University of Arizona

San Francisco State University

Global Sales Strategy & Operations at DocuSign

Ruidoso, New Mexico, United States

DocuSign

Director, Global Sales Strategy & Operations

GTM Strategy & Operations, Senior Manager

- Led program management initiatives for SoundHound’s label partnerships working with Warner Music Group, RED Music, The Orchard, and ICON PR owning monthly and quarterly programs on the app for musicians or other label initiatives.
- Strategic partnership management for Apple Music, Google Play Music and Amazon Music on integration initiatives, revenue negotiations and overall partnership relationships. Collaborated with internal stakeholders on integration ideas, project scoping, timelines, status updates, and go to market strategies for new integrations or collaborations with featured products on the app. Drove >$1.5MM revenue.
-  Leadership role in launching and managing cross platform advertising technology product (bringing together radio and cinema consumption into the mobile advertising space) resulting in >$750K revenue. Managed and collaborated with external/internal teams from development, sales strategy, training, external program requirements, and developing KPIs to understand program performance. Worked with brands including GEICO, Radio Shack, Levi’s, US Navy, State Farm, and Home Depot.
-  Ran program management of >$2MM/year (30% of revenue) in network, programmatic, and direct advertising partnerships, including integration, testing and launch into Exchange Bidding and Unified Pricing.
-  Managed ad operations, exchanges and campaigns using the Google suite of products and Salesforce. Worked with tech operations on troubleshooting and resolution using Jira and Localytics.
-  Presented program updates for internal Think Tank team by tracking to yearly revenue goals, analyzing the impact of program changes, analyzing user behavior, and providing additional data insights to inform the product roadmap.
-  Received yearly performance rating of S+ (exceeds typical standards). Feedback from management and peers included extremely reliable, highly effective, positive impact on strategic partnerships and projects, and consistently exceeds revenue expectations.
            

    
    

    
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SoundHound

Sr. Director, Monetization & Special Projects

- Built entire client services side of sales organization from scratch. Enabled the sales and post sales teams to work more efficiently and deliver best in class service for partners. Created inventory management tracking, documentation and processes, RFP development, media plans, partner kick-offs, asset collection, campaign timelines, campaign launch, optimization analysis, creative requests, new product discussions, and product/inventory upsell and partner renewal processes.
- Managed 5 high-performing Sales Planners/Account Managers. Oversaw compensation, success metrics and service level agreement development.
- Designed internal advertising reporting with data warehouse team where we scoped business needs and identified required metrics, turned our data logs into actionable data, and then built an internal dashboard. Worked with the data teams primarily in Google Analytics, Tableau and Localytics.
- Served as cross departmental liaison for custom implementations, product roadmap, and engineering resources by collaborating with sales, product, engineering, analytics, Q&A, finance C-level and marketing teams. Worked on translating strategic initiatives across multiple teams by creating project timelines, setting deliverable milestones, providing project updates, coordinating internal teams, and working to ensure projects stayed in scope.
            

    
    

    
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Sr. Director, Client Services

- As the company’s second customer success hire, provided client service and partner management for a new suite of advertising solutions for the privacy business. Created and maintained post-sale processes including client kick-off, implementation, partner updates, and upsell/renewal opportunities.
- Oversaw post-sale privacy solutions for all strategic brand and agency accounts (domestic and international), including Verizon, AT&T, Hilton, Pandora, Genome by Yahoo!, 3M, Honda, Comcast, Kellogg’s, General Mills, JC Penney, Scottrade, ValueClick, Adconion, Gap, and others.
- Escalated and resolved bugs quickly using Jira, Fiddler, and browser developer tools.
- Developed onboarding documentation, timeline, and account health check guidelines for products, including Online Behavioral Advertising (OBA) icon for ads, publisher OBA compliance, cookie auditing, consent manager, and mobile ads/apps.
- Supported sales on upsell/cross-sell product opportunities. Expanded privacy tool product adoption for advertising with clients like Kellogg’s, Hilton, 3M and AT&T. Clients started with the required OBA icon on ads and strategically expanded their privacy strategy for further international compliance.
            

