Mediaocean (acquired 4C Insights in 2020)

VP Sales

March 2022 – April 2024

• Sales Team Leadership: Built and managed a high-performing team, fostering a culture of excellence and continuous improvement.
• Sales Strategy Development: Developed and executed a comprehensive sales strategy for Mediaocean's social ads management platform, resulting in a 35% year-over-year growth rate.
• Product Marketing: Developed product positioning and messaging for 5 products informed by user research across 20 customers, market insights from a diversity of industry leaders and third-party research and product understanding that ensured its competitive positioning and helped grow sales by 40% in 2023.
• Go-To-Market Strategy: Identified target customer segments and key market opportunities for 5 products to maximize sales and marketing effectiveness. Continuously evaluated and optimized strategies based on market trends, competitive analysis, and performance metrics.
• Content Development: Created compelling content (e.g., messaging and positioning artifacts, 30+ product one-sheeters, 60+ case studies, repository of 30+ customer quotes) and demonstrated thought leadership articulating the value of Mediaocean’s solutions to drive awareness and demand.
• Sales Enablement: Prepared sales enablement materials and sales strategy (e.g., sales playbooks, 5 sales decks tailored to different verticals, training material, persona-based email templates) that enabled sellers to qualify and close opportunities.
• Partnership Establishment: Established key partnerships with industry leaders, contributing to a 60% increase in market awareness.
• CRM and Data Analytics Implementation: Collaborated with the global revenue operations department to streamline sales and marketing activities in our CRM system and data analytics platform to accelerate sales processes and drive faster decision-making.

Senior Director of Sales - North America

August 2021 – March 2022

• Acquisition Contribution: Played a pivotal role in the successful sale of Lumina to PC Dreamscape. Led efforts to revitalize the product through market analysis and collaboration with product and engineering teams to build necessary integrations. Developed new product positioning, sales strategy, and pricing, resulting in a 300% increase in global contract sizes and securing five multinational brand clients within the first year.
• Business Development Leadership: Hired and managed 4-person team of business development representatives (BDRs) to focus on prospecting and increased territory accounts by 80%. Oversaw everything from hiring, managing, and OKRs.
• Strategic Collaboration: Collaborated with the marketing department to align sales strategies with promotional activities, enhancing brand visibility and customer engagement.

Director of Sales - North America

October 2019 – August 2021

• Key Client Negotiations: Successfully negotiated and closed deals with 4 key clients, resulting in long-term partnerships, an additional $3M in revenue, and assisted with us getting acquired by Mediaocean in July 2020.
• Product Marketing: Developed go-to-market material that aligned our organization's market activities for a new product feature and enabled us to bring in new customers and increase market share by 30%.
• Market Research and Analysis: Conducted customer interviews, market research and analysis to identify new business opportunities and drive strategic planning.
• Strategic Sales Development: Developed and executed sales strategies that expanded market reach and improved customer satisfaction.
• Performance Metrics Implementation: Implemented sales performance metrics and reporting systems to track progress and inform decision-making.

Simmons Research

Director of Sales - North America

January 2018 – October 2019

• Acquisition Contribution: Played a pivotal role in positioning Simmons Research for acquisition by MRI by generating significant revenue and market demand, which weakened MRI's market position and led to the acquisition to mitigate competitive pressures.
• Product Development and Market Reintroduction: Collaborated with the CEO to rejuvenate the research industry, reintroducing Simmons to the market and playing a critical role in developing the Brand Catalyst product in collaboration with the Product team, generating an additional $9M in revenue in the first year.
• New Market Offering: Launched a new business line targeting brand partnerships, expanding the market from media agencies to direct brand engagements.
• Strategy and Execution: Developed and executed the go-to-market strategy, sales strategy, pricing models, sales processes, and customer success system.
• Sales Collateral and Training: Designed product positioning, sales collateral, pitch deck templates, and training materials for sales teams.
• Player-Coach Role: Acted as a player-coach, leading by example and closing deals in the market, resulting in a 30% increase in brand sales.

Innovid

Senior Director of Sales - North America

July 2017 – January 2018

• Marketing Cloud Product GTM Development and Execution: Played a key role in the development and launch of Innovid's marketing cloud product, resulting in a 25% increase in sales.
• Securing Long-term Revenue Contracts: Successfully secured Innovid's first multi-year committed revenue contract with a 5-year commitment, exceeding the goal of securing a 1-year deal.

Director of Sales - North America 

November 2016 – July 2017

• Revenue Growth: Boosted year-over-year revenue by effectively value selling into multiple departments, including media strategists, brand managers, media investment leads, ad ops, and data analytics managers.

Senior Account Executive

November 2015 – November 2016

• Global Sales MVP: Recognized as Innovid’s Global Sales MVP every year, an annual award recognizing one seller’s individual revenue contribution.

Account Executive

July 2014 – November 2016

• Market Introduction and Dominance: Introduced Innovid as a new company to the Chicago market, securing a 75% market share within the first six months and putting the largest competitor out of business.

PointRoll

Junior Account Executive

February 2013 – July 2014

• New Market GTM Strategy: Developed PointRoll's GTM for a new market (independent agencies), resulting in a 500% increase in sales. Created a specialized product for independent agencies to increase sales.
  
• MVP Seller Award: Awarded PointRoll's MVP Seller Award in July 2013 and July 2014.
• Business Growth at Spark Foundry: Grew PointRoll's business at Spark Foundry from $50K to $5M within two years. Executed a multi-faceted, "land-and-expand" GTM strategy that created a groundswell of support for PointRoll across all accounts.

Customer Success Manager, Team Lead

January 2012 – January 2013

• Team Leadership: Oversaw a 5-person team to service PointRoll's largest account (Ford Tier 1).
• Net Promoter Score Improvement: Increased PointRoll's Net Promoter Score from below 20 to above 80 by commercializing SOPs that decreased the team's QA issues by 74%, cut clients' turnaround times by 10 days, and freed up time for them to add strategic value to deliver on clients' macro-level goals.

Customer Success Manager

February 2011 – December 2011

• Digital Campaign Management: Managed every aspect of Ford's digital campaign execution from pre-launch to trafficking, to reporting & analytics across display and online video.

Marketing and Sales Strategist

June 2010 – January 2011

• Post-Campaign Analyses: Developed post-campaign analyses showcasing the strong performance of PointRoll's interactive ad formats, resulting in a 40% increase in client retention as media agencies repeatedly purchased these formats for future campaigns.
• White Paper Creation: Authored monthly white papers distributed to prospective and existing clients, increasing PointRoll's brand awareness in the market by 30% and generating 30 new clients within the first six months.
• Sales Enablement Tools: Created an interactive database of best-performing interactive demo links, indexed by performance, vertical, interactive feature type, and ad format. This tool accelerated the sales cycle, helping sellers close deals faster and bringing in an additional $10M in revenue compared to the prior year.

My Skills

• Sales Leadership
• Product Marketing and Positioning
• Customer Persona Development
• Content Creation and Story Building
• Go-To-Market Planning and Execution
• Team Leadership and Development
• Market Expansion and Penetration
• CRM and Data Analytics
• Negotiation and Closing
• Partnership Development
• CRM and Data Analytics
• Cross-functional Collaboration

Education

Bachelor of Science in Business Administration

Majors: Marketing, Accounting

Loyola University Chicago, Chicago, IL

Graduated: 2010

Bachelor of Arts in Advertising and Public Relations

Loyola University Chicago, Chicago, IL

Graduated: 2010