Volunteer and Staff Roles - The Light House - Annapolis, MD
(2024 - 2026)
Homelessness prevention and support center
- Worked in volunteer and full-time capacities across resident-facing and back-office operations, supporting people in the 90-day residential program and day center.
- Supported the Shelter Director as interim Chief of Staff and assisted with coordination during the search and hiring process for the permanent role.
- Helped residents access essential resources, including food, shelter, and clothing, while contributing to day-to-day program continuity.
Senior Manager, Sales Development, Public Sector - Elastic - U.S. Public Sector
(2022-08 - 2023-08)
- Led two managers and 14 sales development representatives responsible for pipeline creation across Elastic's $157M public-sector business.
- Delivered 125% of the Stage 2 opportunity target and 161% of the pipeline target; coached five team members into promotions across sales and marketing.
- Built account-identification and outreach programs using intent data and firmographics, increasing sourced pipeline per account executive from $800K to $1.4M during tenure.
- Introduced a government-prospecting tool and operating process that modeled more than 40% improvement in team efficiency.
- Created Salesforce dashboards and executive reporting on campaign performance, pipeline progress, opportunities, and risks.
Manager, Sales Development, Federal - Elastic - U.S. Federal Market
(2021-02 - 2022-08)
- Scaled the federal sales development team from seven to 14 within three months while sustaining performance against sales targets.
- Partnered with marketing, channel, sales, and enablement leaders to improve lead generation, outreach strategy, and team readiness.
- Achieved 118% of the Stage 2 opportunity target and earned recognition as Elastic's FY22 Top Manager and four-time Sales Development Manager of the Month.
Director, Sales Strategy and Operations - Skyline ATS
(2018-10 - 2021-02)
Technology education, consulting, and enablement
- Led a global team spanning content and technical development, video production, project management, sales enablement, and event services.
- Advised the CEO and CTO on new revenue opportunities, market trends, budgets, operating processes, and performance reporting.
- Onboarded eight corporate clients by 2019, including Cisco, Google, NVIDIA, Pure Storage, Comstor, Continuum, and Stanley Black & Decker.
Business Development Manager - Skyline ATS - Midwest territory and global Cisco programs
(2012-06 - 2018-10)
- Managed business development across a six-state territory for Cisco training and certification programs, combining relationship management, campaign planning, and performance analysis.
- Managed a two-year Cisco Data Center engagement covering stakeholder communications and 150+ international deliveries and webinars; maintained a 4.7 out of 5 participant rating.
- Coordinated with curriculum, delivery, and client teams to keep global programs on schedule and aligned with partner expectations.
Account Executive, Federal - Skyline ATS - Department of Defense accounts
(2009-03 - 2012-06)
- Developed and maintained relationships across Department of Defense accounts, building long-term alliances and consistently meeting or exceeding revenue goals.
- Managed forecasting and pipeline generation while advancing from an entry-level account management role into broader business development responsibility.
