Sales Director — Northstar Relay Systems

January 2021 – Present · Denver, Colorado

Lead revenue strategy and a 28-person enterprise sales organization for a fictional logistics intelligence software provider.

• Grew annual recurring revenue from $18.4M to $36.7M in three years by refining segmentation, territory design, and enterprise account coverage.
• Built a repeatable MEDDICC-based sales methodology that improved forecast accuracy from 62% to 91%.
• Increased enterprise win rates by 24% through executive-level discovery programs, competitive enablement, and industry-specific messaging.
• Launched a partner-led channel producing $5.2M in qualified pipeline and $1.4M in closed-won revenue during its first year.

Regional Vice President, Enterprise Sales — Lattice Harbor Technologies

April 2017 – December 2020 · Austin, Texas

Managed a multi-state enterprise sales region for a fictional cloud security and compliance platform.

• Delivered 119% of a $12M annual quota in 2020 and exceeded quota in three consecutive years.
• Recruited, coached, and promoted a team of 11 account executives, increasing average rep productivity by 31%.
• Created a strategic account program that expanded net revenue retention among top customers to 126%.
• Partnered with marketing and product leadership to launch vertical campaigns for financial services and healthcare buyers.

Enterprise Account Executive — Brightforge Commerce

July 2013 – March 2017 · Chicago, Illinois

Closed complex software and services agreements with national retail and consumer brands.

• Generated $8.6M in net-new bookings across four years, including the company’s largest first-year contract at $1.8M.
• Maintained an average attainment of 128% against annual quota.
• Developed executive relationships across operations, finance, technology, and procurement teams to shorten enterprise sales cycles by 18%.
• Mentored new account executives on discovery, business-case development, and negotiation strategy.

Sales Development Representative to Account Executive — Meridian Grove Solutions

June 2010 – June 2013 · Minneapolis, Minnesota

Progressed through two commercial sales roles at a fictional provider of workflow automation software.

• Built more than $4M in qualified pipeline as a sales development representative through targeted outbound campaigns.
• Earned promotion to Account Executive within 14 months after ranking among the top five representatives companywide.
• Closed 137% of quota in the first full year as an Account Executive.

Revenue Operating System Rebuild (2023)

Redesigned pipeline stages, qualification standards, inspection cadences, and manager scorecards across sales and customer success, increasing forecast precision to 91% and reducing late-stage deal slippage by 27%.

Enterprise Expansion Playbook (2022)

Created a cross-functional framework for identifying expansion opportunities, mapping executive stakeholders, and quantifying customer value; contributed to a 22% increase in expansion bookings.

Regional Sales Director — North America

Brightforge Systems · Denver, CO · March 2020–Present

Lead a 32-person enterprise sales organization across the Western and Central regions for a B2B operations software portfolio.

• Grew regional annual recurring revenue from $18.4M to $41.7M in four years while maintaining 118% net revenue retention.
• Built a tiered account strategy that increased enterprise win rates by 21% and shortened average sales cycles by 17%.
• Hired and coached 14 account executives and five frontline managers, achieving 92% quota attainment across the region in 2024.
• Partnered with marketing, product, and customer success to launch an expansion motion that generated $6.2M in incremental pipeline within its first year.

Area Vice President, Enterprise Sales

CloudHarbor Works · Chicago, IL · July 2016–February 2020

Managed enterprise revenue across the Midwest and Mountain states for a workflow automation platform.

• Delivered 126% of FY2019 quota and increased territory bookings 34% year over year.
• Introduced mutual action plans and executive business reviews, improving forecast accuracy from 68% to 91%.
• Established a partner-led pipeline program with regional consultancies that contributed $4.8M in qualified opportunities.
• Developed a repeatable manager coaching cadence covering discovery, negotiation, deal inspection, and competitive positioning.

District Sales Manager

Northstar Meridian Technologies · Minneapolis, MN · August 2012–June 2016

Oversaw a multi-state commercial sales district serving logistics, manufacturing, and professional services accounts.

• Increased district revenue from $7.1M to $12.6M by refining segmentation and expanding coverage in underpenetrated markets.
• Led a team of eight quota-carrying representatives and introduced weekly opportunity reviews that improved stage conversion by 15%.
• Closed the district’s largest strategic account, a $1.9M three-year agreement, through a cross-functional executive selling approach.
• Earned President’s Club recognition in 2014 and 2015.

Account Executive

Veridian Loop Software · Madison, WI · June 2009–July 2012

Managed full-cycle new business and expansion sales for cloud-based planning and reporting solutions.

