective candidates, directing summer camps, and coaching baseball teams.

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