Resume

Lead company strategy, revenue architecture, and partner ecosystem development at Bedrock Information Systems (an Igneous Corporation subsidiary). Originated the "CivicOps" go-to-market framework — defining Bedrock's brand positioning and solution language for municipal government clients.

• ▸Operate across Igneous Corporation (parent), Bedrock (core platform), Scoria Software Solutions (product line), and VVhiterock Ventures (VVV — JV equity vehicle) to keep strategy, governance, and incentives aligned
• ▸Coined and developed "CivicOps" — the company's go-to-market brand framework for municipal government clients — defining the terminology, positioning, and value narrative for how Bedrock helps local government entities streamline operations through technology
• ▸Own corporate strategy and GTM architecture across alliances, direct sales, and partner-led motions
• ▸Craft executive-ready narratives, value frameworks, and co-selling playbooks with strategic partners
• ▸Run enterprise, public-sector, and partner-led pursuits with multithreaded deal strategy and MEDDPICC-style checkpoints to keep revenue, delivery, and governance in sync
• ▸Structure VVhiterock Ventures (VVV) joint ventures and equity participation models while keeping governance consistent across the holding company
• ▸Serve as executive sponsor for public-sector programs (e.g., Santa Monica Intune migration), balancing sequencing, risk, and stakeholder updates
• ▸Define monetization strategy and own pricing, packaging, and product marketing collateral loops — tying offer structure, approval cadences, and value storytelling to roadmap decisions and deal architecture
• ▸Guide ERP and financial systems evaluations for multi-entity accounting, governance, and go-live planning across subsidiaries and intercompany flows
• ▸Coordinate board and executive communications that connect pricing approvals, delivery sequencing, and risk posture across Igneous, Bedrock, and Scoria
• ▸Bridge engineering, finance, legal, and advisory partners to keep delivery sequencing, GitHub governance, and customer readiness in sync
• ▸Push teams to ship design-forward executive collateral and challenge stale processes when they slow momentum
• ▸Identify and evaluate grant opportunities on behalf of municipal clients, aligning funding programs to project scope and eligibility criteria
• ▸Lead grant writing efforts for public-sector clients, structuring narratives and supporting documentation to support funding applications
• ▸Serve as the sole product manager across the full Hephaestus platform — Bedrock's integrated software suite spanning Genesis, Magma, Lava (including the DataSchemer data validation and integrity solution), Reaction, and Bown — owning user story development, feature prioritization, and roadmap planning across all components
• ▸Maintain individual backlogs, acceptance criteria, and delivery milestones for each Hephaestus product while ensuring cross-product sequencing aligns with platform strategy, customer go-live timelines, and engineering capacity
• ▸Manage project delivery across internal teams and customer engagements using Gantt-based planning to track milestones, sequence dependencies, and surface capacity risks early
• ▸Drive customer-facing project updates including status reports, milestone communications, and risk escalations to keep stakeholders aligned throughout delivery
• ▸Perform capacity planning across internal resources, balancing concurrent workstreams and adjusting staffing allocations to protect delivery timelines
• ▸Architected and stood up Microsoft Dynamics 365 CRM from scratch at Bedrock — including data model design, entity configuration, pipeline setup, and integration planning to support sales, delivery, and customer management workflows
• ▸Operate Bedrock's Microsoft Cloud Solution Provider (CSP) motion, enabling direct resale and management of Microsoft cloud licensing for client organizations
• ▸Monitor Microsoft Partner Center quote requests for cloud licensing, qualify opportunities, and coordinate fulfillment to strengthen Bedrock's channel and alliance execution
• ▸Leverage Bedrock's Microsoft CSP designation to support channel and alliance strategy, positioning the company as a trusted licensing partner alongside its software and services offerings
• ▸Owned operational governance for Microsoft cloud licensing, including structured renewal controls, pre-fulfillment compliance checks, and customer lifecycle procedures
• ▸Defined profitability controls by product and customer segment to protect cloud licensing margin and flag unfavorable deals before fulfillment
• ▸Built standard operating procedures for license provisioning and offboarding in Microsoft Partner Center to ensure fulfillment consistency
• ▸Led monthly reconciliation of Microsoft partner incentive and rebate payments against expected returns to improve financial accuracy and accountability
• ▸Enforced pre-fulfillment order readiness checks covering customer agreement acceptance, tax profile completion, and eligibility validation
• ▸Co-designed the support operations framework, including escalation paths, internal service level commitments, and tiered service delivery structure
• ▸Delivered executive reporting on customer retention, seat growth, product adoption depth, and renewal risk to support leadership decision-making
• ▸Maintained program readiness by tracking Microsoft Cloud Solution Provider policy updates and converting changes into internal actions and ownership

Founded HornToad Group — an umbrella holding company encompassing HornToad Strategies (consulting) and HornToad Labs (product and engineering). Building and launching a portfolio of tech products spanning community platforms, government procurement, and enterprise software.

