airSlate

Senior Director of Customer Success

Initiated Leadership, LLC

My project to bring more conscious leadership through our corporate journeys.

Coach/Consultant

GoStudent

-Ran all GTM teams in US Market
-Serving as the Country Manager, Director, and Head of Sales executing the launch of the US market
-Grew revenue from 0-$2M in year 1 of market launch
-Scaled sales, customer success, and tutor recruitment teams
-50+ teammates hired and onboarded 
-Drove month-over-month increase in top line revenue, customer acquisition, retention
-Optimize business for efficient LTV:CAC
-Developing leaders within the organization to further sustain a culture of growth, self-reflection, and impact
-My #1 job is building a work culture focused on helping others succeed and grow

*All North/South America operations shut down

US Country Director 

Dialpad

-Launched Dialpad's Inside Channel Manager team to help better support and grow our amazing partners in assisting more companies to make smarter calls with the best in class business phone system.
-From $0-$30M in additional pipeline in 7 months

Manager, Channel Sales

-Scaled Partner Development Program to acquire over 600 net new channel partners for Dialpad
-Scoped and launched Inside Channel Manager Pilot program to increase Dialpad's ability to be an amazing partner in the UCaas and CCaaS space to drive increased revenue with efficient scale
-Developed and promoted 7 reps from Channel Development into Channel Manager roles in 8 months

Manager, Partner Development 

-Helped build and deploy a fully remote onboarding program for incoming SDRs to decrease ramp time
-Launched a new comp plan with historical performance data to align business development org goals with overall company revenue goals
-Drove ~50% increase in conversion of meetings executed to opportunities created
-Implemented weekly coaching program that combined direct 1:1 feedback with group coaching to level up selling skills and increase attainment
 -Aligned SDR initiatives with marketing on a joint approach to targeting prospecting to increase pipeline generated by org through Account Based Sales Development
-The stat I'm most proud of being able to promote over 70% of the team internally to closing roles

Manager, Business Development

-Owned Mid-Market sales onboarding, coaching, and continued development of sales skills and competancies 
-Drove increased attainment through implementing programs on value-based selling
-Created, launched, and managed an org-wide coaching program to drive increased attainment through intentional, data-driven sales coaching practices 
-Built and launched the Content Management system to increase sales reps sales skills, product knowledge, and prospecting engagement
-Managed cross-functional projects with CRO, VP of Sales, Director of Product Marketing, CMO, and all sales leadership

The only AI-driven, cloud-native business communications platform. 
#makesmartercalls

Manager, Sales Enablement 

Qualia

-First hire to Strategic Accounts team function targeting the top 100 largest companies in the space
-Top AE of hiring cohort: achieving 115% quota Q2
-Regularly held 1:1s with new AEs to train on-call coaching, goal setting, and career development 

Qualia is the real estate industry’s leading title, closing, and escrow platform.

Account Executive

Towny

-Worked directly with VP of Sales to recruit, interview and build the sales team, sales processes, and quarterly training systems across 6 unique markets
-Scaled sales from ~$100k-$1.5M ARR within 12 months
-Led strategic direction on coordinating and creating QBRs for team of 12 people
-worked with Chief Revenue Officer and VP of Sales to develop training programs for the sales team 
-Organized territory assignments, activity tracking, and weekly sales calls
-Onboarded new sales hires through formal training as well as one-on-one coaching in the field
-Created key coaching cadence to improve rep performance and satisfaction in their role
-Implemented  consumer engagement strategies in key market

Head Of Sales

Cloudera

-Sourced new opportunities in Fortune 100 
-Met weekly with Partner & Alliances & Field Marketing teams to map out account-specific sales plays 
-Facilitated product overviews for customer and prospect base 
-Qualified 100% of outbound and inbound opportunities 
-Used SFDC to organize client relationships and sales cycle activity

Inside Sales- Strategic Accounts

MINDBODY, Inc.

-full cycle SaaS sales rep
-Led team meetings and trainings to enhance SaaS sales techniques and strategies
-Coached SDR team on best practices for developing their sales success

*moved back to Texas when we started our family

Southwestern Consulting

•Conducted one-on-one training/sales coaching/sales management coaching for clients in varying industries 
•Partnered with key business partners to facilitate group training sessions on advanced sales, leadership development, and management training at companies throughout Southern California
•Coached professionals in diversified fields on key sales methodologies, best management practices, personal accountability, and organizational development 
•Organized community building efforts for regional Southwestern Alumni to foster connection, business opportunities, and a forum for exchanging new ideas

Certified Sales Coach, Consultant, & Trainer

Southwestern Advantage

-Conducted over 200+ group information sessions and personal interviews
-supervised, trained, managed, and motivated over 75 salespeople in the organization
-Facilitated meetings throughout the year on advanced sales, leadership, recruiting and management training 
-Key focus on multiplying impact through developing leaders who know the business, deeply care about each individual, and feel empowered to take conscious action 
-Personally recruited, managed, and coached the #2 team out of over 500 teams worldwide

Field Sales Manager

As a revenue leader with a passion for empowering others, I've spent my career building successful teams that drive growth and exceed revenue targets. Whether through developing innovative strategies or fostering a culture of collaboration and accountability, I thrive on helping organizations achieve their full potential.

But for me, success is about more than just hitting numbers. I'm equally committed to supporting the growth and development of the individuals on my team, mentoring them as they navigate their own career paths and helping them achieve their professional/personal goals

Sam Best

ServiceTitan

Enablement for Fintech and Business Development teams.

