USC Marshall School of Business

Director, Corporate Finance & Strategy

Toast

Senior Director | Corporate Finance & Strategy

• Own $1 Billion+ Revenue and full P&L Consolidation Management for high-growth, public SaaS software company, including forecasting, risk management, and quarterly & annual external Guidance, supporting CFO, CMO, President of Sales, and Head of Investor Relations.
• Lead forecasting for 2022, 2021, 2020, and 2019 annual planning, Long Range Planning (LRP), monthly fcsts, qtrly outlooks, and scenarios informing critical C-level decisions impacting full P&L.
• Build foundation of strong cross-functional relationships across F&S, Sales, CS, Product, Data Analytics, Acctg, IR, and other teams at 4,000+ FTE company to drive alignment at scale, expose actionable insights, and tangibly influence Revenue, Billings, and other financial metric performance. 
• Drive high-precision, technical understanding of Revenue including ASC 606 variable consideration, % completion revenue, bolt-on M&A (Base.CRM, Smooch), and product usage trends, managing forecasts to < 0.1% on $1B number.
• Evaluate pricing & packaging configs across Zendesk’s suite of offerings, including sensitivities around % adoption rate, seat expansion, cross-sell rates, and plan mix precipitating Company decisions to launch P&P changes. 
• Partner directly with GTM executives, incl. Global Pres of Sales, CMO, and VP of Global CS, to assess New, Expansion, Churn, and Contraction risks & opportunities. 
• Work with CS Ops to drive trend and named account forecasting for Churn & Contraction, informed by C/C rates, % renewal rates, ARR bands, and customer age cohort modeling.  
• Leverage SQL and interdisciplinary combination of Data + Finance understanding to make breakthroughs on multiple company priorities including: ARR, Revenue, Billings, and first-ever Zendesk forecast for Remaining Performance Obligation (RPO). Expose new data transformations that provided deeper understanding of these metrics and new visibility. 
• Hire, coach, and develop talent, including growing technical bench strength on the team.

Zendesk

Director | Corporate Finance & Strategy

Senior Manager | Corporate Finance & Strategy

• Built and maintained company’s first-ever lead-generation topline model forecast, collaborating with CMO, Head of Demand Gen, Sales Ops, and Analytics to project, goal-set, and provide visibility to top of funnel by MQL types, customer segments, channels, conversion, and ARPAs for both sales and self-serve deals.  
• Ramped quickly on SQL and Intercom’s ERM to coalesce and manipulate large data sets across Salesforce, Namely, and Netsuite ERP and write company’s first-ever historical Salesforce data set joined against invoice and HRIS data. Leveraged this data set to build a series of Tableau dashboards quantifying and tracking the efficacy of Sales’ Account Managers and implied ROI of our account management team above-and-beyond self-serve. 
• Redesigned and rebuilt long range financial model. Built investment scenarios for New vs. Expansion to support executive leadership decision-making. 
• Drove investigations into various facets of our business, including the cross-section of use cases and product sets, net retention trends by cohort, segment, and sales vs. self-serve, expansion & contraction dynamics, and mix shifts in our initial product set configs, to derive meaningful insights into our customer behavior over time. Owned analysis from data procurement & manipulation in SQL, Tableau, and Excel, distillation, and presentation of conclusions to leadership.  
• Owned and implemented rollout of GL hierarchy reclasses including revamp of Marketing Program Spend accounts, to help the business better understand and manage program spend. Collaborated with key internal stakeholders and leadership, as well as our external partners at Countsy, to implement across Netsuite, Bill.com, and Expensify. 
• Systematized and maintained solution for adjusting invoice data tables in Redshift for one-time changes that improve our ARR metric tracking precision. 
• Coached and mentored 2 full-time financial analysts, both high-potential career women, on the team.

Intercom

Manager | Finance, Strategy & Analytics (Corporate and GTM)

• Owned the 2017 annual planning process as only full-time Finance employee (i.e., one-woman team) and again in 2018 leading a 5-person team for 350+ hypergrowth, enterprise SaaS business
• Completed successful $44M Series C from new and existing investors, including related tender offer for secondary shares
• Managed forecasting, management reporting, and budget owner relationships for every cost center and P&L owner in the company; have trained every member of the team to scale out some of these responsibilities  
• Initiated PagerDuty’s GTM Finance function, including sales capacity modeling, pipeline coverage, customer segmentation analyses, and SQL volume and conversion analyses, to support and inform Sales leadership decision-making    
• Built company’s lead-generation topline model to forecast for ARR growth driven by marketing activities (i.e., volume business); partnered with Demand Gen team on ROI targets around trial / non-trial MQLs, and MQL conversion 
• Design, manage and evolve recurring reporting to exec team, internal stakeholders and investors 
• Thought partner to our exec leadership team on hiring, program spend, and strategic alternatives
• Support team buildout - oriented new CFO, VP of Finance and FP&A Director to our key operating metrics and operational context, and initiated PagerDuty’s first Finance Data Analyst function 
• Support new systems selection and implementation processes (e.g., ERP, planning solutions) 
• Led PagerDuty’s first-ever annual planning retrospectives to continue to up-level our process
• Key partner to our Recruiting & Talent team in helping PagerDuty achieve our hiring plan

PagerDuty

Manager | Finance & Strategy (Corporate and GTM)

• Identified and assessed potential private and public technology investments for a $2.3B fund
• Involved in all aspects of deal execution, including deal ideation, business due diligence, building financial & operating models, and presenting to internal investment committee
• Responsible for sourcing and developing investment ideas across consumer internet verticals including education technology, media, travel, real estate, and e-commerce
• Supported and collaborated with current portfolio management teams on strategic initiatives. Selected portfolio partners include: Spotify, VICE Media, JustFab, and Varsity Tutors

Venture Capital & Growth Investing

• Provided strategic advisory services to clients across the technology sector, including buy-side / sell-side M&A and equity / debt financings
• Conducted exhaustive market analysis showing trends in mobility, desktop PCs, servers, storage, software and peripherals to build segment-by-segment operating model projections as a part of the $24 billion LBO of Dell as a buyside advisor
• Performed financial and diligence analyses, including building financial and valuation models and examining sector trends
• Constructed comparable companies analysis, debt and equity consideration materials, industry and company-specific trend analysis, acquisition discussion materials, and investor presentations for private and public tech companies
• Analyzed content delivery network industry (CDN) trends, secular trends, key performance metrics, pricing, and video CDN and value-added services growth prospects as buy-side advisor for $250M+ revenue digital tech service provider in potential acquisition

Bank of America Merrill Lynch

Investment Banking | Technology Sector

• Analyzed outgoing and incoming funds for a $40M multi-account real estate client project, calculated total equity values and disparities in commission for an escalated client case, and evaluated muni bond cost basis timing for high NAV estates
• Investigated privileged client information, trade adjustments, and position liquidations for the internal audit group

Morgan Stanley Smith Barney

Wealth Management Summer Analyst

• Managed high yield comparables database and weekly market update materials distributed to business units and clients
• Developed waterfall free cash flow, capital structure, and leverage ratio presentations and analyses

Rachael Kim