As a business development and sales operations leader with over 15 years of experience, I have a proven track record of increasing revenue, enhancing profitability, and negotiating favorable contracts for startups and e-commerce companies. My core competencies include customer acquisition, contract negotiation, data-driven strategic decision making, and creating a culture of collaboration and productivity in a virtual environment. See my history on LinkedIn.
Experience
Managing Director of Business Development and Sales Operations
Dec 2018 – May 2023
Cayman Islands/Remote Virtual
Intercap Registry solves the issue of finding the perfect domain name for startups, by providing exact match domains for a company’s brand. See more…
- Generated $8M+ in annual revenue as a Founder’s Team member bringing new internet domain to market with unique B2B pricing model.
- Drove 30% of new sales by creating cold email marketing system in SendGrid with 1M contacts.
- Created, managed and led growth teams distributed globally across multiple countries and time zones, maintaining a culture of collaboration and productivity in a virtual environment.
- Managed office and offshore sales teams making outbound calls and sending SMS messages.
- Gained 600,000 leads from ZoomInfo, Apollo.io, and Crunchbase by building a CRM in Close.io.
- Collaborate and execute plans with cross-functional teams gathering performance metrics, industry trends and competitive information focused on the technology industry.
- Created systemized tools measuring and developing sales processes and Sales KPIs
- Presented financial and non-financial reports at quarterly BOD meetings as a board member.
- Managing Director of Intercap Registry and board director in 4 additional portfolio companies.
- Established the company in the Cayman Islands, bringing the .inc internet domain to market.
- Coordinated the company’s legal formation, negotiated the lease, outfitted the office, and hired and trained the sales team and support staff.
- Oversaw the company’s quality control and P&L accountability to the Board of Directors (BOD).
- Partnered with the Cayman government to achieve compliance, T&B license, and work permits.
- Established pensions, medical insurance, liability insurance, and D&O insurance with vendors.
General Manager
Dec 2013 – Dec 2018
Hood River, Oregon
Hitchsource is a B2C eCommerce retailer bringing top towing brands and equipment to outdoor adventurers. See more…
- Returned company to profitability within 3 months following a $200,000 loss.
- Achieved a 300% increase in Average Order Value (AOV) and reduced returns to <2% by converting call center from order entry agents to sales consultants.
- Netted a $75,000/yr reduction in agency marketing expenses and doubled CPC ROI by bringing digital marketing, content marketing, and social media marketing in-house.
- Secured $100,000 in annual savings by renegotiating UPS and warehousing contracts.
- Improved overall operating efficiency by converting low-margin products to high-margin products, resulting in record revenue with half the transactions.
President/General Manager/Co-Founder
Charity of Choice
Jan 2011 – Dec 2013
San Francisco, California
Co-Founded this online crowd fundraising platform for individuals to raise money for their favorite non-profits through fundraisers participating in outdoor events. See more…
- Secured angel funding round to launch the startup.
- Negotiated service contracts including transaction processing, hosting, and email marketing.
- Supervised an inside sales team reaching out to non-profits and outdoor event operators.
- Implemented Salesforce.com with over 40,000 customers and 20 custom fields.
- Created a segmented marketing plan to prioritize prospects by type, size, and geography.
General Manager/Chief Operations Officer/Co-Founder
Echelon Gran Fondo
Jan 2009 – Dec 2012
San Francisco, California
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- Raised $1.3M through peer-to-peer fundraising for non-profit charitable partners by spearheading the production of 10 European-style mass start cycling events, attracting over 7,000 riders.
- Built a Salesforce.com database of over 20,000 donors supporting fundraising event participants.
- Led community outreach for large-scale cycling events, including coordinating 200+ volunteers, 15+ independent contractors, and negotiations with sponsors and governmental agencies.
- Increased media exposure and enhanced rider experiences by partnering with 3x Tour de France winner Greg LeMond, Team Garmin-Barracuda, and Chris Horner as event participants.
- Implemented a fundraising model allowing participants to raise funds for a favorited non-profit.
Director of Sales
West Court Reporting Services, A Thomson Reuters Business
Jun 2007 – Dec 2008
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- Drove a 100% increase in the client base and a 35% increase in YoY revenue.
- Recruited, hired, trained, and developed a team of 10+ consultative sales professionals.
- Developed go-to-market strategy as a member of the executive team for disruptive court reporting services designed to improve litigation support processes.
- Established a national sales team within a Thomson acquisition tooling and developing methods to measure and systemize sales KPIs.
- Implemented a customer loyalty program to leverage Thomson’s portfolio of legal productivity products to successfully drive market share and revenue.
- Built Salesforce.com CRM for prospecting and pipeline management.
Regional Manager
Thomson Reuters
Mar 2000 – Jun 2007
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- Region exceeded $30M revenue goal/quota every year as Regional Manager
- Century Club in 2002, 2003, 2004, 2005 and 2006; President’s Club in 2002 and 2005
- Managed team to highest national law firm renewal revenue performance to plan in 2005.
- Created new variable rate pricing model for research database at Am Law 100 law firms that gained national adoption for overachieving revenue growth and customer retention goals.
- Created pilot Account Executive program providing a single point of contact for multi-revenue pipelines between company and top National Accounts which became a national program.
Education
- University of San Diego, School of Law, San Diego, CA, Juris Doctorate Degree
- Seattle University, Seattle, WA, Bachelor of Arts, Finance