Experience

Veracross

• United States
• Software Development
• 100 - 200 Employee

• Sr. Director, Sales Operations

  • Mar 2023 - Present

• Director, Sales Operations

  • Jul 2021 - Mar 2023



Rapid7

• United States
• Computer and Network Security
• 700 & Above Employee

• Director, Sales Operations

  • Oct 2019 - Jul 2021

  • Managed the forecast process and provided analytical support for ~ $130M a year North America new ARR business and ~ $30M a year North America services business • Administered the annual North America sales planning process which consisted of quota planning, territory planning and compensation planning • Managed the quarterly sales model review providing executive leadership with insight-led, data driven booking projections • Standardized sales communication and help request inquires for deal support, pricing support, commission inquiries and general sales ops support reducing overall response times and improving time to value for sales organization • Successfully integrated DivvyCloud (acquired by Rapid7 in 2020) into existing Rapid7 systems and processes • Managed the North America sales operations team • Built a strong relationship with sales leadership to drive cross functional alignment of business processes and transformational improvements Show less



Actifio

• United States
• IT Services and IT Consulting
• 1 - 100 Employee

• Senior Director, Sales Operations

  • Apr 2019 - Oct 2019

  • Provided operational support to the Actifio sales organization which contributed to sales growth from ~ $30M in annual revenue to ~ $80M in annual revenue over a six-year period• Worked closely with regional sales Vice Presidents to increase sales rep productivity and forecast accuracy• Engaged in customer facing sales activities ranging from negotiating licensing agreements to generating contract proposals and negotiating pricing• Salesforce.com admin and own all reporting and analytical support for North America Show less

• Director, Sales Operations

  • Dec 2016 - Apr 2019

  • Built maintenance renewal processes and tracking system. Sold Actifio maintenance renewal contracts resulting in increased customer retention rates and increased renewal bookings• Provided deal desk support, approved quotes & created sales contracts in accordance with business objectives & policies• Created and distributed annual sales compensation plans and individual employee GAFs

• Manager, Sales Operations

  • Nov 2013 - Dec 2016

  • Maintained Actifio’s pricebook and worked collaboratively with product marketing on overall pricing strategy• Owned all sales reporting and analytics on a daily, weekly and quarterly basis including reporting packages for the board of directors and the executive team• Worked collaboratively with internal logistics team to ensure proper inventory management, product availability and timely delivery of product to customers



EMC

• United States
• IT Services and IT Consulting
• 100 - 200 Employee

• Americas Sales Operations Supervisor

  • 2012 - Nov 2013

  • Managed a staff of two sales operations analysts. Owned training, education and development of staff• Provided timely daily, weekly, quarterly and ad hoc reporting and analytics packages to Executives & sales VPs• Owned the business planning process: Developed and distributed $10B revenue plan for Americas sales• Subject matter expert on EMC’s systems, GTM strategies, sales compensation, processes & KPIs• Acted as an advisor and consultant for the greater EMC analyst & competency center communities Show less

• Americas Sales Operations Analyst

  • 2010 - 2012

  • Completely revamped the Americas sales reporting infrastructure to improve efficiencies and speed at which data can be accessed.• Provided analysis on America’s sales analytics including bookings, backlog, billings, margins, expenses, headcount, sales rep attainment, sales productivity etc...• Created multiple excel-based financial models utilized by senior management to measure sales performance.• Responsible for coordinating annual Americas sales planning and quota assignment across all EMC business units• Worked with operation teams from Isilon & Data Domain on integration project post EMC acquisitions.• Responsible for all ad-hoc analytical requests for Americas sales. Show less

• Business Operations Analyst - BOLD Program

  • Jun 2007 - 2010

  Participated in the three year EMC BOLD (Business Operations Leadership Development) Program. The BOLD program develops future business leaders who understand how to analyze data and develop & implement a portfolio of best-in-class business processes and tools in effort to drive a business' financial goals and objectives.Three roles consisted of:2009 - 2010: America Sales Operations Analyst - Provided analytical support to the Americas sales & operations organization. 2008 - 2009: Pricing Analyst - Provided deal and pricing support to the worldwide sales organization. Developed an economic model to identify the true margin impact in both current and future years for competitively priced deals.2007 - 2008: Product Forecast Analyst - Responsible for developing and managing a $250M/Year product line worldwide forecast to manufacturing Show less