About Me

20+ years in customer-facing roles, the last three spent executing commercial strategy inside risk intelligence organizations. I build enablement frameworks the way I'd want one built for me, grounded in what happens in the field.

Overview

My path started in sales development in mid-market and enterprise SDR roles at FiscalNote, where I hit 111%-123% of quota across multiple quarters and maintained a 75% opportunity conversion rate through disciplined qualification, before moving into an Enterprise AE seat at Dow Jones, where I carried quota directly while also shaping the commercial strategy around it. That included generating $750K+ in qualified pipeline in a single quarter and closing a strategic intelligence engagement roughly 45% above our average contract value, while navigating sales cycles with 10-15+ stakeholders across Legal, Risk, Compliance, and Executive Leadership. That combination is unusual: most people move toward enablement away from the number, not while still carrying one. It means the frameworks I build get tested against how reps actually sell before they ever reach a deck.

Theme

Most sales reps have a quiet skepticism toward enablement. Not because the material is wrong, but because it's usually built by people who've never carried the number themselves. Reps can tell the difference between a framework built for them and one built with them. My background is the latter.

Three Points

  • Built from the ground up. Two decades of customer-facing work, from lead generation through to full-cycle enterprise sales- the frameworks I design account for the whole funnel, not just the stage I happened to be closest to.

  • Tested under quota. 111%-123% of quota at FiscalNote, $750K+ in qualified pipeline in a single quarter at Dow Jones, and a contract closed 45% above the average contract value. The methodologies I build aren't theoretical, they're the ones I used to hit those numbers myself.

  • Strategy and execution, together. I’ve authored and secured executive sponsorship for a standardized sales framework. This process-transition initiative was designed to improve qualification consistency and revenue scalability. I don't separate "how we sell" from "why it works"; I've built both.