Joined as the first IC Sales Engineer at Relyance while the GTM team scaled from 7 to 23.
Key outcomes:
- Led 20 POCs and 18 RFPs in year one across ~500 customer conversations.
- Closed 16 new logos, including Yelp, Confluent, Grafana, Applied Intuition, Zscaler, ClickUp, Harness, and Cribl.
- Won company-wide "Golden Lyon" award in the first quarter.
- Mentored incoming SEs and supported one in closing the largest ARR deal in company history.
Forward-deployed technical work:
- Led the POV for the first on-premise version of Relyance.
- SE for the first European data center deployment for a healthcare customer.
- Led POV for new AI Security product scanning LLM model APIs (OpenAI, Anthropic, Google Vertex, AWS Bedrock) for data exposure.
Cross-functional impact:
- Influenced 7 product improvements by turning field feedback into clear R&D priorities.
- Authored the company's AI Usage White Paper for marketing and positioning.
- Drove alignment across stakeholders from ICs to C-suite leaders (DPO, CISO, CLO, CIO) across GRC, Security, Engineering, and IT.