Work

Case studies.

The problem, what I built, how I got people to use it, and what changed. Numbers are real, and anything confidential stays that way.

Spring Health

Senior GTM Engineer & Enablement Lead

Oct 2025 to Present

A network of GTM agents for enterprise sellers

The problem

Enterprise sellers had what they needed spread across pitch decks, product docs, messaging bots, and book-of-business data. Finding the right answer mid-deal meant digging, so most of it never got used.

What I built

A pilot network of GTM AI agents that work like an embedded chief of staff for each seller, surfacing account signals, messaging, and next-best actions inside the workflow so reps prep faster and walk into calls ready. I build the Claude plugins, skills, and Guru knowledge agents behind it, plus automated launch ops and content pipelines. One of those agents turns roadmap items into launch overviews for each stakeholder group, posts weekly Slack previews of upcoming launches pulled from Jira dates with Guru links, and flags it when a date moves. I also built the Product Enablement Command Center and a v1 Launch Readiness Score, and rebuilt our Guru knowledge base from 16 collections down to 10, with 70 new cards and AI knowledge agents on top.

How I drove adoption

Every build ships with an entry in our AI registry and an adoption plan. I also own the source-of-truth content behind these systems, so humans and agents pull the same answer.

The result

>50% less manual asset production time~12 launches enabled in H1Ran the function solo for 10 weeksWeekly roadmap meeting replaced by async updates

Guidance now shows up inside the workflow instead of living in a library nobody opens.

Dropbox

Enablement Partner, Global Sales & Channel

Feb 2025 to Oct 2025

Blitz Week for Dropbox Dash

The problem

Dash was a brand new AI product. The field needed a reason and a way to lead with it, without taking their eye off the core business that paid the bills.

What I built

A recurring Blitz Week, one focused week per quarter to generate net-new Dash pipeline across North America, EMEA, and APJ. I paired it with persona-based playbooks, live role plays, and AI role plays, and coached reps on Winning by Design's Provocative Selling to tie Dash directly to business outcomes.

How I drove adoption

Short, focused, and competitive. One week, one product, clear targets, and the prep to back it up, so reps could go all in and then get back to the core business.

The result

$1.2M$2.3M$3.1M

Net-new Dash pipeline from a single week, growing three quarters in a row.

HST Pathways

Head of Sales Training & Enablement

Dec 2022 to Mar 2025

The company's first AI roadmap for GTM

The problem

A growing healthcare SaaS revenue org with no LMS, no shared methodology, and no plan for AI in go-to-market.

What I built

The company's first AI roadmap for GTM, with practical use cases across Sales, Customer Success, and Marketing. I launched a companywide LMS, partnered with revenue leadership to build modern sales methodology into the sales process, and enabled the team through four product launches and two new service lines.

How I drove adoption

I built the AI roadmap back when it still took convincing people, so I started with use cases that saved reps time that week, not someday.

The result

102% of 2024 bookings planFaster rampHigher close rates

The revenue org closed 2024 above plan, and AI adoption became a repeatable function instead of a side project.

PatientPop (now Tebra)

Inside Sales Training & Enablement Manager

2020 to 2021

Gap Selling as the core methodology

The problem

Every rep had their own way of uncovering and positioning value, which made deals hard to coach and hard to forecast.

What I built

Rolled out Gap Selling as the core methodology, ran monthly onboarding for SDRs, AEs, and Field Sales, and partnered with LinkedIn Top Sales Voice Kevin Dorsey on sales bootcamps focused on discovery and negotiation.

How I drove adoption

One shared language for discovery, built into onboarding from day one, then reinforced in bootcamps and deal coaching.

The result

20%+ larger average deal size25%+ faster ramp

Reps found and positioned value the same way, and new hires got productive faster.

Want to talk shop?

Whether it's a role, a project, or you just want to compare notes on AI in GTM, I'm always up for a conversation.

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