As Principal at Selby & Company, I work with technology companies of all sizes to transform their go-to-market strategies and build new revenue operations capabilities. Since founding the company in 2021, I have advised numerous C-level executives and their teams on applying industry best practices to reinvent customer segmentation, design multi-channel routes to market, restructure commercial organizations, implement more effective incentive compensation programs, and build world-class revenues operations capabilities. I also serve as a Senior Advisor to McKinsey & Company, working closely with their clients to design and implement commercial transformation programs. 

Serving as Chief Operating Officer and SVP of Worldwide Sales Operations at Tableau Software, I transformed the go-to-market organization, enabling the company to scale from $800M to over $2B in revenue over four years. I also led the development of the Enterprise go-to-market model and co-led the change to subscription pricing and licensing and co-led the due diligence and integration activities for Salesforce’s acquisition of Tableau. During this time I was responsible for sales strategy and planning, processes and systems, incentive compensation, enablement, reporting and analytics, and sales programs. 

During my time as a Partner at McKinsey & Company, I led the Firm’s Sales Operations service line, working with dozens of clients across multiple industries. During my ten years consulting at McKinsey & Company, I helped commercial leaders transform their go-to-market models, build world-class sales operations capabilities, and enable breakthroughs in growth and sales productivity. I helped my clients restructure sales organizations, run global go-to-market transformation initiatives, redesign customer segmentation and sales models, develop sales incentive compensation plans, and drive sales stimulation programs. 

While General Manager at Microsoft, I was responsible for designing and implementing Microsoft’s Enterprise go-to-market model, growing the business from $14B to $21B over five years. I also redesigned the cross-company operating model that defined how product groups, global business segments, and field organizations worked together to drive revenue growth and increase sales productivity. During my tenure at Microsoft, I transformed the company’s Sales Operations function, leading Enterprise Sales Operations, Services Operations, and Field Operations. This included responsibility for business planning, sales process design and implementation, enablement, sales M&A, reporting and analytics, incentive compensation, and rewards and recognition programs. 

In addition to my professional experience, I also earned my MBA from the Stanford University Graduate School of Business, and graduated from Southern Methodist University with a Bachelor of Science in Mechanical Engineering.

In my free time, I enjoy playing golf and tennis, travelling, and exploring the Pacific Northwest with my wife and two sons.