Johnson & Wales University

 -  Data Enabled Leader  -  GTM Strategist  -  Revenue Leader  -  Global Team Builder  -  Co-Hort Crusher

Rocinante is a cutting-edge company revolutionizing Go-To-Market Strategies & Execution through the power of AI. At Rocinante, we leverage advanced artificial intelligence technologies to develop innovative solutions that empower businesses to thrive in the digital era. Our comprehensive Go-to-Market (GTM) strategy encompasses bringing our AI-powered software to market and driving its success.


Start-up advisor focusing on providing strategic guidance and support to emerging businesses. Consulting, specializing in GTM (Go-to-Market) strategy development and implementation.

Proficient in conducting thorough market research, competitor analysis, and target audience segmentation to develop tailored GTM strategies that resonate with the target market.

Experienced in collaborating with start-up founders and executive teams, leveraging industry knowledge and insights to drive effective GTM strategy execution and achieve desired business outcomes.

Building and structuring early-stage marketing and sales teams to optimize their market entry and expansion strategies, resulting in increased revenue and market share.

Skilled in providing tailored training and development programs to enhance the capabilities of marketing and sales teams, resulting in improved productivity and revenue generation.

Rocinante-GTM

Chief Revenue Officer (CRO)

6 million ARR growth for teams managed, Individual contribution closing 1 million ARR in 2022  in new sales and Partnerships.

Developed and executed a GTM strategy that increased the company's valuation from 1.2 million to 23 million and delivered 5x ARR in the first quarter. Case Study

Implemented a sales strategy that boosted the sales team's performance to an average of 92.3% of their targets, established an account management process, and grew NDR from 92% to 120.3%.

Developed and implemented a lead generation strategy that identified, enriched, and warmed 18k contacts through various channels, including LinkedIn, Instagram, Facebook, and YouTube, resulting in 260 MQLs monthly.

Successfully executed a marketing strategy that increased website traffic from 2k monthly to 8k monthly, resulting in a conversion rate of 4.5%.

Recruited, onboarded, and trained 55 employees globally in Lead Generation, Marketing, Sales, and Customer Success to strengthen the company's global presence

Metrobi

VP of Revenue

40 million ARR growth for teams managed, Individual contribution closing  6 million ARR in 2018-2020  in new sales and Partnerships Video Bio. 

Leveraged customer insights to triple Quarterly Cohorts by 275% and strengthened dollar retention by 125% QoQ after providing strategic leadership for brand architecture and positioning that enabled lean sales and product team environments. 

Instituted pricing strategy such as a new subscription model for a “Freemium” digital product that attracted new users and contributed to $225k MRR growth.  

Hired, managed, and aligned cross-functional sales, customer success, support, and marketing teams through revenue ops and business intelligence. Team size 80+ SalesPlaybook

Increased Contact to Opportunity by 64.9% and reduced sales cycle timelines from 2-3 months to 1-2 months after leveraging A/B testing to identify opportunities to optimize staff messaging and workflows.  
Built and executed the foundational Sales Partnership resell training for 200+ LSP professionals, earning an additional $35k MRR growth and implementing a first quarter of 23.2% growth QoQ.

Leveraged 11+ ecosystems (i.e., Adobe, Amazon, WP, Salesforce) that led to the revenue expansion of a $80k MRR channel with 27% growth MoM while expanding sales channels at a reduced CAC.

Smartcat

VP of Global Sales & Customer Success

Responsible for taking SMB SaaS platforms bought by a Private Equity fund to make 3x revenue within 6-8 months of purchase; Acquired a total of 5 companies in 8 months, including 4 Shopify apps and MageMail, purchased at $253k and $457k and scaled to $1.4 and $2.8 million respectively. Sales Playbook

Transformed Go-to-Market (GTM) strategy with direct and indirect sales to increase global market share and reach target audiences; Defined marketing strategy/positioning, customer journeys/personas 

Researched, developed, and implemented an MRR subscription model that produced $75k in MRR growth in its first 6 months via stable customer retention and recurring revenue growth. 

Cultivated strategic partnerships with the Adobe/Magento ecosystem and enabled sales growth for 
$125k MRR channels; Collaborated with product and UX teams to scale analytics insight, define KPIs, track progress, and uncover new areas of opportunity.  Partnership Video

MageMail

 VP of Global Sales & Strategic Partnerships(Interim CEO) SOLD

> Supported a 2,150% increase in sales department revenue from $2M to $45M in 3 years by helping define KPIs to drive revenue earnings per agent and by doubling outbound sales after hiring 30 inside sales staff.

> Recognized as the #3 salesperson in 2017, #4 in 2016, and #5 in 2015 out of 100 sales agents, finishing at 150%, 135% and 111% to goal respectively. 

> Increased sales targets by collaboratively ideating, designing, and enhancing salesforce/sales processes and frameworks, which increased forecasting accuracy/targets from 82% to 96%. 

> Exceeded monthly sales quotas by $45k in new business within a 1-3-month sales cycle after streamlining online workflows and deepening external partner integrations to improve downstream conversion rates.

>Hyper-growth sales team member $2 Mil (2014), $15 Mil (2015),$34 Mil (2016, $45 Mil
(On Pace 2017).

EverQuote

Sr. Account Executive 

>Exceeded Quarterly goal of $500k and yearly goal of $2 mil

>Consulted with digital marketing agencies in regard to implementing social media
solutions for their clients.

>Streamline sales practices while canvassing 3,000 C-level customers.

>Responsible for the initiation of marketing and sales processes for two SaaS-based products
and moderation solutions.

>Reached out to key decision-makers to show the need for moderation services and
SaaS social depth platforms.

>Work with multiple teams and companies to achieve the client’s overall goal.

>Provide strategic consulting to business owners throughout the sales process.
Organize outbound sales budgets.

>Plan and execute key sales initiatives and set targeted KPI’s.

Mzinga

Enterprise Inside Sales Associate

Generated a monthly dollar per day yield of 11.94 with a goal of only 6.79 yield.
Commission and closing ratio scores consistently ranked within the market's top 3
agents for sales.
Provided excellent customer service by observing the customer's needs and applying
them to the company's products and services.
Member of a sales team that consistently met all sales goals through teamwork and
optimizing each sale by focusing on customer needs.
Regularly assumed additional shifts and responsibilities to accommodate the team's
needs.
Selected to lead a small sales team in inter-office competitions. Independently assumed
the responsibility of motivating and guiding team members to boost sales.

Enterprise Holdings

Rental Sales Agent

Trained, developed and led a team of six infantry soldiers on deployments in other
countries under highly stressful conditions.
Coordinated and set team and squad SOP's for the Interim Stryker Brigade.
Performed monthly evaluations on six infantry soldiers to monitor and improve their
infantry skills.
Received two Army Commendation Medals, Combat Infantry Badge, Airborne Wings,
and Air Assault Wings.

Dwayne Ernest