Beyond the Account

When Salesforce acquired Regrello and formed the AFO Tiger Team, I was one of four SEs selected from the start. There was no playbook, no Trailhead module, no reference architecture for financial services. Learning AFO meant building it — hands-on, testing what worked, developing deep fluency by doing.

AFO FINS CAB — Chicago (May 18–21, 2026): Selected to present at the FINS Customer Advisory Board — approximately 20 executives from top financial services companies convened to shape product direction. I owned the full arc: building the Regrello: Commercial Insurance Submission & Intake demo from scratch, coordinating CAB preparation across the AFO founding team, FSC product team, and FINS GTM team, and delivering the live demo in person in Chicago. Customer feedback directly shaped AFO + FSC roadmap decisions. The recording was distributed internally by Erin Agrios — and the demo traveled to Salesforce's external marketing site as the primary insurance use case for AFO.

FINS All-Hands Call (May 22, 2026): Four days after Chicago, I presented at the FINS All-Hands Call on Agentforce Operations alongside the AFO FINS lead and Tiger Team leads — translating field-level fluency in a brand-new product into shared knowledge for the entire FINS AE community.

FINS Friday Enablement (May 29, 2026): One week later, I presented the Regrello acquisition and FINS rollout strategy at FINS Friday, including live demos and a first-call pitch framework spanning banking and insurance.

Dreamforce is where Salesforce puts its best work in front of the world. I've been on that stage — and behind it — twice.

Dreamforce 2026: The ACG Agentic City booth drew over 9,000 badge scans. I led the vision, design, and build of the booth experience: coordinating contributors, producing BRKs and assets to prepare all staffers, and serving as on-site anchor during the event. Among the visitors: Miguel Milano, Chief Operating Officer of Salesforce. The same week, I co-moderated the featured panel "Results and Realities: Driving a Unified Member Experience" (Metreon AMC, Theatre 9 — full house) alongside Deloitte and three ACG executives.

Dreamforce 2023: I co-led the planning and execution of the Campground demo booth — demo build, all staffing assets and enablement videos — and prepared an AAA executive for their appearance on the Dreamforce Service Keynote center stage.

When Marc Benioff needed a real customer story to introduce Agentforce to the world, his team asked me to make it happen. I traveled on-site to Seattle, prepared the full technical demo, and worked directly alongside the production crew throughout filming — coaching the AAA executive team on their talk path and running the demo when the cameras rolled.

The video was posted to Benioff's global audience and became one of Salesforce's primary go-to-market assets at the moment Agentforce launched publicly.

My account work didn't stay inside AAA. Over five years I contributed to and helped shape the Insurance industry SE motion — building plays, assets, and frameworks that gave the broader FINS field a repeatable way to sell.

Intelligent Infused Agent Desktop (FY23/24): Built the original demo and recorded the demo video for the Intelligence Infused Selling platform — an AI-infused agent desktop combining predictive scoring, automated sales cadences, generative AI outreach, and Slack collaboration. Gave AEs and SEs across the FINS field a complete, reusable playbook and asset set to run this solution independently.

INS Infused Selling Sub-play (FY23): Co-presented with Evan Groot to enable the full FINS AE population on the Agent Desktop solution. AEs left with a target account list, Consensus demos to deploy, and a path to enroll customers in ILOVEINSURANCE. Full recording, deck, and account list distributed to the entire insurance AE community.

INS Claims Story Revamp (FY25): Co-led with Bill Malaska and Jeff Henderson to rebuild the Claims narrative end-to-end — new Figma demo, storyline, POV development, and enablement. Assets adopted broadly across FINS SEs.

EinsteinGPT FINS Enablement (April 2023): Co-led the definitive internal session on EinsteinGPT for the FINS AE population. SVP Pat Peschel: "Very well done… it's worth the 60-minute time investment." RVP Steve Dobbs: "EVERYONE needs to be comfortable talking with our customers about the power of Generative AI."

ITC 2023 / Spiff / Underwriting: Produced five original external demo videos for InsurTech Connect. Served as Voice of the Field in the Spiff SE compensation pilot — my input shaped compensation statement language now used by the entire SE population. Built the Automated Commercial Underwriting demo guide and script (FY22), the foundational asset for what became Underwriting Workbench.

When SWN@Home was being built, I was part of how it started. As a founding team member, I helped shape a real community for remote employees who needed a place to belong — not just another ERG calendar. This past year I stepped into the Events Chair role on the chapter board: responsible for the programming that drives engagement, belonging, and leadership development across the chapter.

My WISE story is a progression through every level of the program. I joined as a participant, moved to the Mentorship Committee — contributing to the operational work of a program that historically pairs 50–60 mentor/mentee pairs per cycle — and then to the Events Committee, where I produced two standout sessions: a private Ask Me Anything and a live author interview with Alison Fragale (Likeable Badass) for 120 attendees.

The highest-leverage mentorship I've done has been through leading programs that enabled dozens of pairs to form — rounds of WISE mentorship that wouldn't have happened without committee members doing the operational work behind the scenes. Beyond the programmatic, I've shown up through Trailblazer Community events, PreSales Collective engagements, LinkedIn outreach, new grad and post-military programs, and CSMs exploring a transition to SE roles.

More formally, I served as Denver FINS Hub Lead and mentored Andrew Kerschinske through his early ramp as a new SE in Denver — one of the more direct, one-to-one investments I've made in a colleague's growth.

My current investment is Evan Montague. With my maternity leave beginning February 2027, I've been deliberately building Evan's capability, confidence, and relationships across the AAA Federation. Given the account's complexity and $44M+ ACV, protecting continuity isn't optional.

Annie Cannons trains survivors of human trafficking to build sustainable careers in technology. For two six-month cycles, I served as an industry mentor — supporting individuals through challenging coursework, career exploration, interview prep, and the confidence needed to break into a difficult industry. It's some of the most meaningful work I do, and I plan to continue after maternity leave.

Other Volunteering: One Warm Coat (February 2026): Organized and ran a children's and adults' coat drive as part of the Community Service Board of Hingham Newcomers. Colorado Clothes Drive, Earthforce park cleanups, Quincy Community Action Program (hunger relief), Rescuing Leftover Cuisine (food rescue).