Experience

Openprise

• United States
• Software Development
• 1 - 100 Employee

• Director of Sales And Business Development

  • Jan 2023 - Present

  This is now the 4th role that I've taken on at Openprise. In this role I've been asked to do one of the hardest sales jobs there is, in the hardest time to do it in, own the entire Sales Funnel. Now I managed the SDR, Partner, and SC team, to try and generate pipe and position our RevOps Data Automation Platform to customers, prospects, and partners. This will be my highest mountain yet!

• Director Of Inside Sales

  • Apr 2022 - Feb 2023

  In this role, I lead the SDR organization (SDR Ops, Tech & People) and the Commercial REP team. In other words, I work with people that are just starting out in sale or is taking the big leap of becoming a REP. This is the role that for the first time have been able to fully focus on my two sales passions: Mentoring and building/enhancing processes. • What I’m proud of: Having so many people leave my team. It might sound odd, but when you get a chance to promote 20% of your team into… Show more In this role, I lead the SDR organization (SDR Ops, Tech & People) and the Commercial REP team. In other words, I work with people that are just starting out in sale or is taking the big leap of becoming a REP. This is the role that for the first time have been able to fully focus on my two sales passions: Mentoring and building/enhancing processes. • What I’m proud of: Having so many people leave my team. It might sound odd, but when you get a chance to promote 20% of your team into elevated roles within your company or lose another 20% because they take elevated roles at other companies, that's a job well done. • Key win: When I took over the SDR team, there were hardly any structure around how we went to market. Within the first 5 months, I spearheaded an effort to not only create a structure in which the SDR team could organize their day-to-day, but also our strategic shift from GEO- to an account-territory base model. • Annual team attainment: Commercial team 72% & SDR Team 68%

• Head of Strategic Accounts

  • Feb 2021 - May 2022

  I was asked to spearhead a new initiative at Openprise, to work with our largest customers as the Head of Strategic Accounts. In this role, I had to revamp the Enterprise sales process that I had written years prior, to now fit a much more detail-oriented sales motion. The struggles in this role proved to be more than we were able to solve, so here comes the first letdown of my career. In the ~14 months that I spent building this department from the ground up, I only managed to retire ~65%… Show more I was asked to spearhead a new initiative at Openprise, to work with our largest customers as the Head of Strategic Accounts. In this role, I had to revamp the Enterprise sales process that I had written years prior, to now fit a much more detail-oriented sales motion. The struggles in this role proved to be more than we were able to solve, so here comes the first letdown of my career. In the ~14 months that I spent building this department from the ground up, I only managed to retire ~65% (1.2mil) of my quota in three new logos. • What I’m proud of: I'm proud that I took the chance to leave an Enterprise role that I was comfortable in and had been consistently hitting my numbers, to build something from the group up in a segment that we historically have had sporadic success in. • Key deal: Even though this role had limited success, NetApp is probably one of the top three deals that I've ever managed. It had everything: a blocker, budget contains, a super long and tedious procurement process, and a person that we were able to nurture into a strong champion. We ended up scaling back the scope for their initial deployment, but only 45 days into NetApp being a customer, we grew the account by 60%. • Annual attainment: 65%

