Experience

Definitive Healthcare

• United States
• Information Services
• 700 & Above Employee

• Manager, Sales Training

  • Aug 2022 - Present

  Remote As a member of the Sales Training team, my primary focus is on top-of-funnel sales fundamentals and activities. This includes creating, sourcing, and delivering training to the Sales Development Reps (SDRs) who qualify and validate leads for their associated Sales Executives, SDRs who are eligible for promotion, and full-cycle reps (New Business, Customer Success, Account Management) when they're onboarded + their top-of-funnel activities. Some major projects and focuses include: +… Show more As a member of the Sales Training team, my primary focus is on top-of-funnel sales fundamentals and activities. This includes creating, sourcing, and delivering training to the Sales Development Reps (SDRs) who qualify and validate leads for their associated Sales Executives, SDRs who are eligible for promotion, and full-cycle reps (New Business, Customer Success, Account Management) when they're onboarded + their top-of-funnel activities. Some major projects and focuses include: + SDR Development Program - Creating a syllabus to prepare SDRs for the next step in their sales career to a full-cycle rep - Working with internal stakeholders to ensure the program is meeting their needs - Orchestrating certification checkpoints for each rep to pass before they can continue within the program - Evolving the program as the company grows + SDR Onboarding Program - Work with a similar but not entirely same set of stakeholders to onboard entry-level reps, inclusive of systems & skill based training - Increased rigor of program to challenge new reps further + New Hire Onboarding Program - Facilitate skill-based trainings for all full-cycle reps, rooted in the Definitive Sales Methodology created in 2021. Show less



Criteria Corp

• United States
• Software Development
• 100 - 200 Employee

• Sr Manager, Product Strategist

  • Nov 2021 - Jun 2022

  Remote Criteria Corp is a leading provider of professionally developed assessments designed to serve as a guideline for hiring, maintaining, and understanding tendencies/preferences of both potential and current employees based on their answers. Report to CPO & VP of Product depending on project scope. • Deliver insights from market research and client conversations to drive the direction of the product roadmap • Present findings to CEO and CPO of new prospective features/assessments… Show more Criteria Corp is a leading provider of professionally developed assessments designed to serve as a guideline for hiring, maintaining, and understanding tendencies/preferences of both potential and current employees based on their answers. Report to CPO & VP of Product depending on project scope. • Deliver insights from market research and client conversations to drive the direction of the product roadmap • Present findings to CEO and CPO of new prospective features/assessments, important qualities of those features, and desirable outcomes for clients as well as a range of prospective revenue opportunity based on current and future client need/adoption o Language Proficiency testing was seen as an opportunity to expand our offering/match the market with revenue potential of ~$4MM annually based on adoption; recommended not to acquire a vendor, but incentivize a partnership through profit sharing/referrals • Serve as product liaison on go-to market team’s prospect & current client calls; ask product-relative discovery questions to return with actionable moves to the product team and provide high-level overview of product roadmap to incentivize a continued partnership • Work with product managers & engineers on feature delivery expectations/deadlines as well as reprioritizations based on revenue opportunity/need • Restart an avenue for product feedback & direction in the Customer Advisory Council, intended to discuss industry trends with HR leaders in enterprise-level organizations and incentivize partnerships through delivery of the product roadmap & recent research Show less



Corporate Visions

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

• Product Operations Manager

  • Jul 2020 - Nov 2021

  Remote Corporate Visions, Inc is a Sales & Marketing enablement company that approaches selling and content creation/management through a neurological & psychological lens. • Headed operational implementation of a new Learning Management System (Allego) for a unique use-case to blend the functionality of the LMS and the requirements (security, trademark, layout, and more) of CVI's various versions of e-learning • Created 300+ courses (in 7 different languages) in two months. Continuing to… Show more Corporate Visions, Inc is a Sales & Marketing enablement company that approaches selling and content creation/management through a neurological & psychological lens. • Headed operational implementation of a new Learning Management System (Allego) for a unique use-case to blend the functionality of the LMS and the requirements (security, trademark, layout, and more) of CVI's various versions of e-learning • Created 300+ courses (in 7 different languages) in two months. Continuing to manage custom course requests and builds to fit clients' needs through aligning with the Corporate Visions IP and multiple varying scopes • Manage creation, development, timelines, and communications of external & internal stakeholders in the creation of globally-distributed IP • Oversee creation & distribution of custom courses, platform & user management within Allego LMS • Manage Localization projects that include multiple different file types & intricacies with a third party translation firm for our course material, learning supplements, and internal content • Maintain/update the most recent custom content on our current subscriber portal for easy client access • Develop & enhance operational communications and training to proactively inform CVI teams of ongoing product development, including any small changes to IP • Orchestrate & launch tailored tests for our IP on Usertesting.com for immediate feedback, followed by a communication via presentation of feedback & my suggestions for improvement Show less