• Exceeded quota in 10 of 12 quarters and generated more than $8.5M in cumulative contract value.
• Built a referral network among implementation partners that produced 28% of annual new-business pipeline.
• Mentored new representatives on consultative discovery, account mapping, and value-based proposals.

Western Region Coverage Redesign

2023

Rebalanced territories using account potential, whitespace, and travel-efficiency analysis; created capacity for 22% more qualified accounts without adding headcount.

Revenue Leadership Academy

2021

Designed a six-week manager development program focused on coaching, inspection, and inclusive hiring; adopted by four regional sales teams.

International Sales Director

Northstar Meridian Systems · San Francisco, CA · Jan 2021–Present

Lead global revenue growth for a B2B supply-chain technology portfolio across North America, Europe, and Asia-Pacific.

• Increased international revenue from $18M to $46M in three years by establishing regional sales plans, partner coverage, and enterprise account strategies.
• Built and managed a 32-person team spanning direct sales, channel development, solutions consulting, and sales operations.
• Expanded partner-sourced pipeline by 71% through a tiered distributor program and quarterly joint-business planning.
• Improved forecast accuracy from 68% to 91% by standardizing CRM governance, opportunity reviews, and regional reporting.
• Negotiated multi-year agreements with enterprise customers in 11 countries, delivering an average 24% increase in contract value.

Vice President, EMEA & APAC Sales

Bluehaven Commerce Group · London, UK · Mar 2017–Dec 2020

Directed international expansion and commercial execution for a cloud-based commerce platform serving mid-market and enterprise clients.

• Launched sales operations in Germany, Singapore, and Australia, generating $12.4M in new annual recurring revenue within 30 months.
• Created a regional go-to-market model that aligned pricing, localization, demand generation, and implementation resources.
• Grew EMEA and APAC bookings 38% year over year while maintaining gross retention above 94%.
• Recruited and coached eight regional leaders and introduced a structured methodology for complex, multi-stakeholder deals.

Regional Sales Director, Europe

Vellum Ridge Technologies · Amsterdam, Netherlands · Jul 2013–Feb 2017

Managed enterprise sales across Western and Northern Europe for a data-security and compliance software provider.

• Delivered 129% of annual quota in 2016 and grew the regional customer base by 43% over three years.
• Opened the Nordics market through a network of five specialist resellers and two strategic technology alliances.
• Developed executive-level relationships with banking, logistics, and telecommunications accounts valued at more than $1M each.
• Partnered with marketing to localize messaging and launch multilingual campaigns that increased qualified pipeline by 52%.

International Account Manager

Arcstone Business Solutions · Boston, MA · Aug 2009–Jun 2013

Managed cross-border enterprise accounts and distributor relationships for a business analytics and workflow software portfolio.

• Exceeded quota in 13 consecutive quarters while managing a $9M multinational account portfolio.
• Closed the company’s first seven-figure agreement in Latin America by coordinating legal, finance, product, and implementation teams.
• Built a repeatable partner onboarding program adopted by distributors in Mexico, Brazil, and Chile.

Global Partner Acceleration Program (2023)

Designed a tiered partner model across 14 markets, including enablement, deal registration, and joint forecasting; generated $9.6M in partner-influenced pipeline in its first year.

Emerging Markets Launch Blueprint (2019)

Created the market-entry framework used to assess, prioritize, and launch operations in Southeast Asia and Australia, combining channel economics, localization requirements, and customer segmentation.

Director of Sales

Juniper Crest Resort & Spa — Scottsdale, AZ | March 2021–Present

Lead commercial strategy and revenue-producing sales initiatives for a 286-room luxury resort with 42,000 square feet of meeting space.

• Increased annual group room revenue by 31% over three years by rebuilding the account strategy around corporate retreats, association meetings, and incentive travel.
• Delivered $18.4 million in contracted group and transient revenue in 2023 while maintaining an average group booking pace 14% ahead of target.
• Built and coached a 9-person sales and events team, introducing weekly pipeline reviews, account plans, and conversion dashboards.
• Developed partnerships with destination management companies, luxury travel advisors, and regional meeting planners that generated more than $4 million in new annual business.
• Collaborated with revenue management to refine pricing, displacement analysis, and shoulder-night packages, improving group profitability by 9%.

Associate Director of Sales

Harborstone Hotel Collection — San Diego, CA | July 2018–February 2021

Managed group, corporate, and leisure sales for a 412-room convention-oriented hotel in a competitive coastal market.

