Chief Executive Officer

• 2022 - Present

Board - Managing Director

• 2022 - Present

Co-Founder

• 2018 - Present

Chief Operating Officer / Operating Executive

• 2020 - 2022

Operating Executive for a PE-Backed, Founder-led vertical SaaS disrupting the faithtech sector with payments software, CRM and content solutions. Led a team of global sales, marketing, product management and CX professionals focused on rapid organic growth across SMB, Enterprise and B2C. Operating Executive for a PE-Backed, Founder-led vertical SaaS disrupting the faithtech sector with payments software, CRM and content solutions. Led a team of global sales, marketing, product management and CX professionals focused on rapid organic growth across SMB, Enterprise and B2C.

Chief Sales Officer

• Mar 2019 - Sep 2020

Venture-backed disruptor of the $10Bn payroll and benefits market. Scaled and led a high-performance team of sales and operations professionals across multiple B2B market segments utilizing both direct and levered distribution. * Drove 58% organic growth through a balanced land/expand model * Accelerated levered distribution strategy, expanding our indirect channel through accountants and other advisors * Key leadership with Engineering, Product and Marketing as we navigated new… Show more Venture-backed disruptor of the $10Bn payroll and benefits market. Scaled and led a high-performance team of sales and operations professionals across multiple B2B market segments utilizing both direct and levered distribution. * Drove 58% organic growth through a balanced land/expand model * Accelerated levered distribution strategy, expanding our indirect channel through accountants and other advisors * Key leadership with Engineering, Product and Marketing as we navigated new product releases, developed market-based roadmaps, explored new paid/referral lead sources and maintained a healthy LTV/CAC despite rapid scale * Built a high performance culture delivering increasing productivity through new sales methodologies, funnel velocity tools and data-centric coaching, all while delivering the highest iNPS at Gusto and 90% percentile for tech Show less Venture-backed disruptor of the $10Bn payroll and benefits market. Scaled and led a high-performance team of sales and operations professionals across multiple B2B market segments utilizing both direct and levered distribution. * Drove 58% organic growth through a balanced land/expand model * Accelerated levered distribution strategy, expanding our indirect channel through accountants and other advisors * Key leadership with Engineering, Product and Marketing as we navigated new… Show more Venture-backed disruptor of the $10Bn payroll and benefits market. Scaled and led a high-performance team of sales and operations professionals across multiple B2B market segments utilizing both direct and levered distribution. * Drove 58% organic growth through a balanced land/expand model * Accelerated levered distribution strategy, expanding our indirect channel through accountants and other advisors * Key leadership with Engineering, Product and Marketing as we navigated new product releases, developed market-based roadmaps, explored new paid/referral lead sources and maintained a healthy LTV/CAC despite rapid scale * Built a high performance culture delivering increasing productivity through new sales methodologies, funnel velocity tools and data-centric coaching, all while delivering the highest iNPS at Gusto and 90% percentile for tech Show less

EVP / Chief Revenue Officer

• Jan 2017 - Mar 2019

Led a team of SaaS sales, marketing, finance, customer engineering, operations and CX professionals (traditional COO functions) focused on growing a global $600M SaaS business across the SMB, Mid- and Enterprise B2B segments. • Delivered sustained 50+% organic growth in CPaaS while improving productivity and expanding globally. • Architected a complete transformation of the go-to-market structure to capture additional growth in global market segments where SaaS adoption was… Show more Led a team of SaaS sales, marketing, finance, customer engineering, operations and CX professionals (traditional COO functions) focused on growing a global $600M SaaS business across the SMB, Mid- and Enterprise B2B segments. • Delivered sustained 50+% organic growth in CPaaS while improving productivity and expanding globally. • Architected a complete transformation of the go-to-market structure to capture additional growth in global market segments where SaaS adoption was accelerating. Built new routes-to-market, including direct, channel, ISV and SI. • Introduced new martech strategies leveraging Account Based Marketing to drive leads across a multitude of target C-Level personas across SMB, mid-market, and enterprise through a variety of digital assets. • Drove product integration strategy, creating a new category promoting our micro-services platform. • Transformed our post-sales CX by aligning customer success teams with performance metrics and tools. • Key member of leadership team: company strategy, investor meetings, quarterly earnings, board meetings and M&A. Show less Led a team of SaaS sales, marketing, finance, customer engineering, operations and CX professionals (traditional COO functions) focused on growing a global $600M SaaS business across the SMB, Mid- and Enterprise B2B segments. • Delivered sustained 50+% organic growth in CPaaS while improving productivity and expanding globally. • Architected a complete transformation of the go-to-market structure to capture additional growth in global market segments where SaaS adoption was… Show more Led a team of SaaS sales, marketing, finance, customer engineering, operations and CX professionals (traditional COO functions) focused on growing a global $600M SaaS business across the SMB, Mid- and Enterprise B2B segments. • Delivered sustained 50+% organic growth in CPaaS while improving productivity and expanding globally. • Architected a complete transformation of the go-to-market structure to capture additional growth in global market segments where SaaS adoption was accelerating. Built new routes-to-market, including direct, channel, ISV and SI. • Introduced new martech strategies leveraging Account Based Marketing to drive leads across a multitude of target C-Level personas across SMB, mid-market, and enterprise through a variety of digital assets. • Drove product integration strategy, creating a new category promoting our micro-services platform. • Transformed our post-sales CX by aligning customer success teams with performance metrics and tools. • Key member of leadership team: company strategy, investor meetings, quarterly earnings, board meetings and M&A. Show less

