Select Highlights from my Career
Cross-Functional Leadership
As a VP of Sales at FactSet, I established a process to identify risks in our product and effectively communicate them to the product team. I quickly identified gaps in the software tool based on market feedback. I engaged with potential clients to understand their business pain points and how our software could improve their operations. I gathered and scored this feedback based on quantity, workflow, and region. These findings were presented to the Head of Product monthly, resulting in changes to the roadmap and subsequent implementation, contributing to the closing of new business. For example, clients requested that their data be stored in the EU to satisfy GDPR requirements. This feature was released by FactSet, and shortly thereafter, the first German client signed.
Co-Selling and Sales Enablement
In my role, I was responsible for sales enablement and co-selling across a diverse group of salespeople and account managers. My colleagues were based in different offices, had varying levels of familiarity with SaaS, and held different levels of seniority within the firm. I educated the broader EMEA team of over 20 people on ideal customer profiles, value propositions, pricing structures, and the creation of client-facing collateral. This enablement initiative also involved influencing senior sales managers to allocate additional resources from their teams. One example of this work was organizing a thought leadership event in Stockholm. I collaborated with management to secure BDR coverage for the region, educated the BDRs on persona-specific talking points for the event and the product, and worked with FactSet product leaders to create a narrative around integrated user experiences. I devised various incentives for different groups to achieve the event's goals, which led to an increase in qualified leads in Sweden.
Data-Driven Problem Solving
I employed a data-driven approach to analyze internal sales processes, building reports that reviewed the sales velocity of prospects across the sales pipeline. This process yielded insights into gaps within the internal sales process based on bottlenecks and provided feedback on the types of prospects that closed quickly. Additionally, I analyzed attributes of clients with a positive NPS and strong adoption. These findings were used to maintain focus on prospects that would close quickly and derive the most benefit from the software.