CV
Accomplished revenue operations and sales executive, with extensive experience in building out and improving go-to-market environments. Known for spearheading collaborative, high-impact initiatives within complex-high-growth organizations. Demonstrated track record of tripling pipeline and elevating revenue throughput by evaluating existing landscapes and constructing transformative, scalable infrastructures for people, processes, and technology programs. A committed advocate for the positive business outcomes derived from cultivating high-performing teams, nurturing emerging leaders, and imparting knowledge to uplift others.
EDUCATION
"Develop a passion for learning. If you do, you will never cease to grow." – Anthony J. D’Angelo
Master's Degree, Honors Recipient
Saint Mary's College of CA
Executive Masters Degree in Business Administration
Global Hult Prize Initiative Award Winner​
International Study, Milan, Italy: Doing Business with the European Union
Honors in Marketing, Global Competition, Economics, Technology & Innovation, Management Communication, Managing and Leading Contemporary Organizations
Bachelor's Degree
Fresno Pacific University
Cum Laude: Bachelor's Degree in International Business
Student Body President (01-02)
Student Body Director of Events (99-01)
Full Ride Scholarship: 4 Year Academic and 4 Year Music Scholarship from Fresno Pacific University
Oversees Study: Japanese Business Practices Program, Osaka, Japan
Experience
"What would life be if we had no courage to attempt anything?" -Van Gogh
Director of Inside Sales & Sales Operations ~ B2B
Armanino, LLP Current
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Successfully built out and expanded the sales operations, sales enablement and inside sales departments for $800M annual revenue national firm, resulting in $55M in pipeline generation and 30% efficiency gained accross all seller daily processes.
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Developed strategic people, process, and technology practices for nascent inside sales team resulting in 391% growth in pipeline generated from marketing events, 150% growth from inbound web leads, and 50%-80% growth in driving pipeline across all other prospecting channels.
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Implemented first-ever strategic sales tech stack strategy and rolled out LinkedIn Sales Navigator, Outreach.io and PandaDoc in 2022-2023 - resulting in $10M sales opportunities and a 12% win rate increase.
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Crafted comprehensive 5-year sales operations and enablement roadmap aligning with the 2025 $1B firm goal, includes solving for decentralized and disparate sales technology management within the firm, contracts and proposals org build out, and first firmwide sales training program.
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Pioneered the first-ever channel partner SDR program with industry giant Workday.
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500+ hours of internal and external change management leveraging public speaking skills, influencer techniques and transparent ROI reporting.
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Hold comprehensive responsibilities for day-to-day sales operations, sales technology, sales enablement and inside sales teams.
Strategic Marketing/GTM Manager, Technology Industry Practice
Armanino, LLP Current Company
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Key contributor in formulating and rolling out new Go-to-Market by Industry strategic plans.
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Orchestrated the development, direction, and execution of programs aimed at generating demand for the firm’s services and expertise in the Technology Industry sector.
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Implemented comprehensive measurements to evaluate the effectiveness of content and revenue impact across various channels.
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Collaborated with the brand creative team to guarantee that all campaign content maintains brand consistency in terms of style, quality, and tone of voice.
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Upheld quality controls over materials, including email (inbound and drip), to ensure alignment with referral/channel partners and integrated marketing teams throughout the firm.
Director of Sales and Marketing
Kalamuna, Oakland, CA
Digital Marketing Agency ~ B2B Sales and Marketing
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Audit and recommend more efficient and data driven sales and marketing operations
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Hubspot Administrator: marketing and sales analytics, design/mapping, reporting, and oversight
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Provide thought leadership in order to unify marketing and sales team efforts for business growth
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Seek new business and business development opportunities
Director of Sales and Marketing ~ B2B
Zenbooth, Berkeley, CA
​Manufacturer ~ B2B Sales and Marketing
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Lead marketing and sales advisor to the CEO Strategic Business Planning & Branding Initiatives
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CRM Salesforce Administrator: marketing analytics, design/mapping, reporting, and oversight
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Broke company record in highest marketing email reply rates by improving from 31% to 50%
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Oversaw the highest company landing page conversions, improving from 9% to 27% in 6 months
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Designed a distribution channel program and managed dealer relationships which resulted in growing the company’s channel revenue by 30% quarter over quarter
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Developed company’s first marketing and sales reports that evaluated: Sales Cycles, Customer Profile & Segmentation, Revenue per Marketing Channel, and Lead Creation dates to Revenue patterns
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Led the hiring and training of all marketing and sales staff in technology stack, customer journey and messaging
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Championed cross-functional teams and agencies to develop brand content, photography assets, and sales and marketing assets.
