DePaul University

Chief Revenue Officer at Onbe

Zip (ASX: Zip.AX) is a global leader in digital retail finance and payments. We create innovative, responsible and fair payments products that help businesses grow and allow consumers and SMEs to take control of their finances. 

My role is to develop and execute a comprehensive commercial strategy that maximizes our ability to add and grow merchant partners. I oversee the entire merchant lifecycle while also ensuring that Zip remains at the technological forefront of the Buy Now, Pay Later industry.

Zip Co

Chief Commercial Officer

As the Head of Sales for Pagaya (NASDAQ: PGY), a fintech that combines Artificial Intelligence and access to capital that helps lenders approve more consumer loans, my focus is on designing and scaling the enterprise revenue organization in order to win and grow relationships with banks, large lenders and channel partners.

As part of the Executive Leadership Team, I provide strategic organization and guidance to this rapidly-growing fintech by working cross-functionally and sharing learnings from previous successful organizational builds.  Focusing on Pagaya’s enterprise sales capability, I created and continually refine a durable and repeatable process for winning and launching the largest lenders in the country while also cross selling into our $800M+ ARR client base.  

Key Accomplishments:
•	Brought together formerly-siloed product, marketing, delivery, finance, and strategy teams to align on  
        growth strategy and codify sales motions that involve multiple parts of the Pagaya team in the sales 
        process

•	Set and capacity planned against 4-year goals, establishing cross-functional OKRs that stretch the entire 
        organization

•	Identified addressable and expansion target markets, segmenting prospects into verticals for which 
        customized and organized prospecting can be executed

•	Influenced product strategy by sizing adjacent target markets and planning GTM motions for new product launches

•	Moved the company into Salesforce-centric processes, creating modern and transparent pipeline 
        management routines that emphasize accurate identification of opportunities and accountability for 
        progressing them  

•	Established a revenue-based forecasting methodology that provides clear ties to team KPIs and is also 
        visible to the entire organization

•	Crafted a buyer-centric value proposition and buyer-facing ROI model that articulate the financial value 
        of our solutions

Pagaya

Head of Sales

As the Chief Revenue Officer of Onbe, a Private Equity-backed fintech with revenues in the 9-figure range, I was committed to driving growth and creating unmatched experiences for customers and our team, shaping the company into a leader in digital issuing solutions that delighted customers and attracted top talent. 

Responsible for providing strategic leadership to establish targets and strategy, measure and monitor sales pipeline and performance, and oversee a high-performance team of 38. Created forecasting methodologies and owned the P&L, contributing to annual budgeting for the company. Drove growth and created unmatched experiences for customers and team. Expanded into new verticals, coordinating sales, product, and marketing via new demand generation techniques, and driving product enhancement.

Key Accomplishments:
•	Double-digit y/y pipeline revenue increases and doubled signings annually, leading to more than   
             doubled annual launches.  

•	Modernized and broadened the Partnership function to address new verticals, growing pipeline 5x in the 
        space of a year while opening new markets for Onbe.

•	Drove growth from single digits into double digits while retaining 100% of key clients, having renewed 
        revenue for multiple years with enhanced terms and often better economics for Onbe. 

•	Deployed the GTM strategy for new product launches, launching 5 products.

•	Created sales KPIs and compensation plans aligned to Onbe’s near and long-term corporate objectives.

•	Merged former competitors into organized hunting, farming, and partnerships teams.

•	Built new revenue support functions, Revenue Operations, Business Development, Demand Generation, 
        Partnerships and Sales Enablement functions.

•	Implemented a single CRM and reporting functions.

Onbe

Chief Revenue Officer

Merged Braintree and PayPal Large Enterprise sales teams, building a sales organization focused on accelerated revenue growth by hiring and mentoring the best people leaders while aligning the business to our company's core initiatives.  

In addition to PayPal and Braintree's core payment acceptance and payout products, I also lead enterprise sales GTM for PayPal and Venmo in-store QR Code solutions, Braintree omnichannel acquiring, and Simility fraud solutions.

