I came up through the technical side of the industries I now sell to.

I got my start at Schneider Labs Global doing data entry and chemistry prep. Before that I’d been an EMT and worked for a patient transport company, and I’d spent time as a field technician at Performance Technology pulling structured cabling and installing A/V and security systems. None of that was a plan. It was a series of jobs where I learned what the work actually looks like from the inside.

Then I moved to SanAir Technologies in 2014, and that’s where I usually tell people my career started — which isn’t quite true, but it’s where the part I’m known for began. I came in as a business development representative and left ten years later as a regional sales manager, having spent the decade in between building a multi-state territory across healthcare, government, universities, and industrial accounts.

I’m not a scientist. I don’t have letters after my name. What I have is fifteen years of walking into labs, hospitals, and facilities and understanding what I was looking at.

Why this market

Something bothered me early on and never stopped. We were running an environmental testing lab — work that exists to protect people and the environment — and the waste was everywhere. Plastic, bagged hazardous material, regulated waste. And then there was the building itself: fume hoods, autoclaves, biosafety cabinets, instruments running around the clock. Labs use roughly ten times the energy of an equivalent office space.

So the science that protects the environment has a significant environmental cost of its own. That contradiction is what took me to My Green Lab, and it’s still the problem I find most interesting to sell against.

How I work

Consultative selling, question-based selling, and MEDDIC — those are the three I actually use, not a list of every methodology I’ve read about. I’m a player-coach by preference: I want a number of my own and a team I’m responsible for. In the first ninety days of any role I want to understand the buyer before I touch the pitch, and I want to see the CRM before I trust the forecast.

I also build things. When I see a gap that’s costing the team time, my instinct is to go make the thing that closes it. That’s produced sales playbooks, lead-discovery tooling, automation layers, and a couple of live websites.

Richmond, Virginia. Remote or hybrid, and I’m comfortable with travel.

Currently looking for my next role.