Senior Manager, Revenue Enablement

• Feb 2022 - Present

- Supporting the hiring, onboarding and skills development of 80+ ICs and leaders under Sales and CS - Currently leading a team of three Revenue Enablement and Product Enablement managers, supporting Sales Development, Account Executives, Solutions Engineers, Partnerships and Customer Success - Co-built the foundation for Webflow’s first Sales Development team - Drives training/adoption of Winning by Design sales methodology and co-authored an end-to-end Sales Playbook - Builds… Show more - Supporting the hiring, onboarding and skills development of 80+ ICs and leaders under Sales and CS - Currently leading a team of three Revenue Enablement and Product Enablement managers, supporting Sales Development, Account Executives, Solutions Engineers, Partnerships and Customer Success - Co-built the foundation for Webflow’s first Sales Development team - Drives training/adoption of Winning by Design sales methodology and co-authored an end-to-end Sales Playbook - Builds and maintains custom onboarding tracks for all Sales and CS roles - Developing an e-learning curriculum (WorkRamp) and knowledge base strategy (Highspot) - Owns process change management, skills development, product training and tools training for a Sales field of 150 - Creates and facilitates a “Sales Academy” with 20 tailored and interactive sessions (primarily for AEs) - Produced two highly successful Sales Kickoff (SKO) events in both Anaheim and San Diego and planning a 3rd SKO + Webflow's first Presidents Club - Continually optimizes Webflow's Sales Process to increase conversions - Supports the GTM roll-out of multiple major product releases - Helping to build an outbound pipe gen strategy to support Webflow’s move upmarket

Senior Sales Enablement Manager

• Jun 2021 - Present

Senior Sales Enablement Manager

• Jan 2021 - May 2021

- Supported a sales team of 50 people across SDR/BDR and AE functions as the sole Enablement leader Insightly’s sellers create outbound pipeline, sell multiple products in the most competitive software market in the world (CRM), and manage a full, complex sales cycle across multiple stakeholders. - Built successful onboarding and sales training programs to support the skills development for new hires and those newly promoted - Supported and facilitated all product training for the… Show more - Supported a sales team of 50 people across SDR/BDR and AE functions as the sole Enablement leader Insightly’s sellers create outbound pipeline, sell multiple products in the most competitive software market in the world (CRM), and manage a full, complex sales cycle across multiple stakeholders. - Built successful onboarding and sales training programs to support the skills development for new hires and those newly promoted - Supported and facilitated all product training for the sales team - Evaluated and deployed a conversation intelligence tool (Gong) and LMS (WorkRamp) - Single handedly built a full e-learning curriculum to support the continued development of the sales team - My work played a part in positively impacting the following KPIs – AE productivity (bookings per AE), win rate, ASP and product attach rate

Sales Enablement Manager

• Aug 2018 - May 2021

Sales Manager

• Oct 2017 - May 2021

Senior Sales Manager - Local Client Partner

• Mar 2012 - Jun 2017

- Assisted in the development of Local Client Partner: a beta segment of the Account Management team focused on revenue growth through upsells, added locations, and added products - Team Averaged 115% of quota - Lead a team that managed a book of business billing $25 million annually - Mastered lead-prospecting, need-based qualifying, objection handling, streamlined pitch process, closing, farming leads to multiple upgrades, and client retention through relationship building -… Show more - Assisted in the development of Local Client Partner: a beta segment of the Account Management team focused on revenue growth through upsells, added locations, and added products - Team Averaged 115% of quota - Lead a team that managed a book of business billing $25 million annually - Mastered lead-prospecting, need-based qualifying, objection handling, streamlined pitch process, closing, farming leads to multiple upgrades, and client retention through relationship building - Took on the second segment team in San Francisco, 4th nationally, and helped scale the group from 14 reps to 45 in the San Francisco office alone - Managed 5 of my reps to a promotion to a Strategic Client Partner role (working with local advertisers spending $1K+ per month) - Responsible for internal candidate sourcing, interviewing and hiring for all new training classes (prospecting top Account Executive talent) - Built curriculum for new hire training including material on how to balance directness with tack and effective open call scripts

Senior Sales Manager - Inbound Sales

• Jul 2015 - Jun 2016

- Helped establish Inbound Sales: a beta sales team focused on fielding inbound calls, providing service, and pivoting the conversation to advertising sales - Chosen as the only Sales Manager to take on this team out of 40+ Local Sales Managers in San Francisco - Lead the only Inbound Sales team in San Francisco - Team averaged 128% of quota (Top team 2 of 5 months) - Generated ~$1.5 million in gross revenue with an average deal size of $2.5K - Promoted to Senior Sales… Show more - Helped establish Inbound Sales: a beta sales team focused on fielding inbound calls, providing service, and pivoting the conversation to advertising sales - Chosen as the only Sales Manager to take on this team out of 40+ Local Sales Managers in San Francisco - Lead the only Inbound Sales team in San Francisco - Team averaged 128% of quota (Top team 2 of 5 months) - Generated ~$1.5 million in gross revenue with an average deal size of $2.5K - Promoted to Senior Sales Manager while in this role - Was responsible for creating structure: pipeline management, sales strategy, daily expectations, as well as training materials - Learned to troubleshoot technical issues with inbound phone line, inefficiencies in my team, and emotional volatility in sales reps