• Sales

  • Jan 2020 - Feb 2021

  I must admit, in the year of Corona I completely forgot to make my quarterly updates... so here is one for the year instead. • What I’m proud of: So many things to touch upon. I'm proud that my wife and I came out of this year stronger in our relationship, that both my grandparents beat Corona, and that in spite of all the world challenges, I was able to stay focused and have one of the strongest years in my career. • Biggest challenge: So many to choose from, but the one that sticks out… Show more I must admit, in the year of Corona I completely forgot to make my quarterly updates... so here is one for the year instead. • What I’m proud of: So many things to touch upon. I'm proud that my wife and I came out of this year stronger in our relationship, that both my grandparents beat Corona, and that in spite of all the world challenges, I was able to stay focused and have one of the strongest years in my career. • Biggest challenge: So many to choose from, but the one that sticks out the most is building report on $100k+ deals, without the ability to meet face to face. Selling a complex product is not easy out the gate and interactions in a conference room are crucial in understanding where you stand. It's easy for buyers, influencers, and decisions makers to hide on a zoom call. • Key deal: Looking at this over an entire year, there are plenty to choose from, but Fisher Investment stands out. Had to sell against 4 different departments, all with their own unique set of use-cases. Managed over 30 stakeholders throughout the process, and with a strong champion, we were able to motive a significant technology purchase through ROI assessments and a promise of solving long-term data challenges. Within the first 90 days of the contract, we also sealed an X2 growth of the annual contract due to the significant impact we had on their business. • Attainment: 107% of my annual number

• Sales

  • Oct 2019 - Dec 2019

  • What I’m proud of: Started to mentor the BDR’s and conducted weekly sales training sessions, in which we read various sales books and discussed how we could apply sales methodology like “Challenger” internally. Saw my own BDR become the highest performing BDR in company history and continued to mentor him as he started to pave his path towards a role as a rep. • Biggest challenge: Having to put my own needs after others, both at work and outside, and finding energy in doing so where there… Show more • What I’m proud of: Started to mentor the BDR’s and conducted weekly sales training sessions, in which we read various sales books and discussed how we could apply sales methodology like “Challenger” internally. Saw my own BDR become the highest performing BDR in company history and continued to mentor him as he started to pave his path towards a role as a rep. • Biggest challenge: Having to put my own needs after others, both at work and outside, and finding energy in doing so where there wasn’t any to be found. • Key deal: OKTA, this deal was a monster. We managed a process that included 6 departments, 7 competitors (all of which were incumbents) and a team that had no allocated budget. This deal reaffirmed the value of a strong internal champion, and that with the right preparation and due diligence, you can overcome any challenge. • Attainment: Q:123% YTD:115%

• Sales

  • Jul 2019 - Sep 2019

  • What I’m proud of: Closed 7 deals in the quarter, 2 of which were fortune 500 companies. This allowed me to crawl out of the hole that I had created by missing my number in Q1. Learned that closing 7 deals, is not an easy thing to manage and that I should get better starts to my year. • Biggest challenge: The stress of knowing that I needed a great quarter, and not having work take away from the other things in life that are important. This quarter taught me the lesson of work-life… Show more • What I’m proud of: Closed 7 deals in the quarter, 2 of which were fortune 500 companies. This allowed me to crawl out of the hole that I had created by missing my number in Q1. Learned that closing 7 deals, is not an easy thing to manage and that I should get better starts to my year. • Biggest challenge: The stress of knowing that I needed a great quarter, and not having work take away from the other things in life that are important. This quarter taught me the lesson of work-life balance. • Key deal: Equinix, ran an evaluation that included over 14 stakeholders, across 4 departments. Ended up being Openprise first Enterprise platform customer and the first one to buy our entire suite of products and services. • Attainment: Q:155% YTD:112%

• Sales

  • Apr 2019 - Jun 2019

  • What I’m proud of: That I believed in myself, my skills, and that I didn’t succumb to outside pressure. That my efforts and strategies were starting to get the attention of other reps and leadership, was a great feeling. • Biggest challenge: Having missed my goal in Q1, the rest of the year was going to be an uphill battle. From experience, I knew that I would have to have a great Q2, but also make sure that H2 was as much of a success. Luckily, my BDR is as driven and competitive as… Show more • What I’m proud of: That I believed in myself, my skills, and that I didn’t succumb to outside pressure. That my efforts and strategies were starting to get the attention of other reps and leadership, was a great feeling. • Biggest challenge: Having missed my goal in Q1, the rest of the year was going to be an uphill battle. From experience, I knew that I would have to have a great Q2, but also make sure that H2 was as much of a success. Luckily, my BDR is as driven and competitive as myself. • Key deal: 8x8, this was the first deal at Openprise in which we had to deal with a new persona (Director Business System) and department (Business IT) as the decision-maker. I worked to redefine the pitch to fit this new buyer, which ended up being a part of the corporate strategy moving forward. • Attainment: Q:110% YTD:90%

