meez
March 2023-Present
Head of Growth
Postman
November 2021-February 2023
Increased self-serve ARR by 50% in 1 year to cross $100M.
Senior Data Scientist, Growth (Product-led)
Served as the chief data scientist to the Head of Growth.
Together we increased Product-led Growth (self-serve) revenue by 50% in 1 year to cross the $100M ARR milestone.
Created first-ever comprehensive model to accurately forecast free-to-paid conversion. Continuously refined the model with more data to eventually be able to forecast monthly ARR to within <5% of actuals.
Calculated the impact of recent macroeconomic trends and improved the model by accounting for those trends.
Assisted Growth squads in setting meaningful and measurable monthly, quarterly, and yearly targets.
Created various dashboards & reports to show our progress to targets and helped each squad adjust their experiment roadmap in real-time based on what’s working and what’s not.
Determined what experiments worked and quantified the lift we saw from each. This helped the squads calculate the ROI of both successful and unsuccessful experiments and improve how they define and prioritize experiments.
Performed statistical analyses (e.g. single and multivariate regression) on user and team behavior & collaboration data to identify new, previously untapped areas of opportunity for future PLG experiments.
Tech stack: SQL, Redshift, Looker, Redash, Google Sheets, Excel.
Daylight
November 2020-October 2021
Built and launched the first & only digital bank in the U.S. specifically designed for and by the LGBT+ community.
Closed a successful $5M seed round
Head of Product & Growth
Joined as employee #2 at pre-seed with no product in market.
Built and launched our 1st app to both iOS and Android app stores in under 6 months with over 500 early users.
Achieved product-market fit within 3 months of launch. Consistently saw 25% cohort retention after 8 weeks with strong referral rates (NPS 9+). Engagement was equally strong at 80% DAU, with transaction volumes increasing 30% MoM.
Closed a successful $5M seed round based on these strong indicators of meaningful engagement, long-term retention, and product-market fit.
Recurly
May 2018-November 2020
Increased TOFU volume by 10%, acquisition rate by 25%, activation rate by 3X, and ARPU by 1.5X.
Head of Growth
Accountable for 3X growth in new revenue in 2020. Helped lead the company to a successful exit and acquisition by Accel-KKR.
Hired and built a Growth team from the ground up. Successfully transformed the business from a sales-led to a product-led (PLG) model.
Created a cohorted growth model to measure the end-to-end customer lifecycle - from acquisition, activation, engagement, retention, monetization, and resurrection - and identified the biggest opportunities and points of leverage.
Collaborated with Brand Marketing, Demand Generation, Sales, and Product to continuously run experiments, test hypotheses, and optimize the growth model, drive CAC down, and LTV up.
Increased TOFU volume by 10%, acquisition rate by 25%, activation rate by 3X, and ARPU by 1.5X.
Was the featured guest on the podcast Growth TL;DR hosted by Scott Tousley & Kieran Flanagan.
Director of Product
Led a team of 3 Product Managers across 2 product teams to help merchants like Sling TV, Twitch, and thousands more across the world grow their subscription businesses, expand internationally, reduce involuntary churn, and maximize transaction acceptance rates.
Director of Product
Drove user engagement for this ad-driven, top 150 consumer site with over 200M DAU.
Ran over 100 A/B tests on mobile and web.
Validated ideas with small, quick MVPs to drive primary engagement KPIs such as: time on page, time on site, and articles viewed per session.
Braintree PayPal
April 2016-November 2017
Commercialized $43T US ACH bank payments market. Achieved profitability within 6 months of launch.
Group Product Manager
Led PayPal-wide initiative to lead the $43T/year ACH market by adding ACH to Braintree’s payment processing capabilities. First bank payment method in Braintree’s history. #1 strategic company priority of 2016.
Crafted product vision and go-to-market strategy based on customer (merchant) interviews, Sales feedback, market research, and competitive analysis.
Communicated vision and strategy across a wide cross-functional stakeholder group, including Braintree CEO.
Forecasted revenue based on expected Total Processing Volume (TPV) from current and prospective merchants. Set pricing to achieve profitability within 6 months of launch.
Drove product development across 7 engineering and 8 operational teams, including underwriting, risk, legal, and compliance.
Spearheaded another PayPal-wide initiative to optimize Braintree’s global credit card processing volume (over 1B transactions per quarter) via intelligent routing. #1 strategic priority of 2017.
Recruited, hired, and managed a team of PMs and data analysts to optimize Braintree’s global credit card processing for the best card authorization and interchange rates in the industry.
Named 2017 PayPal Global Emerging Leader in recognition of my strong product leadership.
Senior Product Manager
Lifted user onboarding rate by 20% and DAU at Day 7 by 30% via a series of fast product experiments and A/B testing.
Launched new versions of web and mobile apps (iOS and Android), resulting in 33% lift in DAU at Day 14.
Led cross-functional team of developers, designers, data scientists, nutritionists, and marketers to define and build a completely new product (personalized meal planner for busy, working parents) from the ground up.
Stood up first MVP in under 1 week to start testing key assumptions. Continuously iterated the solution based on qualitative interviews and quantitative data.
Reached product-market fit within 2 months, with 90% DAU at Day 30.
ThoughtWorks Products
November 2010-May 2015
Grew ARR by 10X YoY. Increased onboarding success by 10X. Reduced monthly churn by 50%.
Product Manager
Owned end-to-end strategy and roadmap for Mingle (SaaS project management tool).
Grew ARR 10X YoY, accounting for 80% of total company revenue.
Overhauled Mingle’s getting started experience and overall usability, resulting in 10X increase in onboarding success rate and 50% drop in monthly churn.
Built funnel analytics and dashboards from scratch to help enterprise sales team identify and focus on the most promising trials based on onboarding completion and other key actions most predictive of conversion.
Launched product differentiating features (cycle time analytics) from concept to problem and solution validation; initial MVP; go-to-market; and ongoing improvements based on quantitative usage data & qualitative customer feedback.
Worked hands-on with agile development team to define and prioritize product features; created mock-ups and prototypes; tested prototypes with users; and rapidly iterated on feedback.
Additional experience
Senior consultant (Business Analyst) at ThoughtWorks
SQL developer & data analyst at San Francisco Symphony
Java developer at iScribe (acquired by Caremark)
Education
Bachelor of Science, Computer Science
Courses & Certifications
University of California, Berkeley, Haas School of Business.: Certificate of Business Excellence in Blockchain: Technologies and Applications for Business.
Reforge: Advanced Growth Strategies.
Languages & Tools
Proficient in: Python, C++, Java, SQL, Mandarin.
Data platforms: Google Tag Manager, Google Analytics, Firebase, BigQuery, Redshift.
Analysis & reporting: Looker, Tableau, Retool, Google Sheets, Excel.
User analytics: FullStory, Optimizely, Mixpanel, Invision, Hotjar, CrazyEgg.
Marketing & Sales: Mailchimp, Salesforce, Hubspot, Ubersuggest.