Katherine is currently the Global Sales Development Director at Coursera. She has been managing Sales development teams for over a decade. Previously she worked at Eightfold.ai, Anaplan, Apttus, SugarCRM, FinancialForce and Aruba Networks. Katherine is responsible for overseeing global pipeline production and driving outbound efforts using Account-Based prospecting approach.
Katherine's passion for the sales development role stems from strong mentors and her own experiences being an SDR. She has managed teams from three to seventy-eight people and in each instance, all SDRs thrive on a solid foundation of coaching, high activity, and transparency. Her approach with SDRs brings an abundance of success where her teams never hit below 100% of their quotas. In her free time, Katherine is an avid gardener, BarMethod enthusiast, and loves to camp and water ski.
Michael Tuso is the current Head of Business Development at Chili Piper. He started his career through a work abroad program at Citrix where he got to travel throughout Latin America for 1.5 years right out of college. He worked in sales during the week and took excursions to exotic places on the weekends. He was the top performer in the program and was asked to be the team’s SDR manager after just 8 months. Upon returning to the United States, Michael immediately went into a closing role where he really fell in love with sales. He quickly became the top performer on a team of hundreds of sales reps and later moved back into management.
After Citrix, Michael moved to California to work at a small startup, and then eventually SnackNation, where he built out the SDR program. In his first month he increased revenue by 50% and sustained that number over time. Inheriting a team of 9, Michael built out the team to more than 23.
Building upon the experience he gained at Citrix and other startups, Michael sought to grow his own team from scratch. In a little over a year, Michael has grown the sales team at Chili Piper by 400% and the company’s revenue by over 100%. He has worked with senior leadership on go-to-market for several new product launches, implemented their events strategy, built out viral marketing campaigns, direct mailers, and a world-class coaching and training program. Michael is fluent in Spanish and is looking to pick up another language. He hikes, places in local sports leagues, is an avid reader, runner, and of course, world traveler. He is new to the Bay Area and always looking for coolest places around town!
Dan Frohnen is the CMO of Sendoso, the leading Sending Platform (SP). He has more than fifteen years of sales and marketing experience from previously working as the Vice President of Global Demand Generation and Sales Development at Apptus and most recently the Executive Vice President of Marketing at Skedulo, where he drove two consecutive years of triple-digit growth and played a key role in the company’s $28M in Series B funding. Frohnen was previously a Sendoso customer and has a deep understanding of the value the platform provides.
Penelope is currently a Partnerships Account Executive at Vendition. While competing for Arizona State University’s Swimming & Diving team during her undergraduate endeavors, Penelope competed in the 2012 Swimming Olympic Trials. She spent the following years gaining a wealth of experience in Sports Marketing, Sales and Full Cycle Recruiting.
Her desire to help people uncover their full potential blossomed within her role as a Recruiter, where she helped hundreds of former athletes find meaningful careers after their sports journey came to an end. Within her current role at Vendition, Penelope is dedicated to helping bridge the gap between diverse SDR talent while practicing creativity, grit, networking, and relationship building. Her passion for sales is deeply rooted in her competitive drive, constant desire to seek and implement feedback, and dedication to making a career in Sales Development possible for everyone.
Penelope prides herself on being a servant leader, and works diligently to uplift and inspire the next generation of diverse sales professionals. In her free time, Penelope enjoys listening to podcasts, networking, surfing, doing yoga and recording unique marketing content that speaks to the impact she hopes to make in the world.
Nicolas De Kouchkovsky is the founder and principal at CaCube Consulting. He is an Advisor and Consultant to B2B software companies, helping them grow. Nicolas covers all aspects of marketing and market development, working on a project basis or as a VP of Marketing on demand. He spent over 25 years in the Cloud and Software industry as a product and marketing executive. Nicolas has a proven track record of creating differentiated positioning, building go-to-market strategies, and developing demand generation programs. He as extensive experience with Enterprise Software markets and is a recognized expert in customer facing technologies. Nicolas authored the Inside Sales Technology landscape. He can be contacted at firstname.lastname@example.org.
