Lucy R.

Experience

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  Sealed

  Head of Revenue Strategy, Operations and Enablement

  Jul 2022 - Sep 2023

  Sealed is on a mission to stop home energy waste and electrify every home. In partnership with our network of BPI-certified contractors, Sealed scopes and finances bespoke solutions to make your home more comfortable and energy-efficient. Core products include Comfort (air sealing/insulation) and Climate (HVAC).

  • Strategy & Operations Leader: Served as senior cross-functional partner to marketing, sales and operations, identifying and executing on strategies to optimize our end-to-end funnel conversion. Led team of 6, including analytics, strategy, and enablement
  • Product Optimization: Scoped and launched a new financial product in summer 2023, currently on pace to 5.5x historic full-funnel conversion. Onboarded new lending partners to backstop new product and trained team to go live within 2-week time span
  • Funnel & Workforce Optimization: Identified, scoped and implemented funnel revamps, leading to reduction by half in sales cycle time, 2xing of sales productivity, and overall reduction in number of customer touchpoints
  • Interim Revenue Leadership: Served as interim CRO during CRO’s maternity leave. Served as co-Head of Sales (team of 50) from Sept ‘22-Jan ‘23
  • Tooling & Enablement: Responsible for the maintenance and optimization of all sales/ops tooling, including Salesforce, Outreach, Gong and Medallia. Led Enablement team, focusing on upleveling, training, tooling/tech stack and weekly change management
  • In the Weeds RevOps: Worked alongside my team to support day-to-day functions of customer-facing teams Responsible for reporting, compensation, capacity planning, analytics and performance management. Experienced in Salesforce, Tableau and Excel
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  Withco

  Strategy and Operations, Go-to-Market

  Mar 2022 - Aug 2022

  Withco is an early-stage (Series A) startup that empowers local businesses to secure their legacy and build strong communities. Withco helps small business owners achieve equity and long-term financial stability through property ownership.

  • Product-market fit: Conducted extensive due diligence to find fit and value. Refined qualification & underwriting criteria based on guidance from the SBA. Led boots-on-the-ground efforts with SMBs in Raleigh-Durham market to find target customer segment
  • Strategic Sales Pipeline Growth: Led organizational pivot to focus on SMBs as the central customer. Refined messaging via research efforts to create value for SMB customer and trained team on messaging and best practices. 5xed sales pipeline during tenure
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  Better.com

  Strategy & Operations, Go-to-Market Leader, New Financial Products, Sales Director

  Dec 2016 - Mar 2022

  Better.com is an $8B high-growth D2C fintech company striving to improve the homeownership experience. Core business is mortgage, with ancillary business lines in real estate, title, and homeowner's insurance. I joined Better in 2016 at under 50 employees; it was 10,000+ at the time I left. My time at Better was focused on scaling our sales team from 5 to 2,500 by developing strategic sales initiatives, creating foundations of KPIs, SLAs, and SOPs, enabling GTM strategies for new products, and partnering with our sales team in pursuit of an excellent customer experience.

  • Strategy & Operations Leader: Served as strategic nexus between sales and operations, marketing, product, and comms, identifying and implementing high-ROI initiatives that enabled our teams to better serve our customers and hit key company KPIs
  • Go-to-Market: Company-wide customer comms OKR lead, responsible for merging Better's business lines into one cohesive experience. Strategic point of sign-off on all customer messaging, including scripting, landing pages, paid campaigns & lifecycle content
  • Funnel Optimization: Led strategic reorg of 2,500 reps from segmented handoff to single point of contact model; scoped and implemented workstreams including R&R standardization, sales tooling, KPIs & SLAs, creation of org-wide workflows & playbooks
  • Workforce Cost & Productivity: Devised and implemented revised sales weekend staffing model, SOPs and KPIs, resulting in 2x increase in speed-to-lead and 30% increase in productivity. Launched org-wide overtime policy within 4 weeks, saving $2.5M in '21
  • New Financial Products: Launched internal Sales Lab, devising and incubating new products (FHA, VA, asset-based mortgages, bridge loans) to serve new partnerships (Compass, Ally, Amex). Trained and led top-performing team in these new business lines
  • Rapid Scaling: While in-seat as Sales Director, personally led hiring/onboarding efforts, scaling sales team from 15 to 70 employees across 2 offices. Led team to record-breaking production across 2 sales funnels
  • Record-breaking Sales: Hired as customer-facing sales/ops associate. Became top producer, closed >800 loans (>$125 million in loan volume). At time of transition off pipeline in July '18, was on track to be top 15 MLOs in the country per Scotsman Guide
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  Stanford University

  B.A., History; Pre-med

  Sep 2011 - Jul 2016

  B.A., History; Pre-med

  • Stanford Varsity Women’s Rowing Team (Pac-12 Athlete)
  • Chi Omega Sorority