~$50M
$140M
~2.8x
ARR
Did not exist
Built
From zero
Sales Operations
Did not exist
Built
From zero
Incentive compensation
Did not exist
Built
From zero
Deal desk
What changed
- Stood up four revenue functions from nothing while the company was growing fast: Sales Ops, Enablement, Incentive Compensation, and Deal Desk.
- Kept the machine running while the sales organization and ARR scaled rapidly.
- The operation supported the growth that led to Cisco's $3.7B acquisition.
Day One
Hyper-growth with no operations layer
Revenue around $50M and climbing fast. No sales ops, no enablement, no comp administration, no deal desk.
Build
Sales Operations
Forecasting, reporting, and territory support built from scratch for a sales team that was hiring every month.
Ramp
Enablement
An enablement program so new reps could get productive quickly in a hiring surge.
Pay
Incentive compensation
Comp plans and administration that rewarded the right deals and scaled with the team.
Exit
$140M ARR and a $3.7B acquisition
The business reached $140M ARR and was acquired by Cisco for $3.7B.
Built from Zero
- Sales Operations
- Sales Enablement
- Incentive Compensation
- Deal Desk
Hyper-growth Support
- Forecasting and reporting
- Rep onboarding at hiring speed
- Deal approvals and pricing guardrails
- Comp plan administration
01I built four revenue functions from zero while ARR climbed from ~$50M to $140M, without slowing the business down.
02ARR went from ~$50M to $140M on the system I built, and it held up through a $3.7B acquisition.
03Deal desk and compensation design change the number. They are not back-office chores.
04Enablement is how you protect productivity when a sales team doubles.