President - Global Business Division

• Jan 2013 - Dec 2016

Led a team of 3,500 direct/indirect/inside sales, marketing, product ops and finance professionals charged with growing a $6B P&L across a global SaaS portfolio of data, voice, hosting, cloud computing, managed and IT services. • Combined multiple teams with varying performance into a single team focused on a combination of new logo acquisition, base retention/conversion and upselling to complex managed and hosting services. • Drove disciplined sales approach tuned to specific… Show more Led a team of 3,500 direct/indirect/inside sales, marketing, product ops and finance professionals charged with growing a $6B P&L across a global SaaS portfolio of data, voice, hosting, cloud computing, managed and IT services. • Combined multiple teams with varying performance into a single team focused on a combination of new logo acquisition, base retention/conversion and upselling to complex managed and hosting services. • Drove disciplined sales approach tuned to specific customer segments, ranging from high-activity models for SMB acquisition to complex transaction and base conversion strategies for the Fortune 500 and multi-national accounts. • Led multi-billion dollar Federal and Government services division under security clearance • Led 170 partners and 6,000 selling agents as an augment to direct sales team. Additionally, utilizing system integrators as a way to reach key influencers for complex services • Led CLEC and other out-of-territory strategies to attack key customer opportunities across multiple segments. • Ensured profitable customer economics through leadership of special pricing and complex transaction teams • Executed key selling strategies including data acquisition, MTU, multi-site, and cloud computing.

SVP / Region President - Operations

• Mar 2009 - Dec 2012

Led a team of 2,100 sales, retail, marketing, operations, finance and technical service delivery professionals charged with growing a $2.5B P&L across B2C/B2B segments with a portfolio of data, video, voice and IT services. • Driving incremental sales through a variety of acquisition/retention programs across multiple retail, door-to-door, business direct, call center, MDU, reseller and online channels. Y/Y performance improvement trending 114%. • Launched industry-first delivery of… Show more Led a team of 2,100 sales, retail, marketing, operations, finance and technical service delivery professionals charged with growing a $2.5B P&L across B2C/B2B segments with a portfolio of data, video, voice and IT services. • Driving incremental sales through a variety of acquisition/retention programs across multiple retail, door-to-door, business direct, call center, MDU, reseller and online channels. Y/Y performance improvement trending 114%. • Launched industry-first delivery of IPTV over a bonded pair, utilizing a multi-channel strategy to drive consumers to this game-changing video product. Unit/churn/yield results trending well above plan expectations. • Introduced new service metrics to focus front-line on lifetime value of each customer interaction. • Defeated harmful regulation through legislative efforts and Senate testimony. • Transitioned a function-oriented team to a regional model accountable for street-level execution of daily sales and service metrics. Integrated a variety of systems and processes as a result of the acquisition.

VP, Sales and Customer Service

• Jan 2007 - Mar 2009

Led a nation-wide team of 1,100 sales and service professionals charged with acquiring new growth while protecting $1.8B in annual revenue across a variety of voice, data, wireless and IT services. • Awarded the JD Power Award for highest customer satisfaction for enterprise telecom services • Drove an 18% improvement in unit sales across the small business channel through a combination of aligning field training with new hiring profile, a focus on quality sales interactions and… Show more Led a nation-wide team of 1,100 sales and service professionals charged with acquiring new growth while protecting $1.8B in annual revenue across a variety of voice, data, wireless and IT services. • Awarded the JD Power Award for highest customer satisfaction for enterprise telecom services • Drove an 18% improvement in unit sales across the small business channel through a combination of aligning field training with new hiring profile, a focus on quality sales interactions and performance accountability. • Led our Enterprise Care team to a new service model centered around vertical markets while driving 11% productivity across customer order entry, billing, service provisioning and repair processes. • Introduced sales culture/metrics in the Service Repair team for the first time in EQ history, driving more than 2,000 sales in 2008 while also introducing a new set of PC and Local Area Network repair services. • Removed/Redesigned a number of internal processes that were inhibiting sales & care agents from truly delighting our business customers – as a result, customer satisfaction is currently at historical highs.

