Scaling Revenue Through Systems, Strategy & Leadership
At BMC Software, I led digital sales and business development initiatives focused on pipeline creation, new logo acquisition, and expansion growth across enterprise and mid-market accounts. Working across Sales, Marketing, Enablement, Partner organizations, and Field teams, I helped build scalable go-to-market motions that improved conversion, accelerated opportunity creation, and supported revenue growth.
From AI-powered prospecting frameworks and LinkedIn-driven pipeline generation to global GTM programs and talent development, my focus was simple: create repeatable systems that help people perform at their highest level while driving measurable business impact.
Turning Hours of Research Into Minutes
As account volumes increased and prospecting expectations grew, traditional research methods created a bottleneck. Reps often spent more time searching for information than engaging prospects.
To improve efficiency without sacrificing personalization, I developed AI-powered prospecting workflows, prompt libraries, account research frameworks, and repeatable operating processes that enabled the team to identify business challenges, prioritize opportunities, and personalize outreach at scale.
Prompt Library
Research Framework
Account Prioritization
Creating a Unified Revenue Engine
The challenge wasn't a lack of talent, tools, or strategy. It was the gap between them.
Marketing, Digital Sales, Enablement, Field Sales, and Partner organizations all played critical roles in revenue generation, yet execution often remained fragmented across teams. Strategies were developed, campaigns were launched, and opportunities were pursued, but there was no consistent framework connecting those activities into a scalable revenue system.
To bridge that gap, I focused on building repeatable operating motions that connected strategy to execution. Through stronger qualification frameworks, AI-enabled research workflows, account prioritization models, and tighter cross-functional alignment, we transformed isolated activities into a more connected revenue-generating system.
Revenue Intelligence
Combined intent data, account research, AI-driven insights, and seller intelligence into a unified prioritization framework that reduced research time by 40% and improved prospecting efficiency at scale.
GTM Alignment
Connected Digital Sales, Marketing, Field Sales, Enablement, and Partner teams through shared processes and qualification standards, helping improve meeting-to-opportunity conversion rates to approximately 65%.
Revenue Impact
Built scalable pipeline generation programs that contributed to more than $13M in qualified pipeline, including 53 new logo opportunities and 37 expansion opportunities across enterprise and mid-market accounts.
Building High-Performing Teams
Great systems create consistency. Great leaders create growth.
Beyond pipeline generation and operational improvements, one of my primary focuses was creating an environment where people could develop, perform, and advance their careers. Through structured coaching, enablement programs, career development planning, and performance management, I worked to build a culture centered on accountability, growth, and continuous improvement.
By combining clear expectations with hands-on coaching and recognition, we developed a team capable of driving results while creating opportunities for long-term professional growth.
Driving Alignment Across the Revenue Organization
Revenue growth rarely comes from a single team. It happens when sales, marketing, enablement, partners, and field organizations move toward a shared objective.
Throughout my time at BMC Software, I partnered across multiple functions to align messaging, qualification standards, account prioritization, and pipeline development efforts. Whether supporting global GTM initiatives, collaborating with hyperscaler teams, or coordinating with field sales leaders, the focus remained the same: create greater visibility, stronger execution, and a more connected path to revenue.
By establishing repeatable operating rhythms and fostering stronger collaboration across teams, we improved alignment between strategy and execution while driving measurable business outcomes. These initiatives contributed to more than $13M in qualified pipeline, including 53 new logo opportunities and 37 expansion opportunities, while improving conversion efficiency, accelerating opportunity creation, and creating a stronger foundation for long-term revenue growth. Why I like this version:
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