Lauren Silvers, Ph.D.

Transforming Okta’s Sales organization with an explicit focus on methodology, process, and driving consistency and impact.

Building data-driven pipeline and revenue programs and focusing on driving operational efficiency in a high-growth environment. Leveraging the best of AI tech to streamline and scale. In my current role: - I'm evaluating & implementing GTM AI tools to optimize key workflows and increase productivity at scale Built a new function devoted to driving pipeline, productivity, & cross-functional operational excellence - I've orchestrated signal-based sales plays & activated AI product plays for launch (20K+ activities / 3570 target accounts, resulting in 72%↑ in run rate pipeline in Q4 & 67% overachievement of launch goal) - I've delivered foundational sales playbooks & Exec Sponsor/Top Accounts program for all segments & geos

I led revenue enablement strategy, change management, and field execution for Intercom's global sales org. Among the highlights of my tenure at Intercom: - Led & launched Command of the Message/MEDDPICC sales methodology globally - Led Global Sales Kickoffs - strategy, planning, execution, & delivery with 4.7/5 overall CSAT rating - Led global sustainment & coaching initiatives to increase productivity, performance, & measure ROI - Integrated Programs and Enablement teams to scale impact & align with commercial changes building a data-driven infrastructure and programs that drive pipeline, increase expansion revenue, and protect recurring revenue across Intercom's global Business. - Helped to source & implement key vendors (Clay, Pocus, Census, Snowflake, Winn.ai, Atrium) to power GTM AI tech stack fully integrated with CRM - Managed cross-functional partners in Sales, Sales Ops, Data Science, Marketing, Product Marketing, & Enablement to orchestrate scalable sales plays - Established and measured KPIs to drive execution, accountability, and transparency -Partnered with leadership to identify and align on growth areas and opportunities and manage change; - Drove strategic initiatives to operationalize growth, tech stack & data integrations, and role productivity; - Designed & developed practical enablement to power GTM plays and drive application of best practice and "growth in the flow of work" - Served as the GTM strategy liaison for our biggest and most recent product launch, our AI bot Fin. In my first 4 months, GTM Programs at Intercom drove fantastic results -- Upsell Pipeline increased 147% and Cross-sell Pipeline increased 80%. I was also recognized as Top Talent by Intercom's Exec Team & AMERPAC MVP by Sales.

I'm leading program activation strategy and skill development initiatives to lay the foundation for LinkedIn's continued growth across all lines of business. Each day, I collaborate with a cross-functional team of experts and partners to create, scale, measure, and sustain transformative impact across the go-to-market organization globally. Highlights from my current role: • Partnered with GTME leadership across all LOBs to set scaled enablement strategy aligned to prioritized business goals • Simplified “Blueprint” program narrative and strategy across all LOBs, Onboarding, TA and HR (Results: 89% of users agree they have clarity on program & agree with its value) • Led initiative to deliver skill & methodology learning in the flow of work for 7K+ users, partnering in agile sprints with cross-functional and cross-LOB teams • Created scaled insights reporting resources for 30 Field Consultants & upskilled them to use data & insights more effectively with senior leadership stakeholders • Collaborated with Decision Science on data-driven approach to measuring skill development, linking success skills to key productivity activity metrics

In my role within LinkedIn Talent Solutions, I strategized, planned & executed peer-led global skill development program to 2500+ individual contributors and 500+ Managers. (Program Results: 98% of users agreed it was a valuable use of their time and 96% agreed applicable to their job) • Partnered with Sales & GTM leadership on change management strategy to sustain & measure impact (Results: 78% of ICs increased skill proficiency in 1 year (based on 360° assessments; 3700 ICs completed 27K skill development activities in the flow of their work since 2/2020; contributed to LTS's strong 30% year-over-year revenue growth) • Led rapid agile Covid response teams to create virtual skill enablement for Managers and ICs to address business headwinds & customer challenges (Results: 46K+ unique visits in 6 months, contributing to pandemic recovery and continued growth)

At EML, I've served on the development board since we earned our 501(c)3 status. During my tenure as board member, I have contributed to our strategic planning and capability building initiatives, new board member and donor recruitment, and PR and storytelling strategy. I have also moderated a series of talks on Edgar Miller's life and work, sponsored by the Terra Foundation for the Arts, at Chicago Cultural Center, American Institute of Architects, Chicago Design Museum, and the Arts Club.

