DC Startup Week 2020 DC Startup Week 2020
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How to Build Strong Sales Teams in a Growth Stage Company*

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Caroline Turner
General Assembly, VP, Enterprise Sales

Caroline Turner is General Assembly’s VP of Enterprise Sales. She oversees the global sales team that sells GA's digital transformation training products to companies worldwide.

Caroline is passionate about understanding the buyer and delivering products that are easy to buy, easy to rollout, and meet an urgent market need. She enjoys participating in all aspects of the sales process including getting into the weeds and understanding each step of the buying process, training sales teams how to close deals and run sales calls, and she also likes to step back and set the strategic goals for the revenue teams.

Before joining General Assembly. Caroline worked at PowerToFly, Bloomberg and CEB in large enterprise sales leadership roles.

Caroline has her BA in English Literature from Princeton University and her MBA from Georgetown University. She lives in Washington DC with her husband and 2 young children.

James Whitman
Growth Guidepost, Founder and Managing Director
James has over 25 years of experience building repeatable commercial process to scale start ups and deliver consistent revenue outcomes. A long-time veteran of Corporate Executive Board, which was acquired by Gartner for $2.6B, James held a series of senior commercial roles, including leading sales for company's IT practice, launching 20+ new products and creating the company's first key account channel. He has led commercial teams at growth stage firms in the EdTech, FinTech, and the emerging PeaceTech fields. James started his career in management consulting leading systems integration, and technology strategy teams. James completed his studies at McGill University, the London School of Economics, and Middlebury College. A Boston native, he lives in Washington DC. 
Kara DelVecchio
EVERFI, Executive Vice President, Sales and Customer Success

Results driven executive with more than 15 years of experience leading large and increasingly complex sales organizations in a fast-paced, high-growth environment. Skilled in developing and inspiring sales teams. Viewed as a creative leader with expertise growing the top line, managing cross-functional teams and shaping product content and delivery. Trusted advisor to F500 executives; extensive experience with Chief Financial Officers, Chief Commercial Officers and General Counsel.

Tom Snyder
Funnel Clarity, Founder & Managing Partner

After receiving both a BS and MBA from the University of Maryland, Tom began his career as a member of the White House staff under two different Presidents. After eight years in Federal service Tom left to start his first company. Over the course of the next fifteen years, Tom started, developed and sold a series of successful enterprises. He authored a McGraw Hill best seller called Escaping the Price Driven Sale and a follow-up book a year later called Selling in a New Market Space. He has also authored more than 25 whitepapers on a variety of sales related topics. Tom consults in the areas of organizational alignment, corporate transformation, change management, revenue growth, market penetration, sales strategy, sales skills and sales process by employing strategic thinking, business development skills, diagnostic experience and sales force development expertise.

Mr. Snyder currently serves on three Boards of Directors. He is the Founder and Managing Partner of Funnel Clarity, a sales training and consulting firm headquartered in Washington DC. Mr. Snyder is listed among America’s 100 Most Influential Sales Leaders, published by the Encyclopedia of Selling. He is also an internationally known speaker who delivers talks to salespeople and sales leaders across the globe each year.

Over the past five years, Tom has participated with his co-Founder Jill Ulvestad in research/development in the science of sales coaching. Today, the development of sales leaders has become the focus of research and consulting work at Funnel Clarity.


*ASL interpreting is being provided by Jeenie mobile video interpreting