Vanta

Running the largest revenue organization at Vanta across SMB and MM Sales. Leading a team of 4 Sales Managers and 30 AEsOversaw ARR growth of 150%+ YoY and introduced the below to help scale:---built and launched new sales playbook around Challenger/Value selling---shifted hiring process to test for attributes---developed and implemented quota capacity model---wrote Sales Manager playbook---Built and ran forecasting process, and forecasting stage categories---implemented pipeline hygiene metrics driving stale pipeline