At Gryphon AI, I own outbound pipeline strategy and execution for a 5–6 person Inside Sales team, reporting forecasts and pipeline health to executive leadership. The team achieved $2.4M ARR against a $1.8M goal in 2024 and $2.9M against a $2.4M goal in 2025.
I built an AI Account Prioritization engine in Claude and ChatGPT, combining CRM, LinkedIn, intent, and web engagement data to deliver weekly account priorities to ISR, Strategic AE, and Partner teams. I also rebuilt website chat in HubSpot with AI qualification to route only ICP-qualified leads to reps.
I created Gryphon AI’s sales playbook and ISR onboarding program from scratch, covering cadences, persona messaging, cold call pitches, discovery frameworks, and qualification standards. I also designed quota structures, variable compensation plans, KPIs, scorecards, and SPIFF programs around qualified pipeline and ARR targets.
Before Gryphon AI, I built TDS’s outbound consultative business development function and defined its GTM strategy and account segmentation. Earlier, I generated cybersecurity SaaS pipeline at BitSight, exceeded quota at Randstad, and developed my outbound selling foundation at Oracle.