Senior Sales Enablement Manager

Blueboard

Supported 40 person revenue team as a one-woman enablement show. Built our first onboarding + ongoing training programs from scratch. 

Key achievements: 
- Led full strategic GTM overhauls for 2 products
- Rolled out new sales methodology
- Implemented ABM software (6Sense)
- Launched first sales playbooks, ROI calculator, ICP revamp, deal desk, GTM calendar 
- Planned in-person SKOs/offsites for 50+ attendees
- Primary business partner to VP Sales, PMM Director, C-suite

Senior GTM Revenue Enablement & RevOps Manager

Developed internal knowledge base, ongoing training, onboarding strategy, ABM campaigns, customer survey strategy, customer journey map, buyer personas, VoC and more to drive customer-centricity across our org.

Senior Customer Experience Manager (CX)

Laid foundations for revenue team to increase headcount by 105% over the last 4 years as a founding CSM team member. Consulted 33 enterprise/mid-market clients in my book of business, while also establishing team-wide client health score, at-risk, QBR, account transition, and beta testing processes. Mentored new CSM team members, served as product SME, and trained/onboarded all new CSM, Implementation and AM hires.

Senior Client Success Manager

Blueboard is an employee rewards and recognition platform for the modern workplace. We enable companies to reward top employees with memorable, personal and shareable experiences. Our mission is to help employees challenge their comfort zones, indulge in their passions, or try new things.

Client Success Manager

Mapbox

Mapbox is a live location platform built for developers. We give products the power of location with APIs for maps, geocoding, navigation, route optimization, interactive data visualization, custom map styles, and more. We bring fast maps and location experiences with SDKs for iOS, Android, Javascript, Qt, and Unity. Through the apps Mapbox powers, we reach over 640 million monthly users.

Drove technical implementation, product adoption, relationship management, and uncovered expansion opps for 35 mid-market accounts.

Technical Account Manager

Sentieo

Equity research platform that provides financial data and advanced linguistic tools in an integrated cloud-based system. Our SaaS product organizes the world's financial info to make teams more efficient in their fundamental research workflows. 

- Founding member of CSM team. Over 2 years as team lead, I scaled the CS function from 2 to 10 members by leading onboarding, developing ongoing training material, and establishing various team processes
- Quota-carrying role: closed renewals/expansions for corporate & enterprise accounts (100%+ NRR all quarters) 
- Drove platform adoption using value selling principles, hosting webinars, and onsite/virtual group product training 
- Created and managed customer newsletter sent out to 700+ accounts on a monthly basis
- Resolved highest number of support cases for all quarters to date with 98.3% satisfaction rate
- Implemented first NPS and Customer Health Score programs 
- Awarded CSM of the Year 2018

Customer Success Manager

Zenefits

Zenefits is a SaaS company that enables small to mid-size businesses integrate all of their HR needs, seamlessly in one place. 

- Served as advisor to clients to improve product value, adoption, and retention. 
- Worked closely with my team to achieve highest overall Q3-Q4 2016 metrics in entire Account Management department (highest NPS and highest customer retention rate).
- Maintained book of business with 70 SMB accounts.
- Responsible for implementation and training of up-sold products to clients. 
- Worked cross-functionally with Sales, Engineering, and Product teams to upsell clients, resolve time-sensitive issues, and to provide insights for product improvements.

Account Manager

Hurn/Schallert Behavioral Neuroscience Lab

- Conducted behavioral tests on rodents to investigate a wide range of research questions; focusing on stroke, addiction, depression, and gender differences in response to experimental brain injury.
- Co-managed and conducted accelerated research projects with graduate student, working under strict budget, resources, and time constraints.

Lab techniques: assisted with MCAO surgery, perfusions, histology, PCR, post-operative animal care, microscopy, conditioned place preference, elevated plus maze, reaching task, cylinder test

Research Assistant

NASA Ames Research Center

- Independently coded MATLAB module from scratch to compare Apollo-era topography of the Moon to current topography 
- Performed data entry in Microsoft Excel and organized data from Apollo-era Lunar orbiters to be sent to NASA’s Planetary Data System

Intern

Enablement ▪️ RevOps ▪️ CSM at high-growth startups (Seed to Series C). I've helped revenue teams grow by driving strategic initiatives, building from scratch, and equipping the teams I serve with what they need to succeed. 

🐍 Proud Slytherin who values customer-centricity, creativity, collaboration and continuous improvement. Cat mom to Ms. Vader 🐱

𝗦𝗽𝗲𝗰𝗶𝗮𝗹𝘁𝗶𝗲𝘀: 
✨ Go-to-market strategy
✨ Empowering others 
✨ Enablement strategy
✨ Training & Onboarding (AE, SDR, CSM, AM, Solutions Consulting)  
✨ Partnering with senior leadership on revenue-generating initiatives
✨ Content creation 
✨ Sales playbooks, personas, and processes 
✨ Product marketing 
✨ Complex problem solving 
✨ Organizational dynamics
✨ Cross-functional project management
✨ Stakeholder alignment 
✨ Thought leadership 
✨ Bias for action 
✨ Dissecting ambiguous problems into tactical pieces
✨ Product/technical SME
✨ Empathy
✨ Neurodivergent thinking
✨ Building meaningful relationships

taplio

The Battle

Sam Best

Lianna Martin

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