Substance,
shown plainly.

Who I work with

Marketing and business leaders at the companies that sell enterprise IT and security — my clients include Microsoft, AWS, Splunk, Rubrik, Qualys, and Cloudflare. I manage a $3M+ Northwest and California territory across Dark Reading, InformationWeek, Network Computing, and ITPro: the publications the buyers of enterprise infrastructure and cybersecurity already read.

The problem I solve

Clients don’t come to me for ad space. They come with a pipeline number and a board that will ask about it. My job is the campaign architecture that reaches that number — demand generation through webinars, virtual events, research, and custom content, built for the specific audiences that buy enterprise IT and security. If a program can’t be traced to pipeline, I’ll tell you before you buy it, not after.

How I work

Every account runs on a one-page plan: the metric my client is measured on, the people on both sides who have to say yes, the customer-side date the deal is really tied to, and the likeliest way it dies. I published the template — and the case notes behind it — in the Field Guide, because I’d rather show my method than describe it.

Here’s where I part ways with most of my industry: I don’t believe relationships close enterprise deals. Accountability does. The vendor who names the number they’re willing to be measured on beats the vendor with the better dinner reservations — every time, on every renewal. Relationships are the result of hitting the number together, not the substitute for it.

The record, plainly

Sales Manager at Informa TechTarget since December 2024. At Informa Tech and UBM Tech since 2016: sales operations for Black Hat and GDC first, a revenue-carrying business development seat in 2018, Sales Manager in 2019. Most recently: 110% of H1 target, 75% of the annual goal by mid-year. In 2022: 38 to 54 accounts, up 42%, with revenue up 28% at a $100k average account. Event Enabler and ExCo Special Recognition awards, 2017. Before tech: five years at Wells Fargo Home Mortgage in a heavily regulated pipeline business, where the discipline started. B.A. in Communication, College of Saint Benedict.

I work from San Francisco, which matters more than it sounds: the buying committees I write about are a coffee, not a conference call, away. This site holds the work, the résumé, and Field Notes — how the biggest names in tech really buy, written down plainly.