Set and exceeded team pipeline-generation goals driving QoQ and YoY growth

Developed weekly and monthly pacing goals aligned to quarterly targets

Built SD manager forecasting tools and delivered accuracy through weekly accountability and coaching

Consistently exceeded quota across SDR and BDR teams

Built the foundational XDR teams

Developed interview processes and rep competencies for SDR, BDR, and PDR roles

Scaled the outbound org from 0 to 11 reps in 6 months, with 100% retention

Scaled the inbound org from 0 to 10 reps in 3 months

Continuously sourced and developed strong diverse talent and built culture of excellence and support

Built a coaching culture rooted in accountability, trust, and investment in people

Coached reps into promotions across SDR, GC, AE, SE, CS, Partnerships, and leadership

Reduced onboarding time by 50–67% across teams

2x productivity per rep

Created skill-development curriculum and career-development matrices

Built foundational and ongoing SDR standards, best practices, and training

Built full BDR onboarding program and ongoing skill-development resources (e.g. objection handling framework, discovery, qualification, messaging)

Built sequence libraries, snippet libraries, and persona-based messaging best practices

Development qualification call certifications

Created weekly skill development and application sessions to reinforce and apply learnings

Built XDR leadership pillars, strategy, and leadership onboarding documentation

Created performance management frameworks

Built team lead transition plans

Built self-serve signal expertise and product-usage-based prospecting

Partnered with Product, Marketing, and Ops to build new SS signals, automate scaled outreach, and leveraged AI to prioritize top accounts for reps

Developed outbound motion, plays and messaging

Developed persona-based AI messaging agents and guidelines

Developed AI agents for account research and building POVs at scale

Built efficient inbound workflows processes

Collaborated with cross-functional DG, Ops, and Programs to align on campaign launch, rep enablement, follow-up, and reporting

Partnered with senior sales leadership, marketing, and other functions on GTM strategy

Built strong relationships with Marketing, Ops, and Sales partners

Partnered with People Team on performance management and career advancement paths for reps

Communicated weekly, monthly, and quarterly pipeline metrics to cross-functional stakeholders for on-going pulse on pipegen performance and proactive planning

Built reps forecasting standards and models

Built XDR org reporting and dashboards

Built pacing KPIs based on historical data to hit quarterly targets

Conducted analysis on capacity planning, MQL flow, conversion, and lead source data

Used data to diagnose org-wide challenges and design solutions