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Oversaw all company social media, PPC and SEO contractors
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Led Zenbooth to their first trade show collecting 700+ leads of which10% converted to customers
Interim Director of Sales and Marketing ~ B2C
Insight Wealth Strategies, San Ramon, CA
​​​​Financial Services ~ B2C Sales and Marketing
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Co-authored Financial Wellness program and director over the launch of the new program, along with negotiating first contract with large credit union.
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Optimized website with CTA’s, resulting in 9% growth in clicks and website engagement.
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CRM Administrator and Project manager over data cleanup, pipeline and process development, and report building.
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Built and implemented new sales pipelines and pipeline management practices resulting in 12% increase in bookings.
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Committee member overseeing 120 million-asset acquisition project and the acquisition of 5 person financial firm.
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Designed new compensation plan and strategy that motivated and empowered the sales team.
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Develop full suite of marketing strategies, SEO, Blogging, Email Campaigns, Event Marketing, Social Media, Website Optimization, Brand Identity Development and digital ad campaigns.
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Revived and inspired slumping sales team through new compensation plans and scripts.
Director of Operations and MarketingB2C + B2B
Options for Women of California, Concord, CA
Health Services ~ B2C Marketing
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CRM Admin: Blauckbaud eTapestry
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Design and drive the development and implementation of holistic multi-channel marketing strategies resulting in historical revenue increases in both FY 2015 (25%) and FY 2016 (15% ), on target for growth goals in FY 2017.
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15% increased web traffic due to implementation and oversight of SEO
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Consult, present and recommend revenue growth initiatives to Board of Directors, High Net Worth Donors, constituents and grant initiative stakeholders.
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Spearheaded company-wide transition to new CRM SaaS software.
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Development and oversight of annual budgets, financial practices, and financial accountability.
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Re-Branding: Appointed to lead the entire marketing function through a turnaround.
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Innovate, author, and edit email campaigns, digital ad content, website content, blog content, and event marketing content utilizing best practices for SEO, SEM and brand strategies.
Experience Continued
Operations and Business Development ~ B2B + B2C
JWD Ventures LLC, Placerville, CA
Cross-functional leadership in start-up stages of property acquisition and investment firm.
Set expectations and oversight of financial, property acquisition, and sales data.
Established immediate credibility with vendors, contractors, individual contributors.
Manage many complex constituent relationships.
Content creation print and web marketing materials.
Marketing, Publications, Operations Director ~ B2C
International House, Dublin, CA
Executive Team in 501(c)(3) during the start-up stages.
Pioneered strategic planning sessions, fundraising tool and tactic development,
staff and volunteer management procedures.
Successfully executed external marketing programs and internal training
programs, driving significant year 1, 2 & 3 growth.
Designed logos, trade show and conference booths, and a wide variety of
print and digital publications, both internal and public facing.
Import Specialist & International Trade Law
U.S. Customs and Border Patrol, San Francisco, Ca
Law enforcement officer of International Trade Agreements, tax and tariff law, and general import law for Apple Computer, Intel, Cisco Systems, Monster Cable and many more large technology accounts.
Maintain long-term and complex relationships with accounts, managers, and business directors.
Feedback from SDR
2023
Larkin has helped me navigate client expansion by pairing me with the
appropriate internal partners to ensure our process provides the best
client experience. She has been an advocate for collaborative work
throughout different service lines and departments.
Feedback from Sales Enablement
2023
Larkin is helping me to become a strong leader, empowering me to think
more strategically everyday. Everytime we have a one to one, I am
learning something new from Larkin in terms of how to go about a
specific project, how to handle internal partners in a graceful manner,
keeping in mind what is 'firm first' while staying very positive and letting
myself and everyone on our team be themselves, which in turn, makes
us motivated and pro-active.
Feedback from Technology Administrator
2023
Larkin is available and honest when providing feedback to enable
growth and professional development. Working with Larkin has helped
me to learn to communicate better in challenging situations with
confidence and not taking conflict personally.