    
    

    
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TRUSTe

Sr. Account Manager

- Managed >80% of company’s revenue from Fortune 500 clients through team (3 Regional Leads and 4 Account Managers).
- Developed and presented ad campaign strategies and marketing best practices for top 30 clients in Telecom, Tech B2B, Finance, CPG, CE, Entertainment, Health, Beauty, Travel, Fashion, and Automotive.
- Developed, launched and operationalized new products and capabilities for interest-based retargeting, contextual display and social syndication suite of products, representing a 30% increase in new revenue opportunity.
- Set requirements, inventory monetization, creative, and testing for engagement platform initiative resulting in 20% of agency campaigns shifting to engagement pricing model creating new monetization opportunities for brand advertisers.
- Repositioned and retrained account management team from campaign managers/traffickers into strategic planning role focusing on client services, advertising strategy recommendations, and serving as revenue management consultants to clients.
- Built requirements and training for operations/trafficking and pre-sale inventory teams, and then fully transitioned ownership to new functional team.
- Successfully drove 120% of company’s advertising revenue goals. To further develop the team, worked with an internal HR consultant to develop team-building offsite for Regional Leads and Account Managers.
            

    
    

    
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Kontera

Director, Account Management

- Successfully maintained >95% client retention rate for advertising programs.
- Developed and recommended new advertising solution to Fortune 500 mobile handset OEM client generating >$1.4 MM in new revenues.
- Negotiated incremental media buys with agencies and direct clients adding >$5MM in incremental revenue.
- Hired, managed and grew 9 person team (Account Managers/Traffickers, Pre-sale Inventory Associates, and a Creative Production Process Manager).
- Partnered with cross-functional teams in sales, product, business development, and ad solutions to brainstorm, analyze, scope, develop, test, implement and launch new hybrid advertising product that merged video, white paper and other branded content.
- Won sales organization Salt of the Earth award for excellence in customer success (2009) and an Outstanding Performance award (2008).
            

    
    

    
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Senior Manager, Client Services

- First hire to build and develop post sale operations and strategic teams in account management, ad operations and trafficking.
- Built pre-sale inventory management process and finance reconciliation process to manage and report on monthly sales revenues.
- Shifted and managed client base from 20% Brand (80% Direct Response) to 60% Brand (40% DR) focused.
- Set requirements and worked in collaboration with product and solutions teams for launch of new advertising platform and subsequent feature/functional releases including custom advertising solutions.
- Consistently received Above Target quarterly reviews (>105% revenue goals and successfully met team development milestones).
            

    
    

    
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Manager, Advertising Services

- Hired to RFP, scope, and launch 3rd party publisher partnership program.
- Scaled and managed seasoned in-house white label partner program by 20%.
- Worked with top partners on seasonal marketing strategies based on product calendar. Would provide copywriting, seasonal creative, and customer insights, top destinations to help inform their site content and marketing as it pertained to Viator.
- Developed creative development workflow process and templates for SEM, affiliate, and email marketing programs utilizing outsourced graphic designers.
- Launched A/B testing for various creative executions (both standard and rich media) that became basis for branding efforts across multiple programs. Success metrics included CTR and conversion rates.
- Rated Excellent based on peer and manager feedback and consistently hit 95-100% program revenue goals.
            

    
    

    
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Viator, Inc

Marketing Manager

- Managed online partnership/media programs and optimized up to 30 partners simultaneously while implementing all new business development deals to deliver over 50% of online marketing revenue.
- Standardized process for the development of marketing programs based on seasonality and inventory in sync with offline and other online marketing efforts including all post promotion results and future recommendations.
- Spearheaded creative production management for all online marketing programs.
- Rated Significantly Above Target (company’s highest rating) for 3 consecutive bi-annual review cycles.
            

    
    

    
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Hotwire (an Expedia company)

Senior Marketing Associate

- Managed 2nd highest performing online marketing program in terms of revenue growth and ROI.
- Managed and grew affiliate program of over 30K partners. Directly worked with top 200 affiliates on custom creative, deals structures, and outreach to increase performance and revenue by over 30%.
- Developed, approved and launched email marketing, newsletter and SEM policy.
- Researched and participated in negotiations for contract renewals and RFP development
- Rated Significantly Above Target (company’s highest rating) for 4 consecutive bi-annual review cycles.
            

    
    

    
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Online Marketing Associate

- International brand research: analyzed advertising and culture for technology clients such as Cisco & Veritas on international scale to assist brands in both online and offline messaging and creative execution.
- Managed group of 20 account planners from around the world on various consumer research projects.

Wide Idea

Account Planner

- Conceptualized and implemented strategic ideas for offline advertising development coming from both quantitative and qualitative research.
- Organized and conducted field research including in-homes, focus groups, one-on-one interviews, youth chats and secret shopping for clients such as Tivo, ETrade, and USOC.

Liz Smith