GTM consulting and
revenue operations.

Trestle Leadership Consulting

Founder and Principal, GTM and Revenue Systems

March 2021 – Present · Fractional

• Build revenue plans covering forecasting, pacing, quota setting, territory design, and headcount and capacity planning.
• Develop ICP and lead-scoring models using firmographics, technographics, engagement, and predicted contract value; apply them to account prioritization and territory coverage.
• Unify marketing and sales workflows, build outbound processes, and coordinate outreach to multiple stakeholders within target accounts.
• Implement and administer CRM, sales intelligence, and BI tools; use SQL and pipeline analysis for planning and business reviews.
• Create systems for collecting prospect feedback and feature requests, and design communications for asynchronous teams.
• Develop sales methodology, playbooks, and coaching programs, and build AI sales assistants.

Settle

Software Sales Director

April 2024 – August 2025

• Owned forecasting, business reviews, capacity planning, and territory design alongside inbound, outbound, and enterprise sales leadership.
• Implemented and administered CRM, sales intelligence, and BI platforms; used SQL and pipeline analysis to support planning and identify revenue risk.
• Shifted inbound, outbound, and self-serve GTM toward a sales-led motion, improving onboarding and reducing free-trial churn by double-digit percentages.
• Introduced Speed-to-Lead response SLAs and partnered with product, implementation, and marketing on onboarding, ICP targeting, and priority verticals.
• Built specialized sales teams and introduced SPICED training, call frameworks, and objection-handling playbooks.

BILL

Senior Sales Manager

January 2023 – October 2023

• Expanded outbound into velocity sales, delivering 70% year-over-year revenue growth in the segment.
• Designed targeted outreach using customer insights, increasing conversion rates by 23%; coached Account Executives on deal execution.

Homebase

Senior Manager, SaaS Sales

September 2021 – January 2023

• Built GTM strategy for core SaaS and enterprise initiatives; led the team to 126% quota attainment.
• Increased sales conversion by 12% through rep training, sales playbooks, and individual coaching.

Gusto

Senior Manager, Multiple Roles

November 2016 – September 2021

Senior Manager, Customer Success | 2020 - 2021

• Created a sales-focused revenue center within Customer Success, doubling revenue in six months; developed retention, expansion, and upsell KPIs.

Sales Manager and Senior Sales Associate | 2016 - 2020

• Scaled the sales organization by 260% through hiring, training, and performance management; recognized as the highest-producing manager in the organization.