Kelly DeFelice
Leesburg,VA
Summary
Multi-talented Senior Executive knowledgeable about finance, sales operations and business management. Successful at stepping into diverse positions and making immediate positive contributions. Passionate about applying excellent organization and communication skills to manage and lead teams. Results-oriented individual well-versed in interfacing and consulting on business processes to drive results based on sound overall business judgment. Proven track record of delivering on tasks accurately, efficiently, and quickly. Collaborative approach with all levels of organization. Excellent at multitasking and prioritizing in a fast-paced environment.
Overview
19
19
years of professional experience
Work History
VP Finance
Tradeswell DBA Incremental
02.2021 - Current
- Series A startup - Software for retail measurement
- Managed all budgeting, financial planning, headcount planning, AP/AR, payroll, investor reporting and Board prep maintaining fiscal responsibility and accountability at all times
- Implemented cost-saving measures by conducting thorough financial analysis and identifying areas of inefficiency within the organization
Sales Operations Director
Tastemade
03.2018 - 01.2021
- Strategic growth planning through weekly managements reports to identify inactive accounts, seller win rates, average deal size to ensure productivity and sales plans were achieved
- Identified inactive accounts, seller win rates, average deal size to ensure productivity and measure the health of the business
- Improve CRM implementation and adoption with sales team, including revamping processes and moving to more automated reports
- Month end reconciliation between CRM and accounting GAAP revenue
- Compensation design and calculation for 50 person international sales org
Director of Sales Finance
Millennial Media/Aol/Oath
01.2013 - 02.2018
- Responsible for the project management of the revamped compensation management tool for global Oath organization; Xactly streamlining commissions process to reduce errors and calculate payments for over 600 variable compensation individuals
- First zero error payroll for the first time in 6 years
- Migrated two Salesforce.com instances
- Streamlined forecasting process for new revenue segment between the two companies and moved process out of spreadsheets to tool
- Heavily involved in pre-acquisition strategic planning of the sales organization prior to acquisition by Aol
- Built annual revenue targets for $300M global revenue target, headcount and opex budgets for sales organization
- Develop individual sales goals by quarter and prepare, disburse and maintain documentation for compensation
- Weekly forecast reporting including booked revenue, pipeline opportunities, YoY tracking analysis, and future quarter outlook
- Conducted profitability analysis on sellers, regions and accounts to course correct our organizational efficiency
- Led many account and team reorganizations in partnership with the CRO.
Chief of Staff
Millennial Media
01.2012 - 01.2013
- Built, communicated, and maintained the Strategic Plan, Company Goals and facilitated the process toward achievement
- Provided financial research and support for special projects, including problem identification and solution recommendation
- Prepared and coordinated responses to PR, IR and corporate data requests, including earnings script preparation
- Attended all earnings calls and prepared responses to analyst questions
- Prepared BOD agendas and decks for quarterly meetings ensuring succinct and on track meetings were held
- Employed the first executive BI solution in company, stood up software, integrated multiple data sources and built multiple dashboards for each business unit as well as an overall summary dashboard the CEO and Executives
- First Chief of Staff appointed in company’s history
Financial Analyst
Millennial Media
01.2011 - 01.2012
- Hired as first Financial Analyst at company to build a 5 year model for IPO preparation, worked on road show presentations, met with bankers and involved in all facets of S1 filing preparation
- Revamped the entire budget process by implementing department level planning and delivered the complete plan as the only FP&A team member in the company
- Researched, procured and implemented Adaptive Planning SaaS for the budget process, improving the turnaround time for submittal, review and approval and allowing for multi-currency planning for international operations
- Established a monthly budget vs actual variance review process
- Developed KPI’s to facilitate weekly finance meeting, including quarterly sales forecast, daily run rate, cash position, A/R aging, and A/P
- Prepared month-end reporting package for Executives and quarterly Board of Directors meetings
Financial Analyst
JJ Haines & Co.
01.2007 - 01.2011
- Led corporate financial planning, budgeting, analysis and reporting
- Budget presentation to Executive team and the Board of Directors through various presentations and exhibits
- Prepared KPI's on margin, cash position, A/R, A/P daily for executive team and the Board of Directors
- Built complex "what if" scenario modeling for projected income statement, balance sheet, cash flow and inventory built on key metrics
- Trend and variance analysis on sales and operating expense budgets to determine the key areas of focus
- Managed commissions and bonuses, for 70 Account Executives and 15 Sales and Marketing managers including compensation forecasts based on territory realignments, merit increases & new hires
Staff Accountant
United Equity
01.2005 - 01.2007
- Reduced month-end closing time by optimizing reconciliation procedures and improving communication among team members
Education
MBA - Finance
Mount Saint Mary’s University
Emmitsburg, MDBS - International Business
Mount Saint Mary’s College
Emmitsburg, MDSkills
- Financial Leadership & Management
- Budgeting & Forecasting
- Strategic Planning
- Process Improvement
- Incentive Plans
- High Impact Presentations
- Excel
- Xactly / Microstrategy / Great Plains / Adaptive Planning / Salesforce
- Data Analysis
Study Abroad Programs
- Spanish Immersion in Costa Rica
- University of London, England
Timeline
VP Finance
Tradeswell DBA Incremental
02.2021 - Current
Sales Operations Director
Tastemade
03.2018 - 01.2021
Director of Sales Finance
Millennial Media/Aol/Oath
01.2013 - 02.2018
Chief of Staff
Millennial Media
01.2012 - 01.2013
Financial Analyst
Millennial Media
01.2011 - 01.2012
Financial Analyst
JJ Haines & Co.
01.2007 - 01.2011
Staff Accountant
United Equity
01.2005 - 01.2007
MBA - Finance
Mount Saint Mary’s University
BS - International Business
Mount Saint Mary’s College
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