About
Technology industry veteran with a passion for early go-to-market journeys, with a speciality in sales, customer success, and account management. How to get that elusive product / market fit, and super serve customers and partners along the way. Deep experience with early-stage hiring, team and culture building, and process optimization. Strong believer in the Pareto Principle as it applies to startup journeys. Also experienced enough to be dangerous in other elements of GTM strategy, including pricing and packaging, marketing messaging and mix, compensation design, and more.
Experience
Partner
Bain Capital Ventures (BCV) · San Francisco Bay Area
Present
Operating partner focused on go-to-market.
Head of Go to Market
Bain Capital Ventures · San Francisco Bay Area
Helping scale the GTM efforts of the talented founders and operators within the Bain Capital Ventures portfolio
Operating Partner
Fractal Software · San Francisco Bay Area
Helping build the next generation of vertical SaaS. Learn more at https://www.fractalsoftware.com/
Business Development Advisor
Sales, operations, HR, and finance consulting for established brand. Fundraising, overall strategy, and go-to-market positioning for separate stealth venture.
Head of Enterprise Sales
Coda · Palo Alto, CA
Helping Coda's largest clients use Coda at scale. Manage a team of quota-carrying Account Executives responsible for the largest share of company revenue. We help our clients use docs as powerful as apps to solve their most mission-critical use-cases at some of the world's best-known brands.
Head of Sales and Customer Success
Leading Sales and Customer Success for all directly billed customers. Helped design pricing and packaging while closing our first four-, five-, and six-figure partnerships. Hired the company's first Account Executives and Customer Success Managers, several of whom were promoted into management roles themselves. Managed a team of over a dozen Codans to deliver our most complex deployments to our most strategic partners.
Product Evangelist
Launched, iterated, grew and/or deprecated many of the early go-to-market motions of Coda's SaaS all-in-one document product as we achieved Product / Market Fit (the blood, sweat, tears, testing, and tweaking to get Coda from "0 to 1"). Owned end-to-end sales and account management / customer success process for early customer cohorts, including all managed revenue. Onboarded initial beta testers and migrated them to paid plans when moving the company from beta to monetization. Helped design our innovative pricing model (https://coda.io/@joe/coda-is-90-percent-cheaper-than-its-competitors). “Wearer of many hats” (ran Twitter account; organized first customer meetup; wrote marketing comms; wrote early Help Center articles; designed first marketing video). Directly involved in hiring most of the early go-to-market team.
Vice President, Innovation & Performance Commission
Appointed by the Mayor to volunteer and serve on the City of Los Angeles's Innovation and Performance Commission (IPC). The IPC was established to provide the Mayor and City Council with the benefit of additional private and public sector experience, expertise, information, and recommendations relating to improving productivity and work measurement within City government. The IPC oversees the City's $1 Million Innovation Fund, which awards seed grants to city employees with ideas to improve processes, reduce costs, or increase revenues.
Education
Stanford University Graduate School of Business
MBA
Harvard University
Bachelor of Arts, History and Literature
Stanford University
Stanford University Graduate School of Business
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