Our Lead(H)er series features impressive women leaders in the tech industry. In this Q&A, we are featuring Nicole Hildenbiddle, VP, User Experience at Rue Gilt Groupe. 

Where did you grow up and how would you describe yourself as a child?

I grew up on the eastern end of Long Island, New York, in a small town called Amagansett. It's a beautiful part of the country with a thriving art and design community, which captured my attention at a very young age. I would describe myself then and now as a deep thinker with an appreciation for beauty and detail. When I was thirteen, I began training with a local artist named Linda Capello, who focused on figure drawing. The five years I spent working with Linda motivated me to pursue a formal design education.

This is a photo of my son and me last summer in my hometown:

What did you study in college?

I studied industrial design at the Rhode Island School of Design (RISD) in Providence, Rhode Island. I went to college thinking I wanted to focus on painting, but during my first year at RISD, I was exposed to human-centered design and fell in love with it. I found it fascinating that a well-designed object or experience could influence behavior and positively impact the daily lives of others. Every project was an opportunity to connect with new users, understand a unique problem space, and use creative thinking to develop a solution.

Can you share the details on your career path and what were the critical moments that got you to where you are today?

The beginning of my career was not glamorous. After working hard in college, I graduated during a recession, and finding work as a junior designer was very difficult. I took freelance jobs and did contract work where I could find it and eventually joined a design agency in Seattle, WA. As a young designer in a small but growing agency, I had to wear multiple hats. I managed client relationships, conducted research, designed web experiences, and wrote code. It was a challenging period in my life, and I often felt like I was burning the candle at both ends, but I learned a broad set of valuable skills that helped differentiate me from my peers later on in my career.

I joined a luxury department store chain in 2013. It was an exciting opportunity to help establish user experience as a new discipline for the popular retailer with a growing e-commerce platform. For the first time in my career, I was working on a single product suite with a team of designers at a large organization. As I grew into a leadership role, I became more confident in my abilities and learned how to drive transformational change within a corporate structure. I was also introduced to the philosophy of servant leadership during my time at this company, of which I'm an advocate to this day.

I moved to Austin, Texas, to join an online marketplace for coupons and deals in 2019. My role was to support a growing team of designers, establish a strong design culture, and deliver impactful changes on an aggressive schedule. Within the first year, my team redesigned the complete product suite, which put the company on a new growth trajectory and played a significant role in its 2020 acquisition. This opportunity challenged me in new ways and helped me grow into a stronger people manager and business leader.

These experiences have led me to my current role at Rue Gilt Groupe. Each one has shaped who I am today and compelled me to push through self-doubt and self-imposed limitations.

What is your current role and responsibilities?

I'm the VP of Product Design at Rue Gilt Groupe. Rue Gilt Groupe is a leading off-price eCommerce portfolio company that operates three complementary sites: Rue La La, Gilt, and Shop Premium Outlets. I joined the company last year to establish an influential user-centered design, research, and writing discipline. I'm excited to be part of the leadership team focused on accelerating the company's growth by connecting with customers and supporting top talent. My day-to-day activities consist of helping my team navigate design challenges, identifying opportunities for the product, promoting our discipline throughout the organization, and connecting with our customers to gain insights. I love my role at Rue Gilt Groupe because there's a ton of opportunity to influence and significantly impact the customer experience. 

For people who are looking to be in a similar position, what advice would you give to others in terms of helping them achieve their career goals?

As a leader in the design industry, I believe it's essential to understand your craft and stay curious. We are in a quickly evolving field, and I think people do themselves a disservice when they become too comfortable. It's also imperative to be kind and respectful inside and outside your professional life. Relationships matter. Positive relationships do more than grow your network; they improve the quality of your work and your day-to-day life by making collaboration more efficient, enjoyable, and ultimately more rewarding.

What do you find most interesting/rewarding about your work?  What’s the most challenging?

