How I got here

Fixing the handoff

Meetings were getting booked, but too few turned into real opportunities. I owned the fix across sales and marketing, signed off by the CMO. We rolled out ICEE, one way of qualifying that everyone used. Every handoff to an AE got a written email. And reps had to bring in more than one person from each account.

Outbound meeting to opportunity went from 17% to 49% in one quarter.

Rebuilding outbound

APAC outbound pipeline had nearly dried up when I took it over.

9x in one quarter, from $66K to $624K, with 283% more first meetings.

Running inbound

Clear rules on how fast leads get worked and how they are written up, and a weekly loop back to marketing on which leads were actually good.

MQLs at 181% of target in APAC and 135% in EMEA. SQLs at 114% and 110%. About $2.9M qualified pipeline in Q1 across the three pods.

Coaching with AI

Weekly call reviews on Gong, daily practice calls on Hyperbound, and AI Madness, a team competition to make the practice fun.

One rep’s unqualified meetings dropped from 70% to 10%, called out at the APAC all hands. A new hire hit 92% of target in 6 weeks. Two reps came off performance plans in 14 and 25 days.

Building tools

I built Inbound Intel and the POV Generator for my own team, so they could spend less of the day on research and more of it talking to buyers.