Experience

STARLIMS

• United States
• Software Development
• 100 - 200 Employee

• Chief Revenue Officer

  • Nov 2023 - Present

  Greater Boston



LiveAction - Network Performance Management

• Chief Revenue Officer

  • Dec 2019 - Sep 2022

  LiveAction develops IT visibility, analytics and diagnostic solutions designed to simplify network management. Grew revenues from $35M to $60M+, doubled subscription revenues and grew new ARR by 80%



Jenzabar

• United States
• Information Technology & Services
• 300 - 400 Employee

• Chief Revenue Officer (CRO)

  • Oct 2018 - Sep 2019

  Greater Boston Area Responsible for global revenues for this $100M profitable privately owned enterprise SW company. Team of 45 including Sales, Sales Ops, Solution Engineering as well as Customer Success. Through organizational changes, implementation of a new sales methodology and new CRM system we drove company growth and significant new name deal success.



SmartBear Software

• Spain

• CRO

  • May 2016 - May 2018

  Somerville, MA Managed a 140+ employees for a high velocity global sales model that grew from $60M to $100M run rate with 40% EBITDA in two years for this private equity backed company. Through organizational change, improved sales methodologies and effective leadership, we increased growth rates, produced significant productivity improvements, and reduced turnover. These changes boosted revenue by the highest rate in years resulting in an acquisition in May of 2017 by Francisco Partners.



Digital Guardian

• Motor Vehicle Manufacturing
• 1 - 100 Employee

• Chief Operating Officer

  • Mar 2014 - Mar 2016

  Waltham, MA Digital Guardian is the leading security provider of enterprise information protection software and services. Revenues grew from $25 to $80M during my tenure with the company. Partnered with the CEO to undertake a number of initiatives and management responsibilities including acquisitions and integration, sales support, organizational transitions as well as product development with the goal of creating operational excellence and accelerated growth. Drove transition towards a recurring… Show more Digital Guardian is the leading security provider of enterprise information protection software and services. Revenues grew from $25 to $80M during my tenure with the company. Partnered with the CEO to undertake a number of initiatives and management responsibilities including acquisitions and integration, sales support, organizational transitions as well as product development with the goal of creating operational excellence and accelerated growth. Drove transition towards a recurring revenue model that resulted in a 400% increase in the Managed Services offerings. Participated in two rounds of fundraising campaigns that led to over $66M in investments.

• VP of Worldwide Sales

  • Nov 2012 - Mar 2014

  Waltham, MA Rebuilt an underperforming Sales team, increased new names 200% year over year and while hiring net 13 new employees and restructuring the team as well as go to market strategy. Tripled the managed services billings. Worked as a key member of the executive team driving change and leading the company’s transformation to a sales driven organization.



Verivo Software

• United States
• Software Development

• EVP, Global Sales

  • Dec 2010 - Jul 2012

  Waltham, MA The leading provider of enterprise mobility software, Verivo Software helps companies accelerate their business results. Its unique technology empowers teams to centrally build, deploy, manage and update their mobile apps – rapidly, securely and across multiple devices with its unique Configure Once, Run Anywhere, Change Anytime approach. Built and led a 24 person team responsible for driving all subscription revenue including direct, indirect, technical sales support and lead… Show more The leading provider of enterprise mobility software, Verivo Software helps companies accelerate their business results. Its unique technology empowers teams to centrally build, deploy, manage and update their mobile apps – rapidly, securely and across multiple devices with its unique Configure Once, Run Anywhere, Change Anytime approach. Built and led a 24 person team responsible for driving all subscription revenue including direct, indirect, technical sales support and lead generation. Target audience was selling primarily to Fortune 500 accounts. Challenged to ramp the domestic sales force, expand the partner base and bring the company international. Doubled revenues in first year. Show less



170 Systems (acquired by Kofax, LLC)

• Vice President of Worldwide Sales

  • Nov 2002 - Jun 2010

  Bedford, MA Responsible for driving revenue growth to Fortune 500 accounts. Hired by the investors to rebuild the entire sales team and improve methodologies to drive accelerated growth. More than tripled revenue, increased average deal size by 50%, established EMEA teams, and helped drive performance from flat and unprofitable to a growth company with 12 straight quarters of profitability and $40M + annual revenues.