• Sales

  • Jan 2019 - Mar 2019

  • What I’m proud of: Found a like-minded person internally, and started to rebuild our sales process from the ground up. Created a completely new deck, new process, & new supporting material. This effort allowed me to cut my sales cycle by 2/3 while maintaining the company average ACV and created a 4x multiplier on my pipeline. • Biggest challenge: Being a new person and at the same time trying to be a change agent, is not easy. I struggled a lot with internal resistance as I challenged the… Show more • What I’m proud of: Found a like-minded person internally, and started to rebuild our sales process from the ground up. Created a completely new deck, new process, & new supporting material. This effort allowed me to cut my sales cycle by 2/3 while maintaining the company average ACV and created a 4x multiplier on my pipeline. • Biggest challenge: Being a new person and at the same time trying to be a change agent, is not easy. I struggled a lot with internal resistance as I challenged the status quo and there were times that I was thinking about giving up. Glad I didn’t :) • Key deal: Cohesity – We managed to close the deal in less than 30 days, and not only did we close the deal, but laid the path for a 43% ACV increase in the first 6 months of them being a customer. • Attainment: Q:70% YTD:70%

• Sales

  • Aug 2018 - Dec 2018

  • What I’m proud of: That I had a much larger network of friends than I first thought, and that there were plenty of people that either got me interviews or served as references as I transitioned into a new company for the first time in 5 years. • Biggest challenge: Coming into an organization that was not sales-focused, and that had little to no process or structure around it’s go to market. • Key deal: NOKIA, we ran a paid proof of concept with them in which we segmented their entire… Show more • What I’m proud of: That I had a much larger network of friends than I first thought, and that there were plenty of people that either got me interviews or served as references as I transitioned into a new company for the first time in 5 years. • Biggest challenge: Coming into an organization that was not sales-focused, and that had little to no process or structure around it’s go to market. • Key deal: NOKIA, we ran a paid proof of concept with them in which we segmented their entire database taking job title and deriving level, function & role. This allowed NOKIA to be 4x as accurate in their targeting, and this segmentation is what allowed them to execute on buying groups and personas. • Attainment: No quota but closed ~$59,000 worth of net new


RevOps Co-op
• United States
• Technology, Information and Internet
• 100 - 200 Employee
• Member

  • Jul 2022 - Present


Selligent Marketing Cloud

• Belgium
• Software Development
• 100 - 200 Employee

• Sales Director

  • Feb 2018 - Nov 2018

• Director of North American Partners

  • Oct 2016 - Jan 2018

  As the Director of North American Partners, I was responsible for all new and current agency relations. Having founded the Agency Partner Program at Selligent and in just 15 months grow that to 18 agency partners. These 18 partners helped us generate and close 45% of the total net new deals in NA 2017, bringing in brands like Snapfish, Kidbox and Fanduel. I lead all efforts in building a partner TAM, educating partners, new hires, strategic goals and vision, and creating a global collaboration… Show more As the Director of North American Partners, I was responsible for all new and current agency relations. Having founded the Agency Partner Program at Selligent and in just 15 months grow that to 18 agency partners. These 18 partners helped us generate and close 45% of the total net new deals in NA 2017, bringing in brands like Snapfish, Kidbox and Fanduel. I lead all efforts in building a partner TAM, educating partners, new hires, strategic goals and vision, and creating a global collaboration within the partner organization. Selligent is a global "consumer-first" marketing platform that powers customer relationships for Netflix, Fox Sports, Samsung, Walmart, IHG, and more than 700 other major brands in retail, travel, automotive, publishing, and financial services. Featuring enterprise-strength performance, Selligent's technology leads the industry in data management, campaign orchestration, and audience analytics. Selligent increases conversions and enhances engagement for mid-market to enterprise B2C marketers with its ability to deliver integrated, customer-centric experiences across email, display, mobile, social and in-store.