I love demonstrating the power of design and bringing people from other disciplines into the creative process. I've led multiple companies through design transformations at this point in my career, and the first phase is always focused on building trust. You need to inspire your colleagues to innovate and push past established norms, which can be challenging because there are many different personalities, agendas, and working styles to navigate within an organization. I've successfully built trust by bringing cross-functional partners into the creative process and working with them to create an inspirational vision that we can work toward incrementally. Getting in a rhythm of incremental delivery is when the magic happens. The organization begins to see how gradual design changes can dramatically impact the customer experience and business, and they want more. There's a dopamine effect when a new design, feature, or copy change goes live, and the numbers start to climb in the right direction. When I see that shift happen and people within the organization begin asking for more design and user research, I'm reminded why I love this industry so much. It is incredibly impactful and rewarding!

What is your proudest professional accomplishment?

If I had to choose one, I would say I will always be proud of my work on the e-commerce platform of the luxury department store chain. When I joined the company, it was funding major renovations to the retail stores, but there was little investment behind re-envisioning the e-commerce space, which was lagging behind the competition. I initiated and drove an effort to demonstrate the importance of modernizing our customer-facing, digital experiences, resulting in full funding for redesigning our digital product suite. This redesign generated significant wins for the company year over year. A future-thinking concept from the initial board presentation also evolved into a product, which was a big success.

I look forward to leveraging my learnings from past experiences like this one and making a significant impact at Rue Gilt Groupe. I believe the best is yet to come!

Q&A

What do you enjoy doing in your free time?

I'm very interested in health and wellness and I’m currently studying nutrition. I think it's remarkable how seemingly small changes we make to our lifestyle add up and have the potential to transform our health. I also highly value the time I get to spend with my family. My husband, son, and I have a very close bond and enjoy exploring new places together.

How do you manage stress?

Poor relationships are a significant source of stress in the workplace; therefore, I prioritize building positive relationships with my team and colleagues. I also make time for a walk each day and practice breathing techniques to reduce anxiety. The power of breath is impressive! Here's a good book recommendation on the topic: Breath The New Science of a Lost Art, by James Nestor.

How many cups of coffee do you have in a day?

I don't drink coffee. I gave it up two years ago when the pandemic started because I noticed it triggered anxiety, so I now opt for caffeine-free herbal teas. My new favorite is a Lavender Mint blend by RISHI teas. You can still find me in coffee shops though because I like the ambiance, and my son is a hot chocolate connoisseur. 

Any book or podcast recommendations?

Two books that shifted my perspective recently are Atomic Habits by James Clear and Untamed by Glennon Doyle. My team is also reading Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek right now, and I'm enjoying it.

Do you have any open roles?

We have a Product Manager role on our Business Intelligence team open right now, and our Engineering organization has several open positions as well. It is an opportune time to join Rue Gilt Groupe because it's on an exciting growth trajectory, and there's a strong appetite to innovate and improve the customer experience.

What advice do you have for recent college graduates?

There's a Martin Luther King Jr. quote that I revisit, which is: "You don't have to see the whole staircase, just take the first step." I felt so much pressure to have it all figured out when I graduated college, but there was no way I could have foreseen how my journey would unfold. Each step introduces you to new people and opportunities, so forget about the five-year plan, focus on the now, and take your first step. The steps will build upon each other organically, and one day you will be looking back on your life from a new vantage point and appreciate all the twists and turns. 

Our Lead(H)er series features impressive women leaders in the tech industry. In this Q&A, we are featuring Maayan Arbili, Senior Director of Customer Success at Aqua Security. 

Where did you grow up and how would you describe yourself as a child?   

I grew up in Jerusalem, Israel and moved to Boston in 2014. (Right in time for the worst winter on record – the weather only could improve from there.) 

As a child, I was outdoorsy and carefree. Times were simpler then! As I grew, I discovered a passion for aviation and wanted to be a pilot. I trained in gliding and aeronautics during middle and high school. When I joined the Israeli Defense Forces (IDF) upon graduating high school, women weren’t allowed to be pilots, so I was unable to continue that track. 

What did you study in college and what was your first job out of school? 

Following two years with the IDF, I went to Hadassah College Jerusalem (HCJ) in Israel to pursue a degree in Computer Science B.Sc. Unsurprisingly, there were few women who attended the program. 

While earning my degree, I started my first role as a Network Operations Center technician or NOC Operator. In Israel, it is common to start your first job while in university. 