Tripadvisor

• United States
• Software Development
• 700 & Above Employee

• Sales Enablement Manager

  • Sep 2019 - May 2020

  Needham Heights, Massachusetts, United States Led onboarding and training operations for all of America's Inside Sales Organization. Hosted multiple weeks of hands-on training for new employees to empower and educate them on products, platforms, best practices, and mock client calls in order to best prepare them for their role. Part of the COVID-19 pandemic workforce reduction in May 2020. • Directly supervised new employees and worked to integrate them into their respective departments (Retention, Account Exec, Transactional) by… Show more Led onboarding and training operations for all of America's Inside Sales Organization. Hosted multiple weeks of hands-on training for new employees to empower and educate them on products, platforms, best practices, and mock client calls in order to best prepare them for their role. Part of the COVID-19 pandemic workforce reduction in May 2020. • Directly supervised new employees and worked to integrate them into their respective departments (Retention, Account Exec, Transactional) by collaborating on realistic goals for them • Work directly with Sr. Sales Training Manager (EMEA) to constantly improve & update new hire training- creating modules, mock scenarios for new hires, and providing proof of concept to management • Spearheaded multiple different projects regarding optimization of pipelines & dashboards, integrating new learning management systems, and product launches internally. • Collaborate with Reps, Sales Managers, and Director(s) to establish positive trends on the team and what their reps find most valuable to quantify/qualify that into educational modules • Create & modify materials for new hire training to keep up with constant updates to products • Coaching new hires through their first few weeks contacting clients and assisting in process-related questions • Go-to contact for Sales Enablement Updates that are process, platfom, and selling-driven • Work directly with the Director of Go-To Market Strategy to formulate training & e-learning modules for internal use • Lead & orchestrate internal, informational debrief sessions as one of the champions on brand new, industry-shaking platforms & products • Expanded role developing & delivering Salesforce logic with pillars outside of Hotels (CoreX, Display & Media, Enterprise, Cruise Critic)

• Hotel Solutions Specialist

  • Jul 2018 - Sep 2019

  Needham, MA Serve as a consultant for high-end hospitality groups on allocating their marketing spend appropriately in allegiance with TripAdvisor. Provide demos on features, consultation on page hygiene & trends in hospitality, and streamlining for property owners and marketing groups. • Deliver deep product functionality and suggestions to subscribing partners with complete sales cycle knowledge • Empower users with complete control over their portfolio's management center for… Show more Serve as a consultant for high-end hospitality groups on allocating their marketing spend appropriately in allegiance with TripAdvisor. Provide demos on features, consultation on page hygiene & trends in hospitality, and streamlining for property owners and marketing groups. • Deliver deep product functionality and suggestions to subscribing partners with complete sales cycle knowledge • Empower users with complete control over their portfolio's management center for self-sufficiency • Extensive negotiation and knowledge to cater products to specific properties and groups • Troubleshooting with clients, following up with tickets on Jira, and monitoring/escalating issues as appropriate • Enablement through serving as customer support specialist for properties with platform quandaries • Extensive account management skills: monitoring at-risk accounts, calendar management, and maintaining a large (>$1MM ARR) portfolio of properties renewing • Deliver catered hospitality trends to global hospitality groups with tact • Presented solutions at in-person hospitality conferences to both new and existing clients • Served on the Rep Advisory Board- acting as a liaison to our operations team for improvements and changed into our POS system (Salesforce)



Oracle

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Account Manager, Contract Advisory SaaS

  • Mar 2018 - Jul 2018

  Burlington, MA Internal promotion after 8 months. Served as a value consultant to current Oracle clients with On-Premise applications who can always save money long-term by migrating to Oracle cloud. • Worked on a team to enrich current Oracle on-premise customers with contract ambiguities and succession options come the conclusion of their current contract • Utilized CRM to track interactions through internal Oracle systems • Monitored interactions and achieved weekly quota of calls, emails… Show more Internal promotion after 8 months. Served as a value consultant to current Oracle clients with On-Premise applications who can always save money long-term by migrating to Oracle cloud. • Worked on a team to enrich current Oracle on-premise customers with contract ambiguities and succession options come the conclusion of their current contract • Utilized CRM to track interactions through internal Oracle systems • Monitored interactions and achieved weekly quota of calls, emails, and social media communications • Scheduled internal and external meetings via Outlook to discuss pipeline, deal cycle, product information, demos, and more • Made cold calls and crafted cold emails to potential clients regarding benefits of Oracle's solutions • Orchestrated campaigns to be sent to potential clients • Served as the go-to associate for all things regarding pricing within team's product pillar • Present findings on different products at weekly meetings to team-members and Regional Manager

• Business Development Consultant

  • Jun 2017 - Feb 2018

  Burlington, MA Worked on a team to source new business. Initiated sales process on a back-office applications team focusing on financial, supply chain, and human resources applications for companies east of the Mississippi River. • Utilized Oracle CRM to track interactions through internal Oracle systems • Presented personal business at the end of each fiscal quarter to review pipeline and project forecast for the coming quarter (FY18 Q2 and Q3 projected accuracy within .5% and 2%… Show more Worked on a team to source new business. Initiated sales process on a back-office applications team focusing on financial, supply chain, and human resources applications for companies east of the Mississippi River. • Utilized Oracle CRM to track interactions through internal Oracle systems • Presented personal business at the end of each fiscal quarter to review pipeline and project forecast for the coming quarter (FY18 Q2 and Q3 projected accuracy within .5% and 2% respectively) • Orchestrated campaigns to be sent to potential clients • Served as the go-to associate for all things regarding pricing within the team's product pillar • Senior team-member: assisted supervisor in coordinating different charitable events and team outings • Monitored interactions and achieved weekly quota of calls, emails, and social media communications • Scheduled internal and external meetings via Microsoft Outlook to discuss pipeline, deal cycle status, product information, demos, and more • Made cold calls and crafted cold emails to potential clients regarding the benefits of Oracle's solutions