Work / 2020–2024 · SVP Sales
Acquired by
Together we grew ARR from $5M to $100M in 4.5 years, through two acquisitions.
Consumption-based e-commerce returns platform, acquired by PayPal ($265M) and then UPS ($465M). Enterprise direct sales, reseller partnerships and PayPal and UPS co-selling. $2M ACV on a 6-month cycle.
The executive team at UPS headquarters the day the acquisition was announced, October 2023.
The role.
I owned the revenue, gross margin, hiring and quota plans, working with our CEO and with PayPal and UPS Finance. We forecast within minimal variance for three years.
What we built.
ARR grew from $5M to $100M. We beat quota in 16 of 18 quarters, with 2% logo churn each year and about 140% net revenue retention across more than 1,500 customers.
We segmented coverage by order volume and ACV, and documented who owned a customer at each stage and how the handoff worked as they moved from Startup to Mid Market to Enterprise.
We set a three-year goal of 50% of revenue through partners and reached it.
How we won as a team.
The revenue team grew from 5 people to 41, with about 20 sellers and 6 direct reports. Along the way we met about 200 candidates to find the right people.
We invested more than 1,000 hours in training on problem-centric selling. Enterprise win rate went from 11% to 27%, cycles shortened from 9 months to 6, and deal size grew 10x.
I led go-to-market diligence and integration through both acquisitions, alongside a leadership team I learned a lot from.
Where the team went.
Four teammates have since become CROs or VPs of Sales at other technology companies. That is the result we are proudest of.
Projects we are proud of.
Developing our people
More than 1,000 hours of sales training, and what it did for our win rate and our team.
Winning Gap
How a $2M exclusivity agreement with Staples helped us win a $12M account.
The Revolve bundle
One three-year agreement that brought four PayPal products together for Revolve.
Selling through competitors
We put in-person returns inside competing returns portals and reached 50% of revenue through partners.
Co-selling with UPS
A co-selling plan we brought to the UPS CCO and CFO that tackled cannibalization head on.
Investor-led pipeline
Strategic accounts we won through warm introductions from venture investors.