The role was at a VoIP startup — a technology that was just emerging at that time. The company was small, but it was a vibrant culture, and I was working on cutting-edge technology. This experience gave me my first glimpse into innovation and entrepreneurship. 

Can you share the details on your career path and what were the critical moments that got you to where you are today? 

In my last year of college, I moved to a new role with Comverse Technology, a flagship Israeli tech company. 

While very different than the VoIP startup, both organizations offered cultures with a sense of family and belonging. I was drawn to the mission and people. It’s very similar to what drew me to Aqua — the values and the team. 

I grew a tremendous amount during my 14 years with Comverse and progressed from a software developer to a software team leader to eventually a software project manager and then a senior program and project manager. My responsibilities expanded from strictly development to business-oriented strategic leadership.  Although I spent many years with one company, it was a dynamic, fast-paced environment, and my role was constantly evolving.  

In addition to the pivotal moments, I also think of the critical people who impacted my career path, and my mentors along the years. My mother had a significant influence. She is a strong independent woman, who balanced family and work. She was able to be very present in our household but also had her own path. She showed me that women can have their own career, and she inspired me to pursue all of my passions. 

What is your current role and responsibilities? 

At Aqua, I lead the global Customer Success department and oversee a team of over 25 amazing CSMs (and growing!). Our team is responsible for the customer journey beginning at day one, focused on maximizing adoption and value in their goal of securing their cloud native applications and infrastructure.  

We have a 360 view of the customer’s experience and act as trusted advisors and advocates internally for Aqua’s customers. We partner with Aqua’s engineering and product teams and prioritize new integrations or features that are requested by customers. We see ourselves as an extension of our customers’ teams to ensure they are successful. In other words, we help amplify the voice of the customer. 

Aqua is maturing its customer success offerings rapidly, and I’m responsible for building our global team. We are expanding into new regions including Singapore, Australia, Europe and across the United States -— we plan to hire 15 ppl in 2022 (so check out our openings!).  

Looking back, is this where you thought you’d be professionally?  Was it always your goal to be in this position? 

Not exactly. Customer success is still a relatively new profession that really emerged within the last 15 years.   

I was always drawn to roles that required collaboration with key stakeholders across multiple departments. I’ve also always had a passion for both the interpersonal side as well as the technical. Moving into customer success was a natural evolution. Each role I held throughout my career helped prepare and shape me for my current role. 

For people who are looking to be in a similar position, what advice would you give to others in terms of helping them achieve their career goals? 

I was the first Customer Success Manager at Aqua (I’ve been promoted 4 times since I was hired if it shows anything about the opportunity for growth at Aqua!). I can say that perseverance, hard work and the drive to learn is what’s helped me be successful. 

Those who are considering customer success need to enjoy working with people and see customers beyond the numbers. It requires dedication and a “do whatever it takes” mindset to help customers achieve their goals. 

I’d also stress the importance of investing the time to understand product, the market, and trends. This is the foundation for success. 

What are the most important skills that you need to do your job well? 

Grit and flexibility along with the right balance of technical and interpersonal skills. You need to be able to build partnerships internally and externally. 

Project management skills are also essential. You must be detail oriented but also strategic and able to see the bigger picture to set goals (and work backwards to achieve those goals). 

What do you find most interesting/rewarding about your work?  What’s the most challenging?   

I love being a part of a company that is growing so quickly (aka a high growth unicorn!). I can see firsthand how my contribution has a direct impact on the company’s success.  

A challenge I face, like many in cybersecurity and tech, is hiring in a dynamic and competitive market. We are extremely focused on retaining talent and nurturing professional growth within the company. I think this is unique differentiator at Aqua that is helping set us apart. 

What is your proudest professional accomplishment? 

I left my role at Comverse after 14 years to move to Boston with my husband, three boys and our dog. We left our family and friends for a new city and new careers. When I landed my role at Aqua, it was my first role in customer success, and I embraced the opportunity. I spent weeks learning the market and the technology and simultaneously understanding our customers and their needs.   

I built a new “Aqua” family in Boston and at the same time built the company’s first customer success team from its inception to a robust program with 28 people today. The opportunity to drive the processes and create the programs have been very rewarding. We continue to listen to customer feedback and are always evolving and improving. It's really exciting! 