• Account Executive - General Business

  • Jan 2015 - Dec 2016

  Selligent is a global "consumer-first" marketing platform that powers customer relationships for Netflix, Fox Sports, Samsung, Walmart, IHG, and more than 700 other major brands in retail, travel, automotive, publishing, and financial services. Featuring enterprise-strength performance, Selligent's technology leads the industry in data management, campaign orchestration, and audience analytics. Selligent increases conversions and enhances engagement for mid-market to enterprise B2C marketers… Show more Selligent is a global "consumer-first" marketing platform that powers customer relationships for Netflix, Fox Sports, Samsung, Walmart, IHG, and more than 700 other major brands in retail, travel, automotive, publishing, and financial services. Featuring enterprise-strength performance, Selligent's technology leads the industry in data management, campaign orchestration, and audience analytics. Selligent increases conversions and enhances engagement for mid-market to enterprise B2C marketers with its ability to deliver integrated, customer-centric experiences across email, display, mobile, social and in-store During my time as an Account Executive, I worked with prospects and clients to: -Use digital marketing insight and commercial teaching techniques to educate customers about their industry - Coach customer stakeholders and build consensus for Selligent solutions within their organization - Collaborate with Selligent’s Business Development and Marketing teams to identify the right customer stakeholders to sell to - Independently and collaboratively strategize for solving deal-level challenges. - Develop and implement strategic territory plan to ensure the company exceeds its revenue objectives


X-Plore Holding
• Board Member

  • Jan 2008 - Oct 2017


StrongView

• United Kingdom
• Software Development

• Senior Enterprise Business Development

  • Jan 2014 - Feb 2015

  Lead outbound prospecting efforts for all the major metropolitan areas on the East-coast. Helped lead the prospecting efforts when we switched from a “spray and pray” to a targeted named account approach. Had a 129% quota attainment in 2014, and lead successful prospecting efforts into blue-chip companies like: The Children’s Place, Time Inc., WWE Entertainment, ZipCar, Etsy, Thrillist, The Vitamin Shoppe, etc. Resulting in being awarded the Presidents Club award for high achiever… Show more Lead outbound prospecting efforts for all the major metropolitan areas on the East-coast. Helped lead the prospecting efforts when we switched from a “spray and pray” to a targeted named account approach. Had a 129% quota attainment in 2014, and lead successful prospecting efforts into blue-chip companies like: The Children’s Place, Time Inc., WWE Entertainment, ZipCar, Etsy, Thrillist, The Vitamin Shoppe, etc. Resulting in being awarded the Presidents Club award for high achiever. At StrongView, we provide marketers with the technology, services and know-how to develop and manage effective cross-channel marketing programs. We start with an enterprise-class email marketing platform that is second to none, and extend it with a cross-channel campaign designer that lets marketers weave in social, mobile, web and display-ad elements to create an automated lifecycle experience for their customers. We bring our technology to life with an expert services team that offers strategy, creative and campaign execution services for marketers who need a little, or a lot of help. Show less Lead outbound prospecting efforts for all the major metropolitan areas on the East-coast. Helped lead the prospecting efforts when we switched from a “spray and pray” to a targeted named account approach. Had a 129% quota attainment in 2014, and lead successful prospecting efforts into blue-chip companies like: The Children’s Place, Time Inc., WWE Entertainment, ZipCar, Etsy, Thrillist, The Vitamin Shoppe, etc. Resulting in being awarded the Presidents Club award for high achiever… Show more Lead outbound prospecting efforts for all the major metropolitan areas on the East-coast. Helped lead the prospecting efforts when we switched from a “spray and pray” to a targeted named account approach. Had a 129% quota attainment in 2014, and lead successful prospecting efforts into blue-chip companies like: The Children’s Place, Time Inc., WWE Entertainment, ZipCar, Etsy, Thrillist, The Vitamin Shoppe, etc. Resulting in being awarded the Presidents Club award for high achiever. At StrongView, we provide marketers with the technology, services and know-how to develop and manage effective cross-channel marketing programs. We start with an enterprise-class email marketing platform that is second to none, and extend it with a cross-channel campaign designer that lets marketers weave in social, mobile, web and display-ad elements to create an automated lifecycle experience for their customers. We bring our technology to life with an expert services team that offers strategy, creative and campaign execution services for marketers who need a little, or a lot of help. Show less