• Generated $11.2 million in annual room and catering revenue through national account development and targeted industry segmentation.
• Raised qualified sales pipeline value by 46% in 18 months through CRM cleanup, prospecting standards, and quarterly account reviews.
• Negotiated multi-year agreements with technology, healthcare, and education clients, producing more than 21,000 room nights annually.
• Partnered with operations and culinary teams to improve group handoffs, contributing to a 12-point increase in post-event satisfaction scores.

Senior Sales Manager

Blue Mesa Hospitality Group — Denver, CO | May 2015–June 2018

Owned corporate and association accounts for a 198-room full-service hotel and supported the launch of a new ballroom and meeting wing.

• Exceeded individual room-revenue goals by an average of 118% across three consecutive fiscal years.
• Secured 36 new corporate and association accounts, adding approximately 8,700 room nights to the annual base.
• Created pre-opening sales collateral, hosted planner familiarization tours, and helped fill the new meeting wing within its first six months.
• Mentored three sales coordinators and standardized proposal, site-tour, and post-booking follow-up processes.

Sales Manager

Willowgate Hotel & Conference Center — Fort Collins, CO | June 2012–April 2015

Developed local and regional business for a 154-room independent hotel with conference, wedding, and social-event facilities.

• Grew local corporate account production by 24% through structured territory coverage and quarterly client visits.
• Managed the full sales cycle for meetings, weddings, and social events, from prospecting and proposal development through contract execution.
• Established a referral program with area venues and event professionals that produced more than $600,000 in first-year booked revenue.

Resort Group Revenue Acceleration Program

2023 — Designed a segmented account and outreach program for Juniper Crest Resort that aligned sales, revenue management, and marketing; produced a 31% increase in group room revenue over three years.

Planner Experience and Conversion Playbook

2020 — Built a standardized site-tour, proposal, and post-event process for Harborstone Hotel Collection, improving response consistency and increasing qualified opportunity conversion by 17%.

Senior Partnerships Manager — LatticePeak Labs

Jan 2022 – Present · San Francisco, CA

Leads strategic partnerships for a workflow automation platform serving growing technology and professional-services businesses.

• Built and managed a 35-partner ecosystem across SaaS, consulting, and technology-integration channels, contributing $8.4M in influenced annual recurring revenue.
• Increased partner-sourced pipeline by 62% in 18 months through tiered enablement, quarterly business reviews, and joint account-planning programs.
• Negotiated co-selling and referral agreements that shortened average partner activation time from eight weeks to four weeks.
• Created executive dashboards tracking sourced pipeline, activation, win rate, retention, and partner contribution margin.

Partnerships Manager — Harborline Commerce

May 2019 – Dec 2021 · Oakland, CA

Owned channel growth and strategic alliances for a fictional commerce infrastructure provider supporting independent retailers.

• Launched a referral program with agencies and payments consultants that generated 410 qualified opportunities in its first year.
• Developed partner onboarding materials, sales playbooks, and monthly training sessions used by more than 120 external sellers.
• Collaborated with product and engineering teams on 11 integration launches, improving partner-led conversion by 28%.
• Managed contract renewals, performance reviews, incentive planning, and issue resolution for a portfolio of 22 strategic partners.

Business Development Associate — Brightmere Network

Jul 2016 – Apr 2019 · Berkeley, CA

Supported enterprise business development and ecosystem expansion for a customer-engagement software company.

• Researched and qualified prospective technology, agency, and distribution partners across North America.
• Coordinated more than 70 partner discovery meetings and maintained accurate opportunity data in the CRM.
• Produced competitive briefs, joint value propositions, and partner-facing presentation materials for senior account teams.
• Helped introduce a partner lead-routing process that improved follow-up speed and increased accepted leads by 19%.

Community Programs Coordinator — Northstar Civic Studio

Aug 2014 – Jun 2016 · Sacramento, CA

Coordinated community collaborations and sponsor programs for a mission-driven innovation nonprofit.

• Managed relationships with 30 civic, education, and business sponsors supporting regional innovation events.
• Delivered 18 workshops and networking programs with an average attendance increase of 35% year over year.
• Created sponsor reports and engagement summaries that supported a 24% increase in annual renewal revenue.

Partner Growth Operating System

2023

Designed a repeatable framework for partner segmentation, onboarding, enablement, quarterly reviews, and revenue attribution, later adopted by four regional sales teams.

West Coast Tech Alliance Pilot

2020

Built a six-company alliance between commerce platforms and implementation agencies, creating shared campaign assets and a co-selling motion that produced $1.2M in qualified pipeline.