• ▸Founded HornToad Group and structured subsidiary brands — HornToad Strategies and HornToad Labs — to separate consulting and product engineering operations
• ▸Architected and developed bhornback.com (this site) using Next.js, TypeScript, Tailwind CSS, and Vercel — including AI chat integration, resume filtering, and a dynamic gallery
• ▸Lead development of LOUN (Legion of Upstairs Neighbors) — a community coordination platform live at joinloun.com, built on modern web stack
• ▸Design BidHorn — a government contracting and procurement intelligence platform that curates federal, state, and local bid opportunities, with concept, branding, and early architecture underway
• ▸Develop Briareus (formerly scoped as Prospectus) — an AI-powered platform under HornToad Labs designed to leverage LLMs and workflow automation for intelligent operations and decision support
• ▸Scope CORESAMPL — a change-impact intelligence concept for Microsoft Dynamics environments
• ▸Manage GitHub organization and repositories for all active HornToad Labs projects, applying GitOps practices and CI/CD workflows
• ▸Lead brand identity, domain strategy, and product naming across the HornToad Group portfolio
• ▸Coordinate cross-project priorities across product design, engineering, and go-to-market workstreams
• ▸Source and evaluate grant programs relevant to client initiatives, matching funding opportunities to project eligibility and scope
• ▸Write grant applications on behalf of clients, developing narratives, supporting materials, and submission packages to secure funding
• ▸Researched and stood up open-source CRM solutions for internal use at HornToad Group — including evaluating platforms and deploying a local instance of Twenty CRM to manage contacts, pipelines, and operational workflows

Owned state and local government accounts in the Eastern region, positioning Tricentis’ software quality and testing platform for large modernization programs.

• ▸Ranked as top rep for net-new business in the Eastern SLED region, contributing to the team's 84% YOY growth
• ▸Managed full-cycle pursuits across SLED customers with ARR exceeding $1M, covering testing, QA, and automation initiatives
• ▸Grew territory coverage from 13 to 26 states over the tenure, expanding channel and direct motions accordingly
• ▸Developed and executed GTM plans for customers and prospects to deepen product usage and go multithreaded across stakeholder groups
• ▸Ran discovery, value mapping, and competitive positioning for complex government evaluation cycles
• ▸Assessed SQA maturity of prospects to recommend the right solution across a suite of 10+ Tricentis products
• ▸Partnered with solutions engineers to tailor demos and proofs of concept for agency stakeholders
• ▸Navigated SLED procurement cycles end-to-end, orchestrating RFP responses and pairing legal, security, and commercial reviews
• ▸Monitored bid boards including Govly, GovWin, and state/county sites to surface relevant RFx opportunities and partnership leads
• ▸Used customer intent data from LinkedIn Sales Navigator, ZoomInfo, 6sense, and Demandbase to prioritize outreach
• ▸Leveraged a channel-first approach through distributors, VARs, MSPs, and SIs across the Eastern territory
• ▸Created partner mapping and channel alignment strategies to drive coordinated engagement and deal registration
• ▸Represented Tricentis at key industry events including NASCIO and GovTech to build prospect and partner relationships
• ▸Maintained territory plans and forecast hygiene to balance renewals, expansions, and net-new pursuits across the region
• ▸Mentored SDRs and interns on professional sales development and closing track progression
• ▸Drove competitive displacements against incumbents with multithreaded stakeholder management across business, IT, and procurement

Drove net-new and expansion opportunities for Tricentis’ QA automation platform, collaborating closely with SEs and customer champions.

• ▸Prospected and qualified commercial accounts up to $3B in revenue, building territory pipeline in QA and testing
• ▸Consulted with customers on their CI/CD and SDLC strategies, recommending testing improvements aligned to their quality goals
• ▸Transitioned domain knowledge from mobile testing at Kobiton into enterprise application testing, broadening coverage across the Tricentis product suite
• ▸Navigated three territory transitions, adapting sales strategy to new market dynamics each time
• ▸Facilitated technical evaluations with SEs to align solution fit to customer quality goals
• ▸Served as an informal SME for teammates, advising on testing strategy, sales process, and evaluation best practices
• ▸Served as overlay to the broader team on new product acquisition initiatives, extending deal coverage and cross-sell
• ▸Anchored the company's initial outbound initiative, building early pipeline motion from scratch
• ▸Applied MEDDPICC and Command of the Message sales methodologies to qualify, track, and close deals
• ▸Tracked renewals, upsell signals, and implementation blockers to keep handoffs clean between sales, SE, and customer success teams
• ▸Earned Tricentis qTest Specialist Level 1 certification to credibly support evaluations and speak to QA workflows
• ▸Managed pricing and packaging discussions with procurement to keep deals inside approval guardrails and close plans

Sold Kobiton’s mobile testing platform to enterprise and growth customers, focusing on software quality assurance outcomes.

