Director of Revenue Operations

• Jan 2022 - Present

Senior Manager, Sales Enablement

• Feb 2019 - Jan 2022

• Utilize Salesforce Einstein Analytics to design dashboards and analytics for sales, revenue management, and finance, including all sales pipeline reporting and dashboards to track negotiations and bookings for ad sales upfront • Translate needs of sales, revenue management, and finance to technology resources responsible for building out all aspects of the Disney Advertising Sales CRM system • Lead project management for cross-functional team of technical, operational, and external consulting resources to execute against deliverable timelines Show less

Senior Manager, Sales Operations

• Aug 2018 - Jan 2019

• Managed all Ad Sales compensation plans, including responsibility for all data analytics, such as pay for performance analysis, quota analysis and cost modeling • Developed sales territory and account analysis to identify trends, including market opportunity analysis utilizing Nielsen data • Managed all Ad Sales compensation plans, including responsibility for all data analytics, such as pay for performance analysis, quota analysis and cost modeling • Developed sales territory and account analysis to identify trends, including market opportunity analysis utilizing Nielsen data

Consultant

• Mar 2017 - Aug 2018

Project work included:Industry: Media • Lead consultant responsible for all analytics to support compensation plan design for merger of two media companies • Partnered with sales and finance leadership from each legacy organization to design compensation plans for the new organization, develop modeling to support roster integration, and analyze individual and company cost impactIndustry: Media • Conducted extensive analytics on legacy sales compensation plans, provided recommendations for future state design and created modeling to measure cost impact of new plans • Worked closely with sales leadership team to gain alignment with key stakeholders to ensure approval and implementation of newly designed compensation plansIndustry: Advertising Technology • Executed comprehensive assessment of global sales compensation program, with focus on Americas and EMEA • Worked closely with global leadership team to transform sales compensation program and ensure successful implementationIndustry: SaaS • Performed assessment of account ecosystem and built an account targeting model to prioritize accounts for increased market penetrationIndustry: Education Technology • Created market opportunity model to inform sales coverage transformation with an increased focus on customer segments with greatest sales potential and conversion probability • Designed new coverage model that introduced new roles and responsibilities, and positioned team to achieve CEO’s target of 20% year-over-year growth Show less

Associate Consultant

• Jan 2015 - Feb 2017

Project work included:Industry: Life Sciences • Lead consultant for multiple workstreams in global integration of two industry-leading corporations, including responsibilities in Western Europe, Eastern Europe and Latin America • Developed account segmentation, coverage model and future state sales roles for integration of two sales teams in each assigned regionIndustry: Manufacturing • Lead consultant on global sales compensation design for Fortune 500 manufacturing company, with focus on Southeast Asia, including China, South Korea, Japan, Hong Kong, and India • Worked with global management team to develop worldwide sale compensation framework and with local country management to provide solutions to accommodate local market dynamicsIndustry: Real Estate Technology • Created opportunity model to inform sales territory expansion markets for client looking to increase demand for an online commercial real estate marketplace Show less

Business Analyst, Channel Sales Operations

• Mar 2014 - Jan 2015

Reported to Channel Sales Operations Director to support enablement activities for EMC’s partner ecosystem. Worked closely with Channel Sales Managers to provide all sales and support analytics.

Business Analyst, SLED Sales Team

• May 2013 - Mar 2014

Dedicated resource for State and Local Government/Education (SLED) General Manager, providing all analytics to support management efforts and sales team activity.

Partner Support Center Representative

• Feb 2012 - May 2013

Student Manager

• May 2007 - May 2011