I'm forever thinking about the connections between my two passions: sales enablement and rowing. Yes, they're related! (And yes, that's me in the cover photo.) Working with global SaaS startups I thrive in ambiguity and know how to create value from day one. Outside of work you can find me rowing on the Charles River, surfing along the East Coast, practicing Italian, or reading up on sales strategy.
Director, Sales Enablement
HashiCorp
Boston
April, 2021 – Current
Responsibilities
â–¸ Lead the Sales Enablement team with 4 direct reports â–¸ Develop onboarding and ongoing training programs focused on increasing productivity, sales skills, and role excellence for a growing, global sales organization
Sales Enablement Manager
Decibel
Boston
August, 2020 – April, 2021
Responsibilities
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Mendix
Boston
August, 2019 – August, 2020
Responsibilities
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Sales Enablement Manager
Workable
Boston
March, 2019 – July, 2019
Responsibilities
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Senior Sales Enablement Specialist
Workable
Boston
July, 2018 – March, 2019
Responsibilities
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Sales Enablement Coordinator
Workable
Boston
May, 2017 – July, 2018
Responsibilities
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Sales Operations Analyst
2020 On-Site
Boston
June, 2016 – May, 2017
Responsibilities
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Adult Learning
Successful learning experiences arm learners with the skills they need to turn learning into action. Learn best practices to engage adult learners, ensure learning sticks, and ultimately drive business impact through sales readiness programs.
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Collaborative Relationships
Sales enablement is an inherently collaborative role, and as such it is essential that practitioners build collaborative relationships with teams across the organization. Learn how sales enablement practitioners can nurture professional relationships by identifying key stakeholders and cross-functional partners, and utilizing strategies to best engage with each.
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Enablement Charter
A successful sales enablement charter maps the foundation from which to build every sales enablement initiative. Learn how to set your sales enablement function up for success from the onset, from defining key objectives to justifying your budget.
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Project Management
Sales enablement practitioners are the ultimate project managers. Learn how sales enablement can ensure that projects start off on the right track, achieve desired results, and stay aligned with stakeholders from start to finish.
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Sales Personas
Developing a deep understanding of who sales enablement serves and what goals to strive for is essential to building successful sales enablement initiatives. Learn how practitioners can work with various sales personas to enlist support and create effective sales enablement initiatives.
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The Sales Landscape
Developing a deep understanding of how your sellers operate and factors that impact their success – both internally and externally – is critical for sales enablement to help sellers reach their goals. Learn how sales enablement can work to reduce complexities and implement resources to help salespeople succeed.
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Onboarding
A sales rep’s first days, weeks, and months as a new hire are critical to ensuring their long-term success at a company. Building an immersive, culture-driven onboarding program is a key way for sales enablement teams to smooth and shorten the transition from new hire to high-performing sales rep. Learn how to accelerate the productivity of new reps by employing a four-step framework to effectively streamline onboarding, engaging creatively, leverage virtual best practices, and measure onboarding success.
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Training
Developing engaging training material that will stick with your sales reps and being able to measure its impact is a challenge – especially in a virtual environment. Learn how to design interactive sales training programs, increase reps’ retention of the material, deliver effective virtual training, and measure the return on investment of these programs.
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Coaching
Sales enablement is responsible for providing frontline managers with a structured coaching strategy that reinforces training for reps. Learn how enablement can deliver impactful coaching by using a four-step coaching framework to drive accountability, preparing managers to maintain consistent rep behaviors, supporting virtual coaching, and measuring the impact of existing programs in order to iterate and improve.
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Sales Guidance Foundations
A common struggle in sales organizations today is consistency. Especially in this ever-changing global business environment, the need for consistency is crucial to ensure all reps understand the sales stages and are able to connect them to their unique customers for maximized performance. Learn how to set up the critical foundations for your sales guidance efforts with a sales methodology, defined sales stages, a sales process aligned to the buyer’s journey, and well-crafted sales plays.
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Building Sales Plays
Sales plays have proven to be a game-changing asset for many organizations to streamline consistent behaviors at scale. Learn how to build effective sales plays to support your revenue-facing teams through syndicating the right knowledge, defining messaging, curating supporting assets, and clarifying action items for reps.
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Deploying Sales Plays
Delivering sales plays is a team effort. With the right approach, enablement practitioners have the opportunity to build relationships, establish consistency, and deliver impactful messaging throughout the organization. Discover not only how to package sales plays and deliver them to the field, but also how to motivate teams to activate plays, and ensure sales play effectiveness through monitoring progress and results.
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Sales Enablement Professional Certification
Unlock your full potential by becoming a certified sales enablement professional.
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Sales Readiness Initiative Certification
Unlock your full potential by becoming certified in sales readiness.
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Sales Guidance Initiative Certification
Unlock your full potential by becoming certified in sales guidance.
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