At Miller Heiman Group, I worked on a team of sales strategy experts to help global clients get more ROI out of their training and development investments. I worked with clients on a range of strategic interventions, from talent optimization and sales process design to AI-enabled coaching and reinforcement solutions.

GrowthPlay is a sales effectiveness consulting firm that helps organizations drive profitable revenue growth. In addition to managing client relationships and leading projects, I've contributed to internal sales enablement initiatives as we integrate our acquisitions. Featured Consulting Projects: Television Network, NYC - Optimized a major television network’s business development strategy using predictive analytics, field work, and qualitative research - Co-created and project-managed a training and coaching program to sustain our strategy recommendations Media Company with Trade Publications, Chicago - Established a culture of capturing value and storytelling for media company looking to increase revenue and business development opportunity - Captured the voice of the client as material for success stories and proof points that can be leveraged across the organization - Elicited concrete intel on new growth opportunities from existing clients - Co-created a workshop on how to capture, collect, and leverage stories for business development Corporate Law Firm, Chicago - Contributed to Voice of the Client initiative for mid-size law firm looking to be on the leading edge of legal services - Uncovered opportunities for up-selling, cross-selling, and growth with existing clients - Generated ideas and recommendations for innovative revenue enablement strategies Global Manufacturer, US - Increased top line growth for Beauty & Home and Food & Beverage business units - Deployed field research, client interviewing, and opportunity mapping techniques to obtain a comprehensive deep dive into sales cycle, supply chain, and client relationship issues - Conducted company-wide stakeholder interviews to create successful buy-in for new sales strategy initiative - Created customized Playbooks to standardize strategic business development best practices and optimal teaming across multiple functions - Co-delivered cross-functional Playbook implementation sessions

I taught a wide range of material outside of my areas of expertise in the Humanities Core Course, "Readings in World Literature." Topics ranged from ancient Hindu epic to modern autobiographical writing and the novel. I gauged students' progress in this year-long course by integrating critical thinking and writing protocols into my presentation of course material. Six years of quantitative and qualitative evaluations consistently cite my success in teaching critical thinking and writing skills to students. I led and advised faculty on teaching strategies in weekly meetings and represented the Humanities on University-wide panels. I contributed to weekly interdisciplinary seminars with colleagues, and I presented my research in a variety of public and private venues. I organized and chaired panels for the annual Weissbourd conference. Additionally, I advised several comparative literature students with their BA thesis projects, and advised a Master's thesis in 2011.

I led the NY office of Magnet and represented 35 artists for commercial, editorial, and corporate assignments worldwide. During my tenure at Magnet, we disrupted the existing agency business model by establishing the new market segments of art director and production designer. I built the careers of all talent, by focusing on: ● Negotiating short and long term contracts with advertising and PR executives ● Growing client base in untapped markets of film, video, and online advertising ● Sourcing new talent to guide Magnet from a start-up to a respected industry leader After leaving Magnet, I continued to consult on special projects for individual talent and for the agency on a freelance basis.

At The Wall Group, I helped manage artists’ careers. Among my responsibilities: ● Writing pitches and creating presentations for brand ambassadorships between artists and corporate and luxury brands to increase agency revenue through long-term partnerships ● Negotiating advertising contracts, terms, and budgets for art directors and stylists ● Collaborating with creative and administrative staff to create PR kits for business development

Honigberg Fellow, 2007-2008 Franke Fellow, 2008-2009 Harper-Schmidt Post-doctoral Fellow, 2010-2014

First Generation College Attendee & Graduate Highest Honors Phi Beta Kappa Dean's Award