• ▸Became the first internally promoted SDR to reach Account Executive at Kobiton
• ▸Operated as the sole mid-market and SMB rep for 2021, independently managing the full book of business
• ▸Exceeded company KPIs and sales targets while adapting through three different sales leadership transitions
• ▸Owned full-cycle sales from discovery through close for mobile app testing solutions
• ▸Guided PoCs end-to-end, gathering success criteria, running regular check-ins, and coordinating support to keep evaluations on track
• ▸Quickly developed the ability to qualify prospects into PoC or self-serve purchase tracks, keeping pipeline efficient
• ▸Teamed with SEs to scope pilots and align success criteria for QA leaders
• ▸Collaborated with CSMs to co-manage and expand strategic accounts
• ▸Created custom assets and client-specific collateral to support evaluations and advance deals
• ▸Managed renewals and expansion conversations with existing accounts
• ▸Built competitive battlecards around device coverage, automation depth, and QA reporting to differentiate Kobiton against incumbents
• ▸Negotiated commercial terms within guardrails while keeping renewal, expansion, and handoff paths clear
• ▸Looped mobile testing feedback from customers into roadmap discussions with engineering and leadership

Supported account executives with pipeline generation and early-stage opportunity management for Kobiton’s QA testing platform.

• ▸Achieved 150% of outbound qualified lead quota
• ▸Crafted outbound messaging sequences that were adopted by the broader BDR team and contributed to exceeding team goals
• ▸Anchored the company's initial outbound motion, establishing pipeline generation from the ground up
• ▸Transitioned from hybrid to fully remote during COVID while maintaining pipeline productivity through Salesforce and SalesLoft
• ▸Built pipeline through outbound prospecting and inbound qualification
• ▸Coordinated discovery, demos, and next steps between prospects and AEs
• ▸Maintained clean CRM hygiene to support forecast accuracy
• ▸Captured customer use cases and surfaced common objections to sharpen messaging and demo scripts
• ▸Designed outbound cadences and follow-up templates that balanced personalization with volume
• ▸Coordinated event and webinar follow-ups and scheduling to keep AEs focused on late-stage work
• ▸Tracked conversion metrics and surfaced bottlenecks to improve prospecting effectiveness

Oversaw on-site operations for AFC Lightning’s multi-field venues during annual tournaments, ensuring a seamless experience for players, families, coaches, and officials.

• ▸Managed logistics across equipment, custodial, athletic training, and officiating teams
• ▸Served as primary point of contact for visiting coaches, parents, and club administrators
• ▸Resolved real-time operational issues to keep schedules on track and stakeholders informed
• ▸Coordinated with tournament leadership to align venue execution with event objectives
• ▸Balanced budgeted vendor spend (medical, security, parking) with on-the-ground needs across back-to-back tournament days
• ▸Built field layouts, parking flows, and contingency plans to keep multi-field schedules on time
• ▸Negotiated vendor coverage (security, medical, concessions) and balanced spend against budgets
• ▸Trained volunteers and seasonal staff on safety, customer interaction, and rapid issue escalation

Generated pipeline for low-code platform sales through inbound and outbound motions while partnering closely with AEs and product teams.

• ▸Qualified inbound and outbound leads using HubSpot and personalized sequences
• ▸Delivered high-level platform overviews and ran initial discovery calls
• ▸Coordinated with AEs and product via daily standups and JIRA to progress evaluations
• ▸Mapped persona-specific pain points (IT vs. line-of-business) to low-code solution patterns to progress deals faster
• ▸Worked cross-functionally to coordinate resources for technical deep-dives, pricing ballparks, and RFx responses
• ▸Scheduled demos and ensured environments and readiness alongside solutions engineers
• ▸Collaborated with marketing on campaigns and events to feed top-of-funnel demand
• ▸Maintained pipeline reporting and feedback loops on messaging effectiveness for leadership

Directed a multi-location retail team while managing strategic accounts, inventory, and community engagement programs.

• ▸Drove the store to $2.5M in topline sales at 39% margin
• ▸Led a team of 12 to exceed customer expectations and align to company goals
• ▸Managed accounts and contracts with city, apartment, and hotel partners
• ▸Drove project management across vendors and customers on build timelines, cost, and quality
• ▸Enabled new employees on sales processes and SOPs; reported sales performance to stakeholders
• ▸Generated and presented store OKR reports to stakeholders using SQL
• ▸Pioneered an internal Manager Training Program to standardize onboarding and expectations across locations
• ▸Organized community events to promote Atlanta Cycling and grow the customer base
• ▸Tracked store-level P&L inputs (inventory turns, margin mix, staffing) to inform ordering and staffing decisions
• ▸Oversaw merchandising and inventory turns across locations, coordinating seasonal resets and vendor orders
• ▸Negotiated vendor terms, warranty programs, and repair processes while monitoring margin mix
• ▸Coached assistant managers and senior sales staff on fittings, consultative sales, and SOP adherence

Led sales performance at Atlanta Cycling, mentoring teammates and driving premium product mix.

• ▸Top Sales Performer 2015–2016, leading team in total sales and margin
• ▸Mentored teammates on fit, product selection, and customer experience
• ▸Supported inventory planning to optimize sell-through and product assortment
• ▸Specialized in premium bike fitting services that increased average order value and customer retention
• ▸Managed daily floor operations, opening/closing routines, and delegation during peak seasons
• ▸Led advanced bike fittings and service scheduling for high-value customers to boost retention
• ▸Created local ride and clinic programming that drove repeat visits and referrals