Anne DelSanto

Independent Board Director

2019 - Current

Independent Board Director

2020

Independent Board Director

2020

Limited Partner

2019

Investing in and advising companies to scale sustainable revenue and healthy ARR growth

Limited Partner

2019

Independent Board Director

2020 - 2023

*successfully took company private

Independent Board Director

2020 - 2022

* acquired by Salesforce April 2022

Executive Vice President and GM, Platform

2018 - 2019

Leading Salesforce Technology and Product Platform organization including AppExchange, Heroku and Lightning Platform Services. From declarative to high control application development and the trusted, integrated, intelligent enterprise services that are the foundation of Salesforce market leading Platform-As-A-Service (PaaS); $2.5B business growing over 25%

Executive Vice President AMER Solution Engineering & Cloud Sales

2016 - 2018

As EVP, I manage a high-performing team of 8 direct and approximately 1,250 indirect reports across Americas Enterprise/Commercial for this $10B/Fortune 500 company. Among my key contributions, I spearhead initiatives, institute best practices, and drive go-to-market solutions for Cloud Sales (for companies spanning fast-growing startups to Fortune 50 giants) and Solution Engineering (strategies for customer engagement transformation). I was recruited and relocated by Salesforce to San Francisco in 2012. My challenge when hired? To position for exponential growth—develop and implement a go-to-market strategy for expansion to a $10B+ Enterprise Cloud company. Performance highlights include the following: * Manage worldwide go-to-market models for acquired companies to assure maximum integration (including Steelbrick, Heroku, RelateIQ). - Conceived/developed comprehensive integration roadmap that optimizes sales, presales, GTM, and support (plus engineering/development prior to spinoff of those functions). - Shepherd strategic incubation and scaling of acquisitions, propelling to maturity and optimal divestment within the organization. - Impact >50% across all new businesses. * Increased Cloud businesses by 30% YOY through innovative GTM models (including expansion through tuck-in products that maximize global value). - Achieved incremental cross-sell revenues from new and existing customers by creating global team of specialist sales experts capably leveraging opportunities in Service and Platform as a Service businesses. * Assumed leadership of all of the Americas (Commercial/Enterprise), representing >50% of Salesforce.

Executive Vice President, Global Commercial Solution Engineering & Cloud Specialist Sales

2015 - 2016

Promoted to EVP, I continued to oversee Salesforce’s WW Commercial Solution Engineering organization while taking on Cloud Specialist Sales. My team comprised 7 direct and 500 indirect reports. Notable achievements include the following: * Delivered transformational solutions to worldwide customers spanning all commercial market segments and industries. * Introduced Technical Architect role, consultatively working with key customers on overall Cloud Architecture. * Concurrently introduced Cloud hands-on customer workshops to ensure customer success.

Senior Vice President, Global Commercial Solution Engineering

2012 - 2015

I was recruited by Salesforce to develop and orchestrate their $1B first worldwide Commercial Solution Engineering organization and lead a team of Global Solution Engineers delivering cloud CRM solutions (as well as Healthcare & Life Sciences, Financial Services, and Retail markets) for the Americas, EMEA, APAC, and Japan. Important to success in this capacity was a proven ability to establish rapport and earn trusted advisor status with our customers. Key accomplishments: * Introduced Business Value and Design thinking into Salesforce’s GTM model that addressed significant marketplace opportunities (customers struggling with digital transformation following speed of disruption from cloud introduction). * Developed targeted roles and teams globally with executive-level consultative training; increased average deal size across markets as a result of developing effective C-level relationships and new advisory deliverables. * Managed 5 direct and 150 indirect reports. Instilled programs that attracted and retained top talent while fostering a culture that rewarded excellence. Slashed attrition within organization from 16% to 8% while promoting key contributors.

Advisor To The Board

2017 - 2019

As a Salesforce executive, I am acting in an advisory role to the CEO and Board for this online software survey company. (Acquired by Survey Monkey 2019)

Group Vice President, Sales Engineering

2011 - 2012

As GVP, I led Oracle’s division-wide Program Management Office for Oracle Database Appliance (ODA) for the SMB market across North America (NA). Among my top accomplishments was overseeing the successful product launch of the Oracle Engineered System. I also assumed leadership of an additional NA-wide team of Public Sector Sales Engineers—extending innovative commercial approaches across sales engineering. Select contributions: * Developed and launched new, first-of-its-kind hardware/software product that ultimately achieved 110% of quota with 50% YOY growth, setting the standard for global go-to-market strategies. - Collaborated with Product Management, Marketing, and Sales to formulate launch strategy, ensure synergies between internal hardware and software sales teams, establish metrics, and develop pipeline. * Founder and executive sponsor of OracleDirect Women’s Network focused on attracting and retaining talented women.

Vice President

2007 - 2011

Promoted to VP, I managed a global team of OracleDirect Commercial and Emerging Markets Sales Consultants. Key contributions included developing and leading a national team of field and inside sales consultants working with fast-growing startups. We successfully penetrated major market of customers under $100M through development of SC programs, creating viable new revenue streams for Oracle. Other achievements included the following: * Directed high-performing, consultative team of technical pre-sales resources in Burlington, MA; Redwood Shores, CA; Toronto, Canada; Austin, TX; and Bangalore, India. * Spearheaded new division-wide Associate Sales Engineering Program; recruited college graduates/light professionals, delivering excellence through generational diversity. - Developed innovative training approach and content. * Instrumental partner in sales opportunities that produced $330M in revenue. * Executed full-day, hands-on, technology customer workshops delivered quarterly across major North American cities.

Senior/Technical Director, Sales Consulting

2004 - 2007

I managed NA Sales OracleDirect Commercial Sales Consulting, architecting/executing successful, division-wide programs that catapulted OracleDirect into new markets, achieving coverage/revenue goals. I also developed a new hire training program, launched web-based training, and implemented web-sharing architecting tools that enhanced consultative sales experience.

Senior/Sales Consulting Manager

2000 - 2004

I created the National SC team to support the newly formed OracleDirect Consulting Sales group. We grew the SMB business 100%.

Technology Sales Consultant

1999 - 2000

I developed and delivered customer demonstrations and presentations focused on Oracle’s technology portfolio. I developed sales enablement strategies for Northeast sales teams.