VP, Enterprise Sales

Own company revenue strategy, GTM execution, sales operating cadence, pipeline governance, forecasting, and P&L across B2B, B2C, channel, government, and consumer segments in a global matrixed environment. Acted as revenue transformation lead for the executive team, diagnosing gaps across sales process, RevOps, CRM structure, marketing attribution, pipeline governance, and manager execution, then building the operating cadence to improve visibility and accountability. Built and scaled repeatable GTM operating models, including ICP definition, TAM/SAM segmentation, territory design, quota methodology, compensation structure, CRM governance, pipeline inspection, and forecast cadence to improve forecast predictability. Created executive-level revenue visibility through weekly pipeline reviews, deal inspection, forecast governance, and dashboards across all segments, providing real-time visibility into bookings, pipeline health, rep productivity, and forecast risk. Implemented MEDDPICC and OPAA frameworks to standardize qualification, improve deal inspection, reduce stalled pipeline, and strengthen forecast confidence across sales teams. Partnered closely with Marketing, RevOps, Customer Success, Operations, Product, and Partners to connect campaign spend, pipeline creation, closed revenue, onboarding visibility, expansion opportunities, and renewal-risk communication. Applied AI-powered sales enablement and automation tools to improve prospecting efficiency, pipeline health metrics, deal velocity, and manager coaching, connecting activity, attribution, and forecast data into a consistent executive operating rhythm. Served as a senior executive presence with key customers and partners, building trusted relationships with CIOs, CTOs, Boards, and senior customer executives.

Owned org design, headcount planning, territory coverage, quota methodology, and compensation plans across 5 teams and multiple regions while aligning Marketing, RevOps, and sales execution in a matrixed structure. Led a $49M+ portfolio to double-digit YoY growth in both full years, managing four frontline managers across SDR, SMB, Mid-Market, and Enterprise teams. Delivered 25% improvement in forecast accuracy and win rates by leading RevOps systems, territory models, pipeline cadence, compensation alignment, and board-ready dashboards. Cut average sales cycle by deploying AI-powered prospecting tools and a targeted ABM campaign with Marketing, then built the first marketing-to-revenue attribution model. Developed four frontline managers through weekly 1:1s and MEDDPICC deal review sessions; promoted two into expanded roles and led all four teams to quota attainment in the final four quarters. Served as executive sponsor with enterprise clients, engaging with senior decision-makers, including CIOs and Boards.

Grew Enterprise bookings from $4.5M to $12.8M, achieving 184% growth in 3 years through strategic account targeting, MEDDPICC deal coaching, and consistent quota overachievement on a 10-person team. Developed three of the top five account managers through structured weekly 1:1s and individual growth plans; team stayed above quota every year. Launched the SDR function from zero, defining outbound motion, ICP targeting, sequence cadences, qualification criteria, and handoff rules that generated $1.5M in net-new pipeline within 12 months. Rolled out CRM reporting and Outreach automation, giving managers visibility into deal progression, stalled opportunities, and forecast risk; within one quarter, forecast accuracy moved from best-guess to board-ready. Built trusted relationships with enterprise clients, including senior executives and decision-makers.

Doubled monthly SMB bookings from under $200K to $400K+ within 12 months by restructuring a 30-rep underperforming team into a 13-rep high-performance unit and resetting talent standards, accountability, and performance cadence. Cut time-to-quota by 50% through data-driven onboarding and ramp program redesign, improving new-hire ROI and reducing leakage from open territories. Built an inbound/outbound segmentation strategy that increased lead conversion rates and shortened average SMB sales cycles, creating a repeatable motion the team continued to execute after the turnaround.

Exceeded quota both years selling multi-year enterprise training contracts to military and federal agencies, building relationships with agency directors, program leaders, and budget owners to expand account penetration and secure multi-agency contracts. Closed six-figure multi-agency training contracts by identifying mission-critical skill gaps, reaching budget owners, and building solutions around agency-specific needs instead of catalog-based selling. Engaged with senior federal leaders and executive stakeholders.

Led 12 AEs across 3 territories; achieved 120% quota and 24% YoY growth.

Grew Texas market bookings 35%; launched Federal Sales Program securing multi-year government contracts.

3x President's Club Winner; enterprise relationships included US Navy, USDA, US Marine Corps, US Army, and LSU HSC.