• Built and scaled Ramp’s GTM organization from Series A to Series C, fueling hypergrowth to a $9B valuation.
• Transformed an 8-person post-sales team into a 45-person org spanning Account Management, Customer Success, and segmented Enterprise, Mid-Market, and SMB territories. Established ROE and aligned the funnel with New Business to create a unified investable sales engine.
• Shifted teams from lagging output metrics to input-driven KPIs; built territory coverage models and activity benchmarks that drove predictable revenue forecasts and headcount capacity planning.
• Created a company-wide product feedback loop that translated customer data into roadmap decisions and strengthened PMF.
• Architected systems-based pipeline, forecasting, and leading indicator outbound automation to reduce manual work and scale data-driven consistency across teams.
• Designed career pathing frameworks and scalable onboarding and enablement programs to reduce ramp time, improve retention, and build an internal promotion pipeline.
• Oversaw $330M+ in upmarket spend and exceeded a 112% quarterly growth target by 200%.
• Launched the company’s first downmarket PLG motion, improving NRR by 6% within 90 days and achieving profitability in under 12 months.
