Experience

Calabrio, Inc.

• United States
• Software Development
• 400 - 500 Employee

• VP of Finance

  • Aug 2022 - Present



Digital River

• United States
• Software Development
• 500 - 600 Employee

• VP of Strategy and Corporate Development

  • 2020 - 2022

  Promoted to Head of Strategy and led Corporate Development activities for company processing over $3B in annual transactions. Supported global organization and outlined regional strategies based on market and competitive characteristics. Monitored market to identify emerging trends, recommend responses, and take advantage of new opportunities. Guided Product / Marketing on product configuration and positioning to capitalize on market opportunity.► Orchestrated and executed strategic direction for cross-border market opportunity and inventory of initiatives.► Team divested MarketForce business in 2021, maximizing focus on core strategic assets. ► Identified strategic alliances and built relationships with targeted partners to augment global capabilities, enhancing right to win and increasing GTM opportunities.► Completed country level economic and eCommerce market analysis, prioritizing global expansion at region and country level. Show less

• VP of Business Intelligence

  • 2019 - 2020

  Established and led new Business Intelligence function centralizing data analytics and related operational functions, including Finance, Data Services, Fraud Operations, and Risk Operations functions (60+ staff) within CFO organization. Led Finance department through volatile and unpredictable early stage COVID-19 environment. Spearheaded new annual planning process alignment. Primary driver of Corporate Development activities.► Evaluated COVID-19-based financial risks to business and potential mitigation options that were presented to Board, while initiating daily reporting views to closely monitor material deviations from normal trends.► Reduced held orders 80% and hold times 75% by authoring multi-year strategy for Fraud organization that trans-formed technology stack.► Architected new pricing model that componentized previously aggregated structure, assigning value to core building blocks and aligning with new product offering.► Established and staffed new credit risk operations department for client and vendor reviews to monitor and protect Digital River’s (DR) risk profile, processing nearly 200 credit reviews in 2021. Show less

• VP of Business Operations

  • 2017 - 2019

  Promoted to new role with Data Services team of over 20 staff transitioning to Business Operations to drive new client-centric approach to product offering. Adopted externally driven inputs for roadmap creation and presented to clients in forums, such as Client Advisory Board, to drive greater alignment. Reorganized technical team structure to align with future analytics strategy and technical roadmap. Enterprise Systems team of 30+ resources transferred to Business Operations in 2018.► Spearheaded full re-architecture of DR’s antiquated BI dashboards and data warehouse, resulting in new actionable internal / external analytics suite and increased roadmap velocity, even with team size decreasing more than 50% post-implementation.► Developed client level proactive monitoring framework for tracking technical issues (Actionable Monitoring) in response to issue resolution delays; presented to Board of Directors (BOD); subsequently served as core tool of issue resolution teams.► Instituted client health program for top-tier clients, utilizing KPIs from newly built dashboards to improve site performance metrics, such as reducing page load times 2+ seconds, increasing sales on client websites. Show less

• Senior Director of Business Operations

  • 2015 - 2017

  Launched and directed new Business Operations department based on organizational need to increase focus on data in decision-making process and derive accurate insights into business drivers of financial performance. Led extensive collaborative effort with Sales, Product, and Finance on how to increase net new sales velocity. Established global KPI frameworks to provide new insights into sales performance and market opportunity.► Released end-to-end KPI framework distilling GTM effectiveness across consumable set of metrics, highlighting spe-cific, actionable bottlenecks in sales process and presenting summary results to BOD weekly.► Constructed cohort-based model for financial performance of net new wins and segmentation highlighting materially different growth profiles, resulting in significant changes to Ideal Client Profile.► Leveraged new technology solutions to address business challenges, including machine learning driven algorithm that identified bot traffic suppressing conversion rates and negatively impacting client satisfaction. Show less

• Director of Strategic Finance

  • 2012 - 2015

  Oversaw corporate financial forecasting, reporting, and budgeting process, while leading team to engage with revenue owners and department heads for annual budgeting and financial refreshes. Defined sales and commission plans to incentivize sales reps to sell products and secure deals maximizing lifetime value of contracts. Drove annual planning process with Executive Leadership Team, concluding with finalization of annual operating plan.► Architected and operationalized fully burdened P&Ls, key tool in evaluating relative business unit performance levels. ► Developed comprehensive peer-based competitive analysis to uncover gaps, such as cost benchmarking and sales productivity metrics, impacting future strategic direction. ► Designed complex profitability models for Microsoft (DR’s largest client) books of business, actively used to highlight profitability levers during contract negotiations. Show less

• Associate Director of Strategic Finance

  • 2010 - 2012

  Designed and supported corporate pricing model and engaged with sales teams to build custom pricing models for complex enterprise-grade opportunities. Collaborated with Sales and Marketing organization to create tools and collateral, such as TCO and revenue growth models, to help them sell more effectively. Led company and client-level profitability modeling to drive new insights internally on how to increase bottom line growth.► Published first standardized attribute-based pricing model, streamlining contractual terms, establishing consistent discounting, and driving more predictable client level profitability. ► Hand-picked from FP&A to steer and provide financial oversight to CEO-driven strategic initiatives representing $30M+ of incremental investments across portfolio. ► Instituted process for client-specific burdened P&Ls, identifying top 20 clients’ profitability and influencing resource allocations.Previous Roles at Digital River Include: Senior Financial Analyst, Principal Financial Analyst, and Senior Principal Financial AnalystAdditional Relevant Experience: Held progressive financial roles at Qualcomm (San Diego, CA) Show less