Sales Development Leader and Revenue Systems Consultant

Advise growth-stage B2B companies on sales development and go-to-market systems, with emphasis on pipeline creation, conversion, team structure, and execution.

Design outbound and inbound sales development strategies aligned to ICP, market, sales motion, and growth stage. Build AI-assisted prospecting workflows, playbooks, messaging, qualification frameworks, and coaching systems while partnering with founders and revenue leaders on pipeline strategy and demand generation.

Rejoined Paystand to rebuild and scale outbound and inbound sales development. Led approximately 40 SDRs at peak through four frontline leaders, including outbound and inbound SDR managers and an SDR team lead.

Rebuilt SDR and MDR programs across four offices, tripling output with 36% fewer staff and growing meetings generated by more than 300% year over year. Sales Development sourced 79% of company pipeline, including 35% from outbound and 44% from inbound efforts.

Introduced AI-enabled prospecting with AI agents, dialers, and gifting platforms; launched cold-calling certification, event prospecting playbooks, and structured coaching. Partnered cross-functionally with marketing and executive leadership, increasing trade-show booth engagement nearly 10x and supporting company event execution.

Built Ushur's sales development organization from the ground up and established the pipeline engine supporting enterprise growth. Progressed from Senior Manager, Enterprise Sales Development & Operations to Director of Sales Development in June 2022.

Built and scaled the SDR team, contributing more than $25M in opportunity pipeline and $5.4M in closed-won ARR. Generated $15.8M in pipeline in FY2022, increased Sales Accepted Leads by 232% year over year, and achieved a 35% meeting-to-opportunity conversion rate.

Designed account-based prospecting programs for strategic enterprise accounts, created the Strategic Tiger Team for high-priority opportunities, and partnered with Revenue Operations on industry GTM pods for insurance, healthcare, and financial services. Built hiring, onboarding, coaching, and operating systems while leading SDRs and prospecting alongside the team.

Progressed from Sales Development Representative to Account Executive and then Head of Sales Development. As Head of Sales Development, scaled the BDR organization from 13 representatives across California, Utah, and Mexico in 2020 to 20 representatives across three offices by Q1 2021.

BDR-generated pipeline contributed 33.7% of 2020 sales revenue. Managed through multiple BDR team leads, continued prospecting directly to test messaging and coach from live conversations, and launched a three-week BDR certification and onboarding program.

Promoted three BDRs to Account Executive in 2020. As an Account Executive, achieved 110% of quota in Q4 2019 and 105% in Q1 2020; as an SDR, achieved 154% and 143% of quota in Q2 and Q3 2019 and individually sourced 23.4% of 2019 sales revenue.

Bachelor of Arts in Business Management.

Business Development Fellowship, Cohort 17. Completed a BDR internship with Palo Alto Networks.