Druva Inc.

• United States
• Hospitals and Health Care

• Sales Development Representative, Mid-Market

  • Jul 2013 - Dec 2013

  High volume prospecting into mid enterprise organizations via cold calling, networking, e-mail, as well as utilizing Internet information sources to build and maintain a lead development pipeline Penetrated, profiled, and scheduled well qualified appointments with key decision makers within global 2000 or “targeted” companies Consistently meet and exceed opportunity quotas to deliver optimal sales pipeline Researched customers, identify decision makers, educate prospects and qualify… Show more High volume prospecting into mid enterprise organizations via cold calling, networking, e-mail, as well as utilizing Internet information sources to build and maintain a lead development pipeline Penetrated, profiled, and scheduled well qualified appointments with key decision makers within global 2000 or “targeted” companies Consistently meet and exceed opportunity quotas to deliver optimal sales pipeline Researched customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency Extensive use of CRM (salesforce) to maintain accurate activity, contact, and account information of all customers and prospects Created and prioritized strategic target account lists within a defined territory Show less High volume prospecting into mid enterprise organizations via cold calling, networking, e-mail, as well as utilizing Internet information sources to build and maintain a lead development pipeline Penetrated, profiled, and scheduled well qualified appointments with key decision makers within global 2000 or “targeted” companies Consistently meet and exceed opportunity quotas to deliver optimal sales pipeline Researched customers, identify decision makers, educate prospects and qualify… Show more High volume prospecting into mid enterprise organizations via cold calling, networking, e-mail, as well as utilizing Internet information sources to build and maintain a lead development pipeline Penetrated, profiled, and scheduled well qualified appointments with key decision makers within global 2000 or “targeted” companies Consistently meet and exceed opportunity quotas to deliver optimal sales pipeline Researched customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency Extensive use of CRM (salesforce) to maintain accurate activity, contact, and account information of all customers and prospects Created and prioritized strategic target account lists within a defined territory Show less



San Jose State University

• United States
• Higher Education
• 700 & Above Employee

• Content Management System Administrator

  • Jun 2011 - Sep 2012

  Organize large collection of class materials for an Advanced Research Methods class Chose, installed, and configured an appropriate content management system Chose and implemented main features of the system ; uploaded, updated and maintained the content Made the materials more accessible, easier to find, easier to use, and easier to maintain Organize large collection of class materials for an Advanced Research Methods class Chose, installed, and configured an appropriate content management system Chose and implemented main features of the system ; uploaded, updated and maintained the content Made the materials more accessible, easier to find, easier to use, and easier to maintain



Western Psychology Association

• Canada
• Primary and Secondary Education
• 1 - 100 Employee

• Presenter at the Western Psychology Association 2012 for research in Consumer Psychology

  • Mar 2012 - Mar 2012

  Research question: How does product perception depend on the writing style of online descriptions? Designed the experiment, created experimental materials, and collected data Analyzed the data with multiple repeated-measures Analysis of Variance models Presented the results with co-authors at the Western Psychology Association’s Annual Conference in 2012 Research question: How does product perception depend on the writing style of online descriptions? Designed the experiment, created experimental materials, and collected data Analyzed the data with multiple repeated-measures Analysis of Variance models Presented the results with co-authors at the Western Psychology Association’s Annual Conference in 2012