Experience

Cordance

• United States
• Software Development
• 1 - 100 Employee

• Vice President of Revenue Operations

  • Jan 2023 - Present

  Lead and develop a world-class revenue operations organization. Partner with corporate leadership, business unit leadership and key business stakeholders to develop overarching revenue policies and integration plans into corporate technologies. Currently focused on restructuring external consultant engagements, constructing a coherent revenue process and enhancing SFDC.



ABooth Consulting

• Owner

  • Jan 2013 - Present

  From a passion to help and empower revenue leaders, founded a consulting business to train organizations on sales and marketing operations best practices. Worked with dozens of organizations to build scalable revenue cycles and improve revenue team performance. Recent projects include onboarding an acquisition into corporate processes and systems, consulting on technology stack for an acquisition-oriented company and launching a marketing automation tool.



Stensul

• United States
• Software Development
• 100 - 200 Employee

• Head of Revenue Operations

  • Apr 2020 - Sep 2022

  Washington DC-Baltimore Area Led and constructed an elite and passionate revenue operations organization. Teams included marketing operations, deal desk and revenue analytics. Team size quadrupled during tenure. Partnered closely with sales, marketing, partnerships, finance, product and engineering to create companywide key performance indicators (KPIs) and constructed reports with clear visibility into performance. Built GTM processes to increase team collaboration and improve return on investment (ROI)… Show more Led and constructed an elite and passionate revenue operations organization. Teams included marketing operations, deal desk and revenue analytics. Team size quadrupled during tenure. Partnered closely with sales, marketing, partnerships, finance, product and engineering to create companywide key performance indicators (KPIs) and constructed reports with clear visibility into performance. Built GTM processes to increase team collaboration and improve return on investment (ROI). Upgraded and introduced sales and marketing technology to best enable GTM teams. • Increased new opportunity win rate from 4% to 12% • Increased SDR opportunity creation by 200% • Reduced GTM technology cost by 10% Show less



Protenus

• United States
• Software Development
• 1 - 100 Employee

• Senior Manager, Revenue Insights & Analytics

  • Nov 2018 - Dec 2019

  Responsible for the administration of revenue team technology, sales operations strategy and deal desk administration. Completely restructured SFDC to introduce recurring revenue functionality, revenue recognition, and a renewal process. Also acted as interim SDR manager responsible for cadence creation, inbound process oversight and persona targeting playbook while leading and ultimately hiring the new director of sales development.



Avalara

• United States
• Software Development
• 700 & Above Employee

• Marketing Operations Manager

  • Jan 2018 - Nov 2018

  Promoted to marketing operations after successful integration of acquisitions. Developed and led a new data marketing operations team focused on SDR functionality improvement and database cleanup. Key wins included a 20% reduction in duplicates, development of an inbound process within the CRM and the release of comprehensive SDR KPIs.

• Senior Digital Marketing Analyst

  • Aug 2016 - Dec 2017

  Focused on integration of 3 distinct, recent acquisitions into Avalara GTM systems and processes. Documented initial processes, translated business language between divisions and built integration mappings. Successfully onboarded all acquisitions into corporate internal structure.



Informatica

• United States
• Software Development
• 700 & Above Employee

• Marketing Operations and Analytics Manager (via acquisition)

  • May 2014 - Jan 2015

  Raleigh-Durham, North Carolina Area After acquisition by Informatica, functioned as key technical liaison and developed mapping to integrate StrikeIron processes and technologies into Informatica CRM and marketing tools.



Informatica Data as a Service

• United States
• Software Development
• 1 - 100 Employee

• Marketing Operations and Analytics Manager

  • Dec 2013 - Jan 2015

  Cary, NC Responsibilities included the administration of sales and marketing tools, the development of CRM processes and ownership of analytics. Pioneered and built out lead scoring, reconstructed lead attribution model and codified sales process from lead creation through the renewal process.



Oracle

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Sales Operations Specialist

  • Oct 2011 - Dec 2013

  Durham, NC Responsibilities included CRM administration, sales and customer success process oversight and deal desk administration. Projects included a new prospecting process responsible for 100s of opportunities, a new customer scoring project that reduced churn and a sales territory redesign with 100% performance for sales revenue goals.



SnapApp

• United States
• Advertising Services
• 1 - 100 Employee

• Campaign & Trafficking Manager

  • May 2009 - Sep 2011

  Watertown, MA



TechTarget

• United States
• Software Development
• 700 & Above Employee

• Marketing Associate

  • Aug 2007 - Dec 2008

  Newton, MA