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Accomplished sales leader recognized for driving over-plan sales results and for being highly effective in fast paced and change oriented environments. Significant amount of experience in subscription based services such as on demand data/information and SaaS. Six consecutive years of above-plan performance and eight quarters in a row of overachieving sales goals. Leader of teams from six to 35, selling six and seven figure contract values to enterprise and lesser value to the SMB market in a transactional business model.

Work experience

Sep 2007Present

SVP Sales

Fishbowl, Inc

With 32,000 customer locations and 42M email records under management Fishbowl, Inc. is the leading provider of loyalty, CRM, customer insight & email SaaS applications.

SVP Sales – Senior Sales Leader and Executive Leadership Team Member, 19 to 35 person department, seven directs, responsible for operations and field management.

·Achieved sales goals for eight consecutive quarters

·148% of plan through calendar Q2 2009

·Re-tooled start-up sales organization to enable 48% growth in 2008 while increasing ASP

·Grew SMB space from $10,000 monthly recurring revenue (MRR) to $170,000 in MRR

·Reduced roller coaster performance by creating KPI dashboard allowing better insight to activity

·Directly led Enterprise team to $4M in new business and overachievement of 2008 plan

·Leveraged and D&B data to establish territories, key account lists and more effective field operations

·Compassionately led through 1/09 RIF, reducing expenses while maintaining momentum and on plan performance

·Created sales process leveraging presentation to proposal to contract process that accelerated revenue by decreasing sales cycle by as much as 50% in enterprise sales

Jul 2006Aug 2007

SVP Application Specialists Group

Harte-Hanks (HHS) isa leading full service marketing companywith over $1B in annual revenue serving multiple verticals with research, database, call center, fulfillment and agency services.

SVP, Applications Specialist Group – Senior Sales Team Leader focused on driving increased sales of high margin research and marketing data services sold on a MRR model exclusively to technology companies, staff of 6 high-powered sales consultants.

·Created from the ground up a go-to-market strategy enabling higher retention rates and increased new business sales in 90 days

·Staffed solution selling team focused ontop prospect accounts with $500K ASP per year

·Exceeded new business goals by 20% and met revenue expectation plan for Q1/Q2 2007

·Provided extensive feedback to product marketing to enable product improvements that allowed for up-sell and cross-sell where none existed before

Jun 2003Jul 2006

Regional VP

D&B (DNB) is a $1B+ multi-national information services company specializing in providing business data and tools on a subscription basis that allows customers to mitigate risk and uncover opportunities in the market and their supply chain

Regional VP Sales, AVP Sales – Regional Sales Leader responsible for up to $40M in sales of information services to large and very large accounts in the Western US, from nine to 18 direct reports, recognized at the highest levels of D&B as a thought and results leader.

·“Winners’ Circle Award” winner for overachieving plan by greater than 20%

·Ended Q2 2006 at 118% of YTD plan and 133% over previous year

·2005 accomplishments as RVP

oTeam of 12 grew business 49% Y/Y adding $9M to the top line

oRe-organized team, churned two reps, hired tow that overachieved plan same year

·2004 accomplishments as AVP

oGrew Y/Y revenue 20% to $39M, beating plan goals

oSeven of eight sales consultants were 100% of plan, three were 120%

oRecorded biggest new product sale in company history

oGrew all eight of our $1M+ accounts and retained 98% of all accounts > $100K

oExited two poor performers and recruited three new A players who all beat plan in 2004

oPromoted to Regional VP

·2003 accomplishments as AVP

oGrew revenue 43% Y/Y to $33M

oLed seven team members to 100% and five over 120% Winners’ Circle

oExited two poor performersand recruited A player replacements which led to 2004 and 2005 accomplishments

May 2002Jun 2003

Regional VP

Donnelley Marketing (infoUSA)

Donnelley Marketing is the major account division of InfoUSA, one of three leading providers of North American business and consumer information to the direct marketing and database business community

RVP Sales, Western Region – Sales Leader with eight sales executives who called on large direct marketing prospects and customers in the Western US.

·Rebuilt the regional sales team recruiting and hiring six of eight sales execs in 90 days and meeting aggressive staffing goals.

·Stabilized talent and MRR bleed by providing consistent, fair management practices allowing both customers and associates to grow after poor performances in 2001

·Met 2002 revenue MBOs and revenue plan

Dec 1999Jun 2002

General Manager

True Query, inc.

True Query, Inc. - a private equity enterprise focused on aggregating brand name content, selling syndicated research and technical product information and marketing it to the technology professional at enterprise accounts on a subscription basis.

General Manager – managed all aspects of marketing, sales and business development as majority owner.

  • Led partnership development to acquire all leading IT editorial content available to create a robust database including precious archived data
  • Directly sold largest accounts and achieved plan and profitability
  • Strategically dropped unprofitable accounts with price initiative
  • Led through a distressing financial time (post 9/11/2001) creating financial flexibility that allowed the company to survive and to achieve an amicable ownership change in 2002


Aug 1979May 1983


Virginia Military Institue

Cadet Officer and Varsity Diving Team Manager

Fundamental leadership training in a high pressure challenging environment