Sales Manager

• Jul 2014 - Jun 2016

- Averaged 110% of quota over two years, and 125% in first year - Lead a team that booked over $3.5 million for Yelp in first two years with an average deal size of $3K - Was responsible for a team quota of $130k-$230k/month (depending on rep ramp-up) - Managed and trained a team of up to 12 local sales representatives - Trained, developed, and managed two of the top sales reps at Yelp (both President Club attendees) - Groomed and prepared multiple reps for promotion to the… Show more - Averaged 110% of quota over two years, and 125% in first year - Lead a team that booked over $3.5 million for Yelp in first two years with an average deal size of $3K - Was responsible for a team quota of $130k-$230k/month (depending on rep ramp-up) - Managed and trained a team of up to 12 local sales representatives - Trained, developed, and managed two of the top sales reps at Yelp (both President Club attendees) - Groomed and prepared multiple reps for promotion to the Mid-Market sales team and Local Sales Management - Designed and lead monthly sales trainings for new hires (50+ new salespeople at a time) - Presented to new sales managers on how to hold effective 1:1 meetings - Mentored 6 sales reps per year in the Leadership Development Program

Account Executive

• Mar 2012 - Apr 2013

- Managed leads in order to drive the full sales cycle from prospecting clients to closing deals - Averaged 60+ dials a day to SMBs, perfected a sales pitch with a 40% close ratio - Selected to pilot a revenue estimator tool which provides business owners a clear way to calculate ROI - Participated in a New Hire Mentorship program designed to welcome new sales reps and improve office morale - Served as a guest speaker in several training seminars to help new sales reps improve… Show more - Managed leads in order to drive the full sales cycle from prospecting clients to closing deals - Averaged 60+ dials a day to SMBs, perfected a sales pitch with a 40% close ratio - Selected to pilot a revenue estimator tool which provides business owners a clear way to calculate ROI - Participated in a New Hire Mentorship program designed to welcome new sales reps and improve office morale - Served as a guest speaker in several training seminars to help new sales reps improve their performance - Promoted to Management after 14 months in Sales (one of Yelp’s fastest promotions to Management)

Marketing Assistant

• Sep 2011 - Dec 2011

One of 17 candidates chosen out of 500 to establish Yelp.com in Australia; wrote 300+ reviews of local establishments; verified listing information; helped troubleshoot website issues One of 17 candidates chosen out of 500 to establish Yelp.com in Australia; wrote 300+ reviews of local establishments; verified listing information; helped troubleshoot website issues

Project Assistant / Event Coordinator

• Mar 2011 - Sep 2011

Worked alongside the project director in the coordination of a national charity cycle event; helped create a daily support plan; helped managed outside event sponsorships; booked travel and accommodation; assisted with advertising and fundraising projects; arranged venue hire, catering, PR, media plan, and run sheet; managed guest lists for multiple events; drafted emails and other event literature using Microsoft Word, Excel and Google Docs Worked alongside the project director in the coordination of a national charity cycle event; helped create a daily support plan; helped managed outside event sponsorships; booked travel and accommodation; assisted with advertising and fundraising projects; arranged venue hire, catering, PR, media plan, and run sheet; managed guest lists for multiple events; drafted emails and other event literature using Microsoft Word, Excel and Google Docs

Outreach Events Coordinator

• Aug 2010 - Nov 2010

Managed the training of young children in South African townships; arranged free classes in community centers; assigned and managed individual teacher schedules; managed social media Coordinated a performance for South African Heritage Day; organized event structure with site host; coordinated transportation for a hundred children; organized food sponsors and distribution points; designed the flow of space for the event; oversaw the involvement of several non-profit groups in the production Managed the training of young children in South African townships; arranged free classes in community centers; assigned and managed individual teacher schedules; managed social media Coordinated a performance for South African Heritage Day; organized event structure with site host; coordinated transportation for a hundred children; organized food sponsors and distribution points; designed the flow of space for the event; oversaw the involvement of several non-profit groups in the production

Dance Studio Director / Dance Instructor

• Sep 2008 - Aug 2010

Dance Instructor / Choreographer / Stage Manager

• Sep 2001 - Aug 2009

Dance Instructor

• Jan 2008 - Jun 2008

Instructed Jazz Dance as part of the Physical Education Department (OPERS) for 2 quarters Instructed Jazz Dance as part of the Physical Education Department (OPERS) for 2 quarters