As a go to market strategist, business development and sales operations leader with over 20 years of experience, I have a proven track record of increasing revenue, enhancing profitability, and negotiating favorable contracts for startups and e-commerce companies. My core competencies include customer acquisition, contract negotiation, data-driven strategic decision making, and creating a culture of collaboration and productivity in a virtual environment. See my history on LinkedIn.
Experience
Fractional GTM and Operations Executive
May 2023 – Present
Remote
Using real world expertise to help companies fine-tune their go-to-market strategies, enhance their revenue and sales operations, and develop effective cold email campaigns. My approach blends strategic insight with practical tactics to drive measurable growth for startups and SMBs. See more…
- Collaborating with leadership teams to develop and implement comprehensive go-to-market strategies.
- Analyzing and optimizing sales and revenue operations to increase efficiency and profitability.
- Creating and refining cold email campaigns to enhance customer acquisition and drive sales growth.
- Feel free to connect if you’re interested in exchanging ideas or discussing how we can work together to achieve your business goals!
Managing Director of Business Development and Sales Operations
Dec 2018 – May 2023
Cayman Islands/Remote
Intercap Registry solves the issue of finding the perfect domain name for startups, by providing exact match domains for a company’s brand. See more…
- Generated $8M+ in annual revenue as a Founder’s Team member bringing new internet domain to market with unique B2B pricing model.
- Drove 30% of new sales by creating cold email marketing system in SendGrid with 1M contacts.
- Created, managed and led growth teams distributed globally across multiple countries and time zones, maintaining a culture of collaboration and productivity in a virtual environment.
- Managed office and offshore sales teams making outbound calls and sending SMS messages.
- Gained 600,000 leads from ZoomInfo, Apollo.io, and Crunchbase by building a CRM in Close.io.
- Collaborate and execute plans with cross-functional teams gathering performance metrics, industry trends and competitive information focused on the technology industry.
- Created systemized tools measuring and developing sales processes and Sales KPIs
- Presented financial and non-financial reports at quarterly BOD meetings as a board member.
- Managing Director of Intercap Registry and board director in 4 additional portfolio companies.
- Established the company in the Cayman Islands, bringing the .inc internet domain to market.
- Coordinated the company’s legal formation, negotiated the lease, outfitted the office, and hired and trained the sales team and support staff.
- Oversaw the company’s quality control and P&L accountability to the Board of Directors (BOD).
- Partnered with the Cayman government to achieve compliance, T&B license, and work permits.
- Established pensions, medical insurance, liability insurance, and D&O insurance with vendors.
General Manager
Hitchsource
Dec 2013 – Dec 2018
Hood River, Oregon
Hitchsource is a B2C eCommerce retailer bringing top towing brands and equipment to outdoor adventurers. See more…
- Returned company to profitability within 3 months following a $200,000 loss.
- Achieved a 300% increase in Average Order Value (AOV) and reduced returns to <2% by converting call center from order entry agents to sales consultants.
- Netted a $75,000/yr reduction in agency marketing expenses and doubled CPC ROI by bringing digital marketing, content marketing, and social media marketing in-house.
- Secured $100,000 in annual savings by renegotiating UPS and warehousing contracts.
- Improved overall operating efficiency by converting low-margin products to high-margin products, resulting in record revenue with half the transactions.
President/General Manager/Co-Founder
Charity of Choice
Jan 2011 – Dec 2013
San Francisco, California
Co-Founded this online crowd fundraising platform for individuals to raise money for their favorite non-profits through fundraisers participating in outdoor events. See more…
- Secured angel funding round to launch the startup.
- Negotiated service contracts including transaction processing, hosting, and email marketing.
- Supervised an inside sales team reaching out to non-profits and outdoor event operators.
- Implemented Salesforce.com with over 40,000 customers and 20 custom fields.
- Created a segmented marketing plan to prioritize prospects by type, size, and geography.
General Manager/Chief Operations Officer/Co-Founder
Echelon Gran Fondo
Jan 2009 – Dec 2012
San Francisco, California
Co-founded this cycling events series that made each participant feel like they were riding in the Tour de France while raising money for their causes
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- Raised $1.3M through peer-to-peer fundraising for non-profit charitable partners by spearheading the production of 10 European-style mass start cycling events, attracting over 7,000 riders.
- Built a Salesforce.com database of over 20,000 donors supporting fundraising event participants.
- Led community outreach for large-scale cycling events, including coordinating 200+ volunteers, 15+ independent contractors, and negotiations with sponsors and governmental agencies.
- Increased media exposure and enhanced rider experiences by partnering with 3x Tour de France winner Greg LeMond, Team Garmin-Barracuda, and Chris Horner as event participants.
- Implemented a fundraising model allowing participants to raise funds for a favorited non-profit.
Director of Sales
West Court Reporting Services, A Thomson Reuters Business
San Francisco, California
Jun 2007 – Dec 2008
Established a national sales team for this court reporting company that enabled law firms to utilize all functionality of the Livenote software and realtime court reporting.
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- Drove a 100% increase in the client base and a 35% increase in YoY revenue.
- Recruited, hired, trained, and developed a team of 10+ consultative sales professionals.
- Developed go-to-market strategy as a member of the executive team for disruptive court reporting services designed to improve litigation support processes.
- Established a national sales team within a Thomson acquisition tooling and developing methods to measure and systemize sales KPIs.
- Implemented a customer loyalty program to leverage Thomson’s portfolio of legal productivity products to successfully drive market share and revenue.
- Built Salesforce.com CRM for prospecting and pipeline management.
Regional Manager
Thomson Reuters
San Francisco, California
Mar 2000 – Jun 2007
Led a team of 12 account managers selling Westlaw and other Thomson services to large Bay Area and national law firms, with a total revenue responsibility of $30M annual revenue.
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- Region exceeded $30M revenue goal/quota every year as Regional Manager
- Century Club in 2002, 2003, 2004, 2005 and 2006; President’s Club in 2002 and 2005
- Managed team to highest national law firm renewal revenue performance to plan in 2005.
- Created new variable rate pricing model for research database at Am Law 100 law firms that gained national adoption for overachieving revenue growth and customer retention goals.
- Created pilot Account Executive program providing a single point of contact for multi-revenue pipelines between company and top National Accounts which became a national program.
Education
- University of San Diego, School of Law, San Diego, CA, Juris Doctorate Degree
- Seattle University, Seattle, WA, Bachelor of Arts, Finance
Skills
Go to Market Strategy, Sales Leadership, Sales Management, Performance Management, Business Development, Virtual/Remote Environment Leader, Consultative Sales, Customer Retention, Internet Marketing, Cross Functional Team Skills, Team Development, email Marketing, Cold email expert, Sales Operations, Sales Process, CRM implementations, Revenue Growth, Software as a Service, Inside Sales Management, Sendgrid pro, SaaS, Coaching, Microsoft Office, G Suite, ChatGPT, Strategic Planning, Forecasting, Data Driven Leader, Drive Pipeline Management, New Hire Onboarding, People Management, Scale Operations, Leadership Skills, Hands-on Player Coach, Self Starter, Entrepreneurial Mentality, Strong Communication Skills, GTM Strategy, Revenue Enablement, Stakeholder Alignment, Passionate, Negotiator, Creative