I’m a technical sales expert in cybersecurity who loves teaching others and driving business impact.

What I can bring as a Sales Engineering leader

  • I live and breathe cybersecurity: I’ve worked in the field for nearly 20 years, but got my unofficial start in the field when I was suspended for one day for hacking into my high school’s grading system

  • As a seasoned sales engineering manager in cybersecurity, I have a record of coaching and training security practitioners with no sales experience into high-performing SEs (most recently, I led a team of 6 SEs)

  • Data driven decision making - I’ve built numerous dashboards and reports in Salesforce, Tableau, and Domo, including creating new sales metrics

    • In Spring 2024, I did a deep dive into Data Science and Machine Learning to build a model that can accurately predict the probability of sales opportunities closing. See the case study here

  • I have an affiliative leadership style: I prioritize building relationships with my colleagues in Sales, Marketing, Professional Services, Product, Engineering, and more to drive the most effective sales strategies together

  • I’m skilled in identifying gaps in process and driving improvements to our team operating system, and especially in leveraging sales data to continuously improve how we run deals

Example:

At Rapid7, I spearheaded an initiative to analyze deal cycle length and uncovered a strong, inverse relationship between Proof of Concept length and win rate. Based on my findings, my team implemented a revised POC process to shorten deal cycles by 2-3 weeks and increased our win rate by 35%.

  • I have experience defining expectations and development paths at scale: for example, at Rapid7, I defined specific technical and non-technical role expectations for SEs ranging from entry level hires to Senior SEs, a framework that scaled to all of the company’s SEs at those levels

  • While at Rapid7, I created almost 40 net-new enablement workshops and sessions for SEs and sales reps, from technical content to relationship building and soft skills, and I was the de-facto trainer for all new sales and sales engineering hires at Rapid7’s Austin office

  • I’m a strong and charismatic communicator to both technical and non-technical audiences (I can make technical topics funny, too—ask me about my experience performing improv comedy)

Additional superpowers I bring to the table

  • At Rapid7, I demoed and POC’ed their B2B SaaS products, all of which are accessible through APIs.

    I worked closely with customers and our developers to design and implement atypical use cases to meet their extremely specific needs. I built out complex detection and reporting queries using SQL and RESTful APIs, and integrations using Python. I co-designed and implemented proof of concept data pipelines for analysis and automation using various security, IT, and cloud service provider APIs.

  • My career impact is due in large part to my ability to communicate with others of widely varying levels of technical expertise.

    Whether creating net-new enablement content for sales representatives, leading new hire training on technical products, or demonstrating complex cybersecurity products to C-levels (and winning deals), I’m comfortable and adept at storytelling and presenting information.

  • As a technical sales practitioner and manager, I’ve honed skills in scoping and managing technical projects. I’m an expert in developing project timelines, defining success criteria, and defining north star metrics to track progress.

    I also have expertise in chartering and managing internal projects for direct reports an other teams. Some of those projects focused on improving sales win rates, reducing product support issues, and increasing customer product utlilization and satisfaction.

  • I have a track record of using data to help customers realize the value of products, and consequently, help the business win more deals.

    In my most recent role at Rapid7, I evaluated Rapid7’s customer’s security needs, advised on best practices, and then built custom reports and visualizations in dashboards for customers using SQL queries, with the goal of making their security teams successful and winning their business.

  • I have a knack for ramping up in new areas quickly. I’ve successfully transitioned from a career in mechanical aerospace engineering into a career as a developer, and then into a career in sales engineering. I’ve been able to make those transitions seamlessly thanks to my ability and drive to learn new things.

My leadership skills, by the numbers

  • Consistent Manager Effectiveness Impact scores of 4.78/5.00 (95%) and higher for 3 years. Ranked in top 15% of Rapid7 managers, rated as “Excellent”

  • Top 10% of total revenue generating SEs of all time

  • Made annual appearances in the top 10 largest deals in the company as IC

  • 80% promotion rate for people who reported to me for at least 1 year

  • Built 39+ enablement presentations, videos, and step by step guides

  • 56% of hires have been from underrepresented groups

See me in action

Our product marketing team at Rapid7 asked me to lead a Whiteboard Wednesday session unpacking the differences between vulnerability management and application security. I tailored my presentation to a less technical audience so viewers could get a quick, high level overview without getting into the technical weeds.

I’m eager to bring my expertise in cybersecurity, technical sales, and team leadership to a new community, and particularly to work at an innovative company that leverages AI to protect end users. If you’d like to hear more about my qualifications, experience, or interest in the role, I’d love to connect!