Vividon, Inc

• Japan
• Internet Marketplace Platforms

• Vice President of Sales and Business Development

  • Mar 2001 - Nov 2002

  Sudbury, MA Hired by CEO to drive revenue and partnerships for this streaming cache appliance company. Duties included building a sales team, establishing beta and revenue generating accounts, building partnership, and acting as a key member of the management team. Highlights include successes at Samsung, Radio Free Virgin, GSA, MIT, and Playback Media. Recruited and hired to a 12 man sales and support team in addition to establishing a number of international resellers.



Arrowpoint Communications

• Computer Networking Products
• 1 - 100 Employee

• Vice President Business Development

  • Feb 2000 - Mar 2001

  Acton, MA acquired by Cisco for $5.7B; Established several significant alliances and partnerships for the L4-7 web switching gear company including Checkpoint, Network Appliance, Cacheflow, and Apogee Networks. Subsequent to the merger with Cisco Systems, responsibilities also expanded to include operational duties within the Content Networking Business Unit.



NextPoint Networks

• Telecommunications
• 1 - 100 Employee

• Vice President Worldwide Sales

  • Nov 1998 - Jan 2000

  Westford, MA Hired as key member of the executive management team to create and develop the sales organization to execute the start-up company's go to market strategy in the Application-Network Performance Monitoring industry. Recruited 24 employees, signed 10 resellers, established an OEM channel, and created all the sales support tools. Established a number of initiatives to drive organizational development, communication programs, and corporate planning. Revenues increased quarterly during tenure.



PTC

• United States
• Software Development
• 700 & Above Employee

• Vice President Worldwide Sales Operations and Marketing

  • Aug 1997 - Aug 1998

  Responsibilities included worldwide organizational planning and development, sales and sales management training, sales strategies, and recruitment for 2500+ person organization. Developed and implemented a new telesales program that generated over $20M in first four quarters. Directed and led all corporate marketing functions including all corporate communications, pricing, and packaging. Managed and directed a marketing staff of 80 with an annual budget in excess of $12.0M while traveling… Show more Responsibilities included worldwide organizational planning and development, sales and sales management training, sales strategies, and recruitment for 2500+ person organization. Developed and implemented a new telesales program that generated over $20M in first four quarters. Directed and led all corporate marketing functions including all corporate communications, pricing, and packaging. Managed and directed a marketing staff of 80 with an annual budget in excess of $12.0M while traveling extensively throughout Europe and Asia.

• Summary

  • Apr 1989 - Aug 1998

  Needham, MA Sixtieth employee hired in pre-IPO Engineering Software firm. During tenure, revenues grew from $3M to in excess of $1B.

• Vice President of European Sales Operations

  • Sep 1996 - Oct 1997

  Hoofddorp, NL Based in the Netherlands. New position chartered to improve sales productivity for 600+ person European Sales force. Directly led a total management restructuring, training, and redeployment of the European Sales teams. Designed and introduced new sales training curriculum that was later adopted as worldwide program. Directed all recruitment activities for all sales and sales management hired during the year. Managed all Eastern European direct and indirect revenue. During tenure, sales… Show more Based in the Netherlands. New position chartered to improve sales productivity for 600+ person European Sales force. Directly led a total management restructuring, training, and redeployment of the European Sales teams. Designed and introduced new sales training curriculum that was later adopted as worldwide program. Directed all recruitment activities for all sales and sales management hired during the year. Managed all Eastern European direct and indirect revenue. During tenure, sales productivity rose greater than 40%. Promoted to Worldwide VP of Sales Operations.

• Northeastern Regional Director

  • Sep 1995 - Sep 1996

  Waltham, MA Responsible for annual revenues of $20M in Northeastern United States. Led team of 4 district managers, 20 sales representatives, and 30 technical and administrative personnel. Achieved highest ratio of President's Club performers of any region in the world. Promoted to VP of European Sales Operations.


New England District
• United States
• Software Development
• Parametric Technology Corporation

  • Mar 1993 - Sep 1995

Mid-Atlantic
• United States
• Environmental Services
• 1 - 100 Employee
• District Manager

  • Jun 1990 - Feb 1993


Parametric Technology

• United States
• 1 - 100 Employee

• US Channels Manager

  • Apr 1989 - Jun 1990

  Waltham, MA



Computervision Corporation

• Software Development
• 1 - 100 Employee

• Sales Representative

  • Sep 1987 - Apr 1989

  Achieved highest number of new accounts in Northeast Region while attaining President's Club status.


Honeywell Inc
• United States
• Personal Care Product Manufacturing
• Sales Representative

  • Nov 1986 - Sep 1987