Work and Results

A European-headquartered AI software company engaged me to evaluate their GTM motion and build the foundation for US growth. In 2024 I restructured the US sales team, stepped in as interim CRO and helped build the case for a strategic merger with a complementary company. In November 2024 I helped hire a new CRO and we worked together to rebuild the US team and architect a new sales model.

Post-merger, I ran a broad set of programs simultaneously: built the company’s first outbound sales motion, implemented MEDDIC qualification, established a Microsoft Azure partner channel, and helped launch a new joint platform offering that contributed 20% of total new ARR in its first year. I drove the full expansion strategy — building the business review framework, identifying pipeline concentration risk, and developing account-specific attack plans across Fortune 1000 accounts in IT, Healthcare, and Financial Services.

On strategic accounts, I led end-to-end relationship management and POC execution with key enterprise customers, coordinating cross-functionally with global systems integrators. I owned the customer migration program from a legacy product to the new AI platform — including transition communications, FAQ and escalation materials, and the product marketing narrative that kept customers engaged through the cutover.

I managed PR and analyst relations — including a Wall Street Journal placement — facilitated leadership workshops, coached senior leaders across the organization, and trained the sales team hands-on on the expansion motion. I helped establish and drive the Customer Advisory Board, now running regularly in both Europe and the US, and have served as a speaker and moderator at industry events including the Graph AI Summit.

I contributed to investor materials and due diligence responses, and was part of the management team through a private equity acquisition by mid market PE firm that resulted in a significant increase in company value.