About
Helping talented people grow into the best version of themselves is the work I'm proudest of, and the purpose behind everything I do professionally.
My teams have sold over $100M of services to these enterprise brands:
- Boardriders
Humility, ownership, teamwork and urgency are the leadership principles I believe in most. When everyone leads, the outcomes take care of themselves. I've been lucky to see that play out at every company we've built and on every team I've played on.
A few books that have helped my startups sell over $100M of services
Each one has been critical for teaching problem-based selling and developing leaders at every level of the team.
SPIN SellingNeil Rackham
An oldie but a goodie. It reminds us that customers just want to solve their problem, and we can't help them do that until we understand the benefit our product delivers.
Extreme OwnershipJocko Willink and Leif Babin
Everyone on the team is leading, from the bottom of the organization to the top. It gives the whole team a common language for ownership, tenacity, teamwork, urgency and humility.
The Thank You EconomyGary Vaynerchuk
Lasting relationships start with positive energy. It helps us think about how we communicate, and why it's okay to be persistent without being pushy, as long as the customer is taken care of and knows we care.
The Score Takes Care of ItselfBill Walsh
Get the fundamentals right and the scoreboard takes care of itself. I believe that holds for every small motion in the sales cycle, from the first introduction to expanding inside a customer's account.
Never Split the DifferenceChris Voss
Practical, tactical lessons on negotiation that our teams have leaned on in deal after deal.
I'm a revenue leader, former founder and recovering rugby player with 17 years in technology sales, 10 of them leading sales teams, most recently as CRO of two AI-native startups.
At Happy Returns we grew ARR from $5M to $100M, and we beat quota in 16 of 18 quarters. I also managed due diligence and commercial integration through acquisitions by PayPal and UPS.
Across my roles we've built consumption-based revenue plans, credits and rebate programs, and non-standard partnership agreements with FT 500 executives, and we've won strategic accounts through venture investor relationships.
We've also sat on both sides of AI model economics, as buyers and as sellers, including negotiating token pricing for a multi-model platform.
Along the way I've invested more than 1,500 hours in sales training for my teams, and watched teammates go on to become CROs and VPs at other technology companies.
I grew up in the Bay Area, then spent ages 10 to 14 in Johannesburg, South Africa, where rugby first got its hold on me. I went on to play professionally for four years in San Diego with OMBAC, and that is where a love of fitness and travel took root. It is no accident that Scalefast, SHIELD and Goodweek were all headquartered in Europe and Asia.
My proudest accomplishment is my family: my wife, Laurel, and our kids, Sloane, who is 5, and Birdie, who is 2.
Our family also includes my nephew, Jack. We became his guardians when he was 15, and he lived with us all through high school. He finished at Mira Costa High School with great grades and captained the rugby team his senior year. Today he's a sophomore at San Jose State, a starter for the SJSU Men's Rugby Club, and an all-conference flanker and lock.
| Company | Title | Years |
|---|---|---|
 Goodweek | Chief Revenue Officer | 2026 |
 SHIELD | Chief Revenue Officer | 2024–2025 |
 Happy Returns | SVP Sales | 2020–2024 |
 Scalefast | VP Sales | 2016–2020 |
 CreatorZoo | Founder | 2014–2016 |
 WM | National Accounts, Field Sales | 2006–2013 |
| School | Degree | Year |
|---|---|---|
 USC Marshall School of Business | MBA | 2015 |
 University of Oregon | BA | 2006 |
You'll find the stories behind these numbers in Work, and the full history in my resume.