Andre Anderson has worked in various sales roles throughout his 12 year career, and is currently the Vice President of the Silicon Valley Chapter. Building-out the inside sales team at AirWave Wireless/Aruba Networks ranks among Andre's professional highlights. His team, during a 3 year span (2008-2011), was tied to over $37M in sales. After Aruba Andre went on to run the west coast professional services team at ConnectAndSell, and managed corporate sales at ICIX. Currently, Andre is a channel sales director at RetailNext, and is responsible for taking OEM, and channel partners from signed to selling.
Andre resides in San Francisco and holds a Bachelor of Science degree in Political Science and History from Santa Clara University.
“Horse of a different color”, Becc has an eclectic background in that she started as an AE for the first 4 years of her career, and THEN got into SDR work.
Taking a “step back” when moving out to San Francisco, she aimed to learn more about the tech-ecosystem before transitioning into a closing role again, and in doing so, fell in love with Sales Development and the opportunity to craft innovative process and messaging strategies to drastically change the output of her reps & landscape of Sales Development as a result.
Having a predilection for “category-creation” early, she built out a team in the US, APAC, and LATAM for Adjust.com, moved on to build out the SD department from the ground up at Gong.io, & lastly on to G2 Crowd.
Currently at G2, she’s the Regional Vice President of BD that was brought on to drive pipeline for G2’s recent acquisition of Siftery (now rebranded as G2 Track) & build a BD team to support the Enterprise sellers.
Mike currently leads the Inside Sales team at Automox. He has helped scale several Inside Sales teams at security startups including Evident.io (Acquired by Palo Alto Networks) and StackRox (Acquired by Red Hat).
At memoryBlue, he spearheaded their expansion into Silicon Valley with 4 SDRs and experienced 7X growth in less than a year. He hired, trained, managed, and motivated 200 + SDRs. He has a passion for leading by example and helping with the training and development of others. When not in the office, he enjoys attending Bay area sporting events, kayaking on the water or hiking in the Santa Cruz mountains.
Joseph Reeves, Head of the Silicon Valley branch of memoryBlue, supervises all client engagement and sales development responsibilities based out of the West Coast. He joined the company in 2016 and quickly worked his way up the ladder to SDR Manager followed by Client Delivery. He has a passion for coaching and training his team into effective top performers to help tech companies fill their top-of-funnel. Under his management, the Silicon Valley office has more than doubled its number of SDRs since he took over operations in 2018. He has personally led over 50+ client engagements and facilitated over 40+ SDR elevations and internal promotions.
When not in the office, Joseph enjoys boating, snowboarding at his hometown, Mammoth, and attending local sporting events.
Lauren is a relentlessly positive sales leader. Her team is a world-class team and she makes sure they know it. She’s currently running the global Sales Development team at Segment with 40+ Inbound and Outbound SDRs in SF and Dublin.
If you asked her to define her team’s northstar, she would say their purpose is to build meaningful relationships with prospects and customers to generate high quality pipeline for the sales team, and to professionally develop the next generation of customer-facing professionals in B2B tech.
She studied molecular biology in school and enjoys applying her skillset in her sales roles by deriving meaningful stories from data to improve productivity and process within her team and cross-functionally across the organization.
She’s passionate about preparing SDRs for sales in a way that challenges them, builds confidence, and improves their success rate in the next role.
In her free time, she loves spending quality time with her 3 younger siblings, singing karaoke, traveling the world, and hanging out with her ball python, Ness!
AJ Giaccia is a Senior Enterprise Account Executive at Tray.io, where he is a key contributor to enterprise and OEM sales. As an early member to this sales team, he quickly made his mark by bringing on enterprise accounts and establishing a strong customer portfolio. He began his sales career in a hybrid role at E2open with running end to end sales cycles focusing on the high tech sector. Upon leaving E2open AJ joined a Silicon Valley based startup, Justransform. As the company’s first sales hire his primary responsibility was to establish and scale the global go to market strategy. His time at Justransform provided leadership opportunities which included building the sales organization infrastructure and acquiring a strategic customer base. After Justransform, AJ joined Tray.io where he has personally led over 40 client engagements while supporting the global sales team.
When not in the office, AJ is an avid runner and can be found trail running throughout the Bay Area. His passion for building winning teams and coaching extends to the football field where he spent the last three years as a member of the football staff for a local Bay Area high school. Feel free to reach out to him on LinkedIn!
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