Key Accomplishments:
•	Co-led a sales transformation for PayPal’s enterprise business, creating teams responsible for many of the 
        largest global eCommerce, managing and selling into a book of annual revenue in the high hundreds of  
        millions.  

•	Created hunting teams responsible for delivering new enterprise clients to PayPal, contibuting new 
        annual revenue in the tens of millions.

•	Launched new lines of business, inclusive of B2B payments, payouts, omnichannel acquiring, fraud tools, 
        QR Code-based payments, Pay with Venmo, and Buy Now/Pay Later solutions.  

•	Lead the sales GTM for new products that include building a sales organization, setting KPIs, defining 
        pricing strategies, and creating compensation plans.  

•	Developed business unit and individual performance measures while also creating forecasting 
        methodologies.

•	Co-developed new lead generation systems that support multiple lines of business efficiently.

PayPal

Head of Large Enterprise Sales

Driving revenue growth by aligning sales, marketing and product development functions into one cohesive strategy.  

My experience includes strategy creation and execution, building successful sales organizations, developing future leaders, managing change in an evolving industry, building long term profitable customer relationships and exceeding targets.

Key Accomplishments: 
•	Implemented a new sales methodology which aligned sales, product, and marketing with a single value proposition for prospects and clients.

•	Pivoted company marketing and sales enablement strategies to target larger, more lucrative clients.

•	Segmented teams into distinct functional units, layering in specific KPIs to focus on targeted company objectives.

•	Co-developed an account-based marketing strategy to power new sales and retain clients.

•	Launched the company’s first “Business Development Rep” team to target enterprise clients.

•	Built the sales stack, adding sales enabling technologies to multiply the effectiveness of the sales teams.

•	Influenced the technical development of products to a large degree, building a market-leading platform.

Braintree

Head of Enterprise, Middle Market & SMB Sales at Braintree, A PayPal Company

As the North American Sales Director at Braintree I develop new Enterprise, Middle Market & Small Business sales teams by creating sales strategies that build on our company's core strengths and our technology's potential, driving rapid growth and success in the global payments market.

Key Accomplishments: 
•	Increased net new revenue and profit generation 4-fold, becoming the company’s leading net new revenue and profit generating team.

•	Revamped the sales team structure, identifying the most profitable segments and investing resources accordingly.

•	Created an ROI framework and operationalized its use, changing the messaging and sales methodology.

•	Built lines of communication with marketing and product, bridging the gap between target client requirements and solutions, allowing new market penetration, product differentiation, and higher client retention rates.

North American Sales Director

•	Formed and launched the Midwest sales arm of a new commercial lending division, focusing on automotive dealerships and manufacturers.
•	Worked across the bank’s credit, underwriting, commercial, indirect, treasury, credit card and marketing groups, integrating all of the bank’s strengths into an effective and cohesive sales strategy designed to leverage all capabilities of the bank.
•	Identified potential prospects and devised segmented calling strategies for business development.
•	Hired and developed bankers from both inside and outside the bank.
•	Created an in-depth new banker orientation program, training bankers and underwriters on bank products, credit analysis and sales strategies.
•	Developed effective banker performance metrics and goals that promote the profitability, credit quality and compliance objectives of the bank.
•	Implemented calling plans for bankers that included strategies for joint calls with product partners.
•	Integrated treasury services and indirect lending with commercial lending, aligning commercial banker success with treasury services and indirect lending success.

JPMorgan Chase

Director - Commercial Lending

•	Developed multiple new lending and depository relationships in the Chicago market.
•	Managed the region's largest and most profitable portfolio of clients.
•	Designed and helped implement a sensitivity framework for the nationwide line of business that was used to evaluate new opportunities during the financial and automotive crises.  
•	Participated in a national committee tasked with developing marketing programs and materials for the line of business.

Senior Banker - Commercial Lending

•	Underwrote credit facilities for traditional middle market, not-for-profit, municipal and dealership clients, analyzing industry-specific trends and forecasts.
•	Prepared comprehensive annual client reviews, analyzing relationships from credit and profitability aspects.
•	Trained new analysts and underwriters on credit policy and lending systems.

George Eliopoulos