Head of Growth

• Mar 2023 - Present

Senior Data Scientist, Growth (Product-led)

• Nov 2021 - Feb 2023

Served as the chief data scientist to the Head of Growth. Together we increased Product-led Growth (self-serve) revenue by 50% in 1 year to cross $100M in ARR. Created the first-ever comprehensive model to accurately forecast free-to-paid conversion. Continuously refined the model with more data to eventually be able to forecast monthly ARR to within <5% of actuals. Calculated the impact of recent macroeconomic trends and improved the model by accounting for those trends. Assisted Growth squads in setting meaningful and measurable monthly, quarterly, and yearly targets. Created various dashboards & reports to show our progress to targets and helped each squad adjust their experiment roadmap in real-time based on what’s working and what’s not. Determined what experiments worked and quantified the lift we saw from each. This helped the squads calculate the ROI of both successful and unsuccessful experiments and improve how they define and prioritize experiments. Performed statistical analyses (e.g. single and multivariate regression) on user and team behavior & collaboration data to identify new, previously untapped areas of opportunity for future PLG experiments. Tech stack: SQL, Redshift, Looker, Redash, Google Sheets, Excel. Show less

Head of Product & Growth

• Nov 2020 - Oct 2021

I led Product at joindaylight.com, the first and only digital banking platform in the U.S. specifically designed for and by the LGBT+ community 🌈☀️ Joined as employee #2 at pre-seed with no product in market. Built and launched our 1st app to both iOS and Android app stores in under 6 months with over 500 early users. Achieved product-market fit within 3 months of launch. Consistently saw 25% cohort retention after 8 weeks with strong referral rates (NPS 9+). Engagement was equally strong at 80% DAU, with transaction volumes increasing 30% MoM. Closed a successful $5M seed round based on these strong indicators of meaningful engagement, long-term retention, and product-market fit. Show less

Head of Growth

• Jul 2019 - Nov 2020

Accountable for 3X growth in new revenue in 2020. Helped lead the company to a successful exit and acquisition by Accel-KKR.Hired and built a Growth team from the ground up. Transformed our business from a sales-led to a product-led (PLG) model.Business outcomes: increased TOFU volume by 10%, acquisition rate by 25%, activation rate by 3X, and ARPU by 1.5X.Created a cohorted growth model to measure our end-to-end customer lifecycle - from acquisition, activation, engagement, retention, monetization, and resurrection - and identified our biggest opportunities and points of leverage. Collaborated with Brand Marketing, Demand Generation, Sales, and Product to continuously run experiments, test hypotheses, and optimize our growth model in order to drive CAC down and LTV up.Was a featured guest on the podcast Growth TL;DR hosted by Scott Tousley & Kieran Flanagan: http://bit.ly/GrowthTLDREp78 Show less

Director of Product Management

• May 2018 - Jul 2019

Recurly delivers enterprise-class subscription management to thousands of businesses worldwide.As the Payments and Data Lead, I led a team of 3 Product Managers across 2 product teams to help merchants like Sling TV, Twitch, and thousands more across the world grow their subscription businesses, expand internationally, reduce involuntary churn, and maximize transaction acceptance rates.

Director of Product Management

• Dec 2017 - May 2018

Drove user engagement for this ad-driven, top 150 consumer site with over 200M DAU. Ran over 100 A/B tests on mobile and web. Validated ideas with small, quick MVPs to drive primary engagement KPIs such as: time on page, time on site, and articles viewed per session. Drove user engagement for this ad-driven, top 150 consumer site with over 200M DAU. Ran over 100 A/B tests on mobile and web. Validated ideas with small, quick MVPs to drive primary engagement KPIs such as: time on page, time on site, and articles viewed per session.

Group Product Manager

• Apr 2016 - Nov 2017

►Commercialized $43T ACH market. Named 2017 PayPal Global Emerging Leader. Led PayPal-wide initiative to commercialize the $43T/year US bank payments market by adding ACH to Braintree’s payment processing capabilities. First bank payment method in Braintree’s history. #1 strategic company priority of 2016. Crafted product vision and go-to-market strategy based on customer (merchant) interviews, Sales feedback, market research, and competitive analysis. Communicated vision and strategy across a wide cross-functional stakeholder group, including Braintree CEO. Forecasted revenue based on expected Total Processing Volume (TPV) from current and prospective merchants. Set pricing to achieve profitability within 6 months of launch. Drove product development across 7 engineering and 8 operational teams, including underwriting, risk, legal, and compliance. Spearheaded another PayPal-wide initiative to optimize Braintree’s global credit card processing volume (over 1B transactions per quarter) via intelligent routing. #1 strategic priority of 2017. Recruited, hired, and managed a team of PMs and data analysts to optimize Braintree’s global credit card processing for the best card authorization and interchange rates in the industry. Named 2017 PayPal Global Emerging Leader in recognition of my strong product leadership. Show less

Senior Product Manager

• Aug 2015 - Apr 2016

►Created new personalized meal planning consumer app with 90% DAU Lifted user onboarding rate by 20% and DAU at Day 7 by 30% via a series of fast product experiments and A/B testing. Launched new versions of web and mobile apps (iOS and Android), resulting in 33% lift in DAU at Day 14. Led cross-functional team of developers, designers, data scientists, nutritionists, and marketers to define and build a completely new product (personalized meal planner for busy, working parents) from the ground up. Stood up first MVP in under 1 week to start testing key assumptions. Continuously iterated the solution based on qualitative interviews and quantitative data. Reached product-market fit within 2 months, with 90% DAU at Day 30. Show less

Product Manager

• Nov 2010 - May 2015

►Grew B2B SaaS ARR by 10X YoY Led Growth and Product strategy for Mingle (SaaS project management tool). Increased ARR 10X YoY, accounting for 80% of total company revenue. Overhauled Mingle’s getting started experience and overall usability, resulting in 10X increase in onboarding success rate and 50% drop in monthly churn. Built funnel analytics and dashboards to help enterprise sales team identify and focus on most promising trials based on onboarding completion and other key actions most predictive of conversion. Launched product differentiating features (cycle time analytics) from concept to problem and solution validation; initial MVP; go-to-market; and ongoing improvements based on quantitative usage data & qualitative customer feedback. Worked hands-on with agile development team to define and prioritize product features; created mock-ups and prototypes; tested prototypes with users; and rapidly iterated on feedback. Show less