Experience - Airspace

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Manager of Revenue Analytics and Strategy

January 2023 – December 2024

In early 2023, my role expanded to lead several functions at Airspace, including customer RFPs with industry titans such as Novartis, Johnson & Johnson, Intel, Boeing, and SpaceX. I organized a cross-departmental team to conduct large-scale analyses to find the optimal routing for shipments based on customer needs. Additionally, I co-ran the pricing function at Airspace for 18 months while the company searched for a Pricing Director, contributing to a 6% increase in organization-wide margin during that time.

  • Led client requests for proposal (RFPs) by modeling client data to ensure supply needs were met and clients were priced appropriately. Won deals account for over $50M in net recurring revenue.
  • Owned all revenue reporting internally and to the board of directors.
  • Conducted metric-based monthly revenue and pipeline meetings with executives and leadership, highlighting KPIs tracking below target and suggesting corrective actions to relevant team members.
  • Developed internal APIs and new customer placement webpages using Retool to customize the order placement experience. These projects were completed in collaboration with customer stakeholders to ensure expectations were met.

Senior Analytics Engineer

October 2021 – January 2023

After my time in revenue operations, Airspace’s CTO & Co-Founder, Ryan Rusnak, moved me to the Analytics team. Although I worked on a more technical team, my focus remained on building processes to support the revenue organization.

  • Developed and maintained revenue and order volume forecasts using various machine learning models and advanced statistical techniques. These forecasts were used in day-to-day decision-making and were reported to the board of directors quarterly.
  • Collaborated on the implementation of Looker within the organization, including initial LookML development, content creation for non-technical users, and company-wide training sessions.
  • Integrated Tableau, Slack, Snowflake, and SendInBlue to automate reporting processes in a centralized manner, leveraging GCP cloud functions to minimize costs.
  • Supported leadership in RFPs by modeling client data to ensure supply needs were met.

Revenue Operations Analyst

February 2021 – October 2021

I began my career at Airspace on the Revenue Operations team, where I was responsible for building the company’s original revenue reporting framework. Starting from scratch wasn’t easy, and we ultimately implemented an automated Google Sheet solution that is still used at the company today.

  • Developed the integration between Salesforce and the data warehouse, enabling the use of customer shipment data in Salesforce Lightning automations.
  • Redesigned pricing structures with the RevOps team, resulting in a 50% increase in new logo margin.
  • Contributed to the overhaul of commission structures, eliminating over $100K per year in commission payments for customers who quickly churned.
  • Built a proprietary multi-page interactive customer success dashboard in Python, hosted on Google Cloud Platform.
  • Collaborated with the C-Suite to identify, create, and track stages in the customer journey cycle with meaningful and easily visualized KPIs. These KPIs are displayed in the aforementioned Google Sheet and executive-level Tableau dashboards.