Apex Fintech Solutions Leadership & Management

Tell us about your journey into sales management. What specific roles, networking opportunities and/or projects helped you get to where you are in your career today?

Sales is about making customers, not just contracts. Early in my career, I admired leaders who learned deeply about products, customers and processes to solve tough problems. I embraced risk-taking and got out of my comfort zone to grow, starting my career at a global wealth management company. There, I gained foundational experience in how a regulated enterprise develops products and manages compliance and operations and came to understand the entire customer lifecycle for wealth management and investor user experience. 

Later, I co-founded an investment advisory startup in Beverly Hills, transitioning from a structured corporate environment to a fast-paced, zero-to-one operation. I made it a priority to expand my network — meeting two industry leaders or attending two events weekly — which shaped lasting collaborations. Understanding the client lifecycle from both a technology and operations perspective has been key in my approach to sales today, which is helping innovators solve hard problems. Exposure to companies of all sizes enhanced my empathy and ability to tailor solutions across diverse industries and needs.

What advice, skills or best practices do you find most valuable in sales? How do those skills translate into sales management?

Historically, I’ve used a tailored MEDDPICC framework, which stands for “metrics, economic buyer, decision criteria, decision process, paper process, identify pain, champion and competition.” Successful sales requires a personalized approach, consistency, enthusiasm and a strong focus on solving problems, especially in regulated industries where challenges are constant. In enterprise software sales, maintaining energy and overcoming obstacles are key for both tactical and strategic leadership. Exceptional sales experiences foster lasting impressions and lead to valuable referrals — the ultimate sign of success. Sales leaders must uphold a zero-tolerance policy for poor experiences, ensuring their teams consistently deliver a five-star experience, leaving customers delighted every time.

What is your top advice for sales professionals interested in breaking into sales management?

Master your craft and leverage your network to get work done. Not everyone can know every single thing that goes into a sale, and being able to manage the people and processes that influence a complicated B2B sale is a skill set you can’t learn in a sales 101 class. Sales managers need to be focused on empowering their teams and promoting a process and culture to leverage the resources and tools around them to make — and delight — customers, not contracts.