VP, Marketing and Product

• Apr 2005 - Jan 2007

Built and led a 160 member multi-functional marketing, product, pricing and channel team with direct accountability for growing a $1.8B revenue stream covering the full spectrum of business wireline and wireless services. • Delivered industry-leading double digit revenue growth through a mix of creative acquisition and retention campaigns while launching new products and channels geared at growing total customer telecom & IT wallet. • Accountable for creating profitable, high-growth B2B… Show more Built and led a 160 member multi-functional marketing, product, pricing and channel team with direct accountability for growing a $1.8B revenue stream covering the full spectrum of business wireline and wireless services. • Delivered industry-leading double digit revenue growth through a mix of creative acquisition and retention campaigns while launching new products and channels geared at growing total customer telecom & IT wallet. • Accountable for creating profitable, high-growth B2B innovations. Successfully launched 3 industry firsts, including the industry’s first fixed-mobile convergence product (Smart Connect), Wi-Fi Mesh, and MVNO wireless services. • Managed a portfolio of several hundred products and services in various stages of product maturity. • Developed EQ’s customer migration to IP-based data, voice and application services as a means to transition away from traditional telecom technologies while taking advantage of cost-savings and developing new revenue streams. • Launched new EQ brand and sustaining media campaigns through TV, print, online, out-of-home, and press/analysts • Created 4 primary customer segments and deployed multiple channels to maximize segment profitability, including field sales resources, call centers, third-party channels, retail store assets, and web/online channels. • Interacted regularly with the Board of Directors on strategic recommendations on new lines of business.

VP - Marketing and New Product/Service Development

• Jan 2004 - Mar 2005

Appointed to new product development & marketing role charged with the creation and launch of innovative applications, services and wireless/wireline technologies for the $11 Billion business-to-business division. • Created and deployed an innovative approach to solution development by leading several cross-functional pursuit teams, reducing cycle time by over 40% while significantly limiting capital investment exposure. • Led the business division’s market sensing team, accountable for… Show more Appointed to new product development & marketing role charged with the creation and launch of innovative applications, services and wireless/wireline technologies for the $11 Billion business-to-business division. • Created and deployed an innovative approach to solution development by leading several cross-functional pursuit teams, reducing cycle time by over 40% while significantly limiting capital investment exposure. • Led the business division’s market sensing team, accountable for identifying new customer/technology trends, creating investment strategies to monetize, and engaging partners to deliver profitable and sticky solution sets. • Launched the industry’s first comprehensive set of wireless managed services – Sprint Managed Mobility Services – removing a significant barrier to wireless adoption and creating new revenue in advance of the EVDO market launch. • Created new knowledge leadership marketing strategies to reach wireless decision makers outside of the IT shop. • Featured in various national/industry print and other media highlighting innovative service development and strategy.

AVP - Finance, Pricing & Market Strategy

• Jan 2003 - Jan 2004

Promoted to lead the pricing and channel strategy team for the $11 Billion suite of business products and services. Directed a team of 60 product marketing, research, business development and pricing professionals. • Created first set of wireless, wireline and local bundled services, allowing Sprint to penetrate new market segments and grow profitability while competitors lost share in local territories. • Developed and launched several innovative ROI and sales targeting tools arming… Show more Promoted to lead the pricing and channel strategy team for the $11 Billion suite of business products and services. Directed a team of 60 product marketing, research, business development and pricing professionals. • Created first set of wireless, wireline and local bundled services, allowing Sprint to penetrate new market segments and grow profitability while competitors lost share in local territories. • Developed and launched several innovative ROI and sales targeting tools arming the channel with the means to calculate tangible productivity values using customer economics, thus moving the sale away from pure price. • Actively managed the business product/service portfolio P&L and navigated through dynamic state, federal and international regulatory environments by creating innovative, compliant pricing structures and tactics.

Various finance, marketing, product management executive positions

• 1998 - Jan 2003

Investment Banking Officer

• Jun 1994 - Jul 1996