8X8 Inc., Campbell, CA July 2020-present
Senior Director, Global Sales Development
Leads an SDR organization with 73 SDRs and 8 first-line and second-line leaders across 7 countries for a top-tier SaaS Contact Center and Unified Communications provider.
- Designed, iterated, and systematically enabled the team on an outbound calling methodology, based on behavioral science principles, that increased per SDR results by 321% YoY.
- Drives cross-functional success with stakeholders in Marketing, Sales, Sales Enablement, Recruiting, and executive leadership to ensure optimal results.
- Hired a global team of top achievers, created a rigorous structured coaching approach, and fostered a high-achievement culture. Developed a coaching guidebook for leaders.
- Heavily leverages data to gain insights for continually evolving team efficiency and results.
- Achieved 167% of quota for FY21 and 171% for FY22 resulting in 278% pipeline growth.
- Developed a career coaching and planning model, in alignment with Sales leadership, that has resulted in industry-leading retention and, SDR-to-AE, promotion results.
Infoworks.io, Palo Alto, CA March 2019-July 2020
Director, Sales Development
Built and led an SDR organization of 28 SDRs for a fast-paced early-stage Big Data operations software company. Designed, redesigned, and deployed adaptable systems, processes, and strategies for hypergrowth results.
- Created a complete messaging framework by industry and buyer persona; created SDR playbook and battlecards.
- Achieved 142% of quota and 173% YOY productivity/head increase, resulting in 124% pipeline growth.
- Successfully pivoted to a different business model second half of the first year; subsequently increased outbound results 43% post Covid-19.
Tipalti, San Mateo, CA Nov. 2017-March 2019
Director, Global Sales Development
Led three managers and 32 SDRs responsible for prospecting SaaS payables automation to mid-market and SMB accounts.
- Rapidly built a global SDR team from the ground up, increasing headcount from 6 to 32 SDRs. Designed a complete messaging framework, SDR playbook, and battlecards.
- Reduced ramp time from three months to one month by creating a systematic, structured and intensive training program.
- Achieved 137% of quota and 146% YOY productivity/head increase, resulting in 177% SDR-sourced ACV growth. Won CRO’s Sales MVP Award Q2 2018.
Coupa Software, San Mateo, CA Sept. 2012-Nov. 2017
Senior Manager, Sales Development April 2016-Nov. 2017
Manager, Sales Development April 2013-April 2016
Senior Strategic Sales Development Representative Sept. 2012-April 2013
Directed 18 SDRs in prospecting Coupa’s SaaS spend management platform to enterprise accounts.
- Set record across all regions by establishing 7X in sales qualified pipeline for North America; 182% YOY growth.
- Created live/e-learning courses for all aspects of the SDR role; conducted “objection handling” course for all sales.
- Achieved 163% of 1st-year quota and maintained 146% thereafter, resulting in over $19M+ in SDR-sourced ACV.
Previous experience:
Account Executive, Mu Dynamics (acquired by Spirent), Sunnyvale, CA 2011-2012
- Rapidly exceeded quota expectations and earned top performer status.
Account Executive, Logvy Manufacturing Inc., San Francisco, CA 2005-2010
- Set company records for 2005, 2006, and 2007; ranked #1 of a 5-member sales team.
Account Executive, Eccord Systems, San Jose, CA 2000-2005
- Closed new account sales at Agilent, Cisco, SBC, and Lockheed, among others.
