Early GTM leader at Tableau, Parallels, and Paxata; Founded EyeLevel and Eleventeen
I'm a previous founder and experienced senior sales leader with a well-established record of building and leading go-to-market teams in the technology industry.
I've been through 2 IPOs, 5 mergers or acquisitions, as well as learned valuable lessons from 2 company shut-downs (one as a founder). Very few scenarios would be unfamiliar to me!
My primary GTM focus has been on taking disruptive products and services to market that are sold directly to business users in a land/expand model with consistent, triple-digit YoY growth.
I'm dedicated to fostering inclusive workplaces and supporting emerging startups, aiming to share the insights I've gained over the years with founders and their teams as they navigate the 0-1 and beyond journey.
I'm working on an early product idea and am open to fractional, hands-on opportunities to build or improve on existing go-to-market teams and sales strategies.
I'm committed to building and empowering high-performing sales teams, and I've hired over 400 go-to-market team members in my career.
With a track record of recruiting and nurturing top talent, I've successfully hired and managed the first revenue team members at 7 B2B startups, scaling revenue teams as large as 150+ in multiple global locations.
I believe in taking an empathetic and tailored approach to equipping sales professionals with the tools, knowledge, and motivation they need to excel, a philosophy that has resulted to my team's success.
I bring a unique combination of strategic vision and hands-on execution that enriches the capabilities of an executive team. My collaborative approach as a strategic leadership team member ensures that every facet of the organization, from sales to product to operations, benefits from my leadership and experience.
Everyone's first CRM is a spreadsheet, but optimizing sales operations for peak efficiency has always been a secret weapon that has helped me build and scale even at the earliest stages. By leveraging the right approach and tools, you can transform a clumsy sales process into something repeatable that streamlines workflows, improves data management, and drives significant revenue growth.
I'm motivated by crafting and implementing early-stage sales strategies that pave the way for rapid growth. Drawing from my hands-on experience at very early stage companies like Glue.co and Paxata, I bring a practical approach to launching and scaling sales efforts, tailored to the unique needs and aspirations of a company seeking to claim their piece of the market.
Glue is the World's First AI-Powered Employee Engagement Platform for Distributed Teams.
I joined the team as employee 23.
I played a pivotal role in the company's growth journey, taking ARR from $40K to a substantial $930K in just 11 months.
My leadership on the exec team was instrumental in the successful transition from services to SaaS, setting a strong foundation for scalable growth.
I had the privilege of hiring and managing the first 10 revenue team members, fostering a culture of high performance and customer-centricity.
I streamlined sales operations by converting manual processes into a scalable revenue ops stack, utilizing tools like Salesforce, Outreach, Gong, and Metabase.
Dec 2017 — Sep 2021
Eyelevel Software, Inc.
Chief Executive Officer, Co-founder
Where great conversations build happier teams.
I successfully recruited technical and product co-founders to join me in building and launching a bootstrapped B2B startup.
Grew revenue from zero to $90K ARR.
Released multiple versions of our platform on web, iOS and Android App Stores
Raised over $600K in pre-seed and angel funding.
Dec 2013 — Oct 2016
Paxata
Vice President, Sales
AI-powered self-service data prep and data fabric to transform data into info. A DataRobot company.
I joined Paxata as employee 12.
I joined the company at the pre-Series A stage and built the team that grew revenue from $250K to a significant $2.9M within just two years.
I represented the GTM sides of the business in board meetings and other board communications.
My work as the head of the revenue engine was critical to our success in raising Series A funding.
May 2008 — Oct 2013
Tableau Software
Vice President, Sales
Tableau is a suite of SaaS business intelligence tools that help people see and understand their data.
I joined Tableau as employee 35.
Having experienced Tableau's journey from Series A to acquisition, I bring insights into scaling from the ground up.
At Tableau, I built the team and scaled the commercial segment to incredible revenue growth, taking it from $150K to over $110M in six years.
I focused on fostering a high-performing sales culture, achieving an 80% attainment rate while maintaining 70%+ employee retention.
I launched and led a global partner program at Tableau for over three years, which we then spun out as an independent channel and I helped build that org.
My team started with 3 AEs and was over 150 AEs, CSMs, Sales Engineers, and Sales Leaders when I left.
Aug 2006 — Jul 2008
Parallels
Sales Director, North America
Parallels is a desktop and server virtualization software company.
I joined the team as employee 5 in the US.
At Parallels, I successfully grew global B2B revenue from $300K to $18M in two years.
I hired the sales, sales engineering, support, and customer service teams, growing to a team of 60+ across multiple US and INTL locations.
I led the integration of US go-to-market efforts through multiple international mergers.
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Value Selling, Value Creation and GTM expert, Growth of ARR from $0-$50M in a complex SaaS industry, Founded and successfully exited consumer products company