Are you involved with any professional organizations outside of the company? Volunteer work?   

I participate in executive MVP customer success forums, and I volunteer with both the Israeli Scouts and the Israeli American Council Community Leadership Forum. I also act as an internal mentor within Aqua. 

Q&A

What do you enjoy doing in your free time? 

I am very active and a bit of a workout junkie. I enjoy a range of activities including yoga, soul cycle, lifting, rowing, biking, running and triathlons. I love the outdoors, the beach, hiking with my boys, dogs and husband and also traveling. 

I also like to carve out time for healthy cooking and baking as well. I am proud to say I just won the first annual dessert contest at Aqua with my mini tiramisus!   

How do you manage stress? 

See above! Being active is my secret. 

How many cups of coffee do you have in a day? 

Too many to count. More than 3 — we'll leave it at that. 

Any book or podcast recommendations?

I like to listen to Customer Success podcasts. One in particular I like is Planhat:  

https://www.planhat.com/tags/podcast/ 

I read a lot of leadership books and anything related to well-being and health. 

What advice do you have for recent college graduates? 

• Start networking as early as possible. You never know where opportunities will come from! 
• When the time comes for an interview, preparation is key. Put in the effort, it will show.   
• Lastly, don’t settle. Take the right role where you are happy, challenged and find the right cultural fit.   

I understand it’s competitive as a new graduate, but look for companies that welcome young, emerging talent. Aqua for example has an associate, entry-level program where we take recent grads. This has been really successful for both Aqua and the incoming talent. Hard work is acknowledged and rewarded, and these team members are moving up the ladder quickly. 

Our Lead(H)er series shares the stories of women leaders at some of the fastest-growing companies in the tech industry.

Here is a recap featuring the 27 inspirational stories from 2021 with a short segment from each profile. You'll learn everything from the challenges, successes, and surprises of their careers, lots of useful advice, and more!

Harinder Bhinder, VP of Engineering Applications at ZoomInfo

“Grab any opportunity you get to learn new skills. It’s ok to feel uncomfortable with what you don’t know. If you’re in your comfort zone, you’re probably not growing. Find the right people to work with  - who can challenge you and mentor you.”

Check out the full Article   View zoominfo's Jobs

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Jenny Giblin, VP of Health Strategic Initiatives at EverQuote

“Explore! I am in the position I am in at least partially by happenstance. I said yes to a lot of opportunities that let me figure out and refine my career path (which I am still doing, by the way).”

Check out the full Article   View everquote's Jobs

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Shira Haddad, VP of Engineering at CareAcademy

"Embrace the ways in which you are different, that’s your power and your contribution to expanding people’s perspectives.”

Check out the full Article   View careAcademy's Jobs

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Sharon Butler, EVP of Global Education at Flywire

“I would tell them to be open minded and take chances. Don't always play it safe. Go for the opportunity that excites you the most because your passion will fuel your path. Whatever job you're doing, give it your all. Ask a lot of questions, be curious and take notice of what others are doing.”

Check out the full Article   View flywire's Jobs

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Virginia Ng, Director of Growth at Knox Financial

“Raise your hand and don’t be afraid to stretch yourself in a function or area that is new to you. I think there is value in being specialized in a specific skill set or role, but there is also value in having experience in many functions (even if it is just volunteering to work closely with another team).  We often call this knowing enough to be dangerous."

Check out the full Article   View knox financial's Jobs

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Julie Hogan, VP of Customer Success and Strategy at Toast

“It’s easy to think that certain jobs only exist for certain people. Get rid of your fixed mindset. Put yourself out there, and start asking for introductions, asking for help and mentorship, spending time really nurturing relationships, and finding ways to get exposure to the work you want to do. You HAVE to ask for it, and you also have to start saying yes to things, even when everyone else around you tells you to say no : ). It’s ok to not follow the pack.”

Check out the full Article   View toast's Jobs

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Eva Moscat, Director of Software Engineering at iRobot

“Be inquisitive and take your time to dig into what you’re working on to learn past your immediate task. Regardless of your role and responsibilities, there is always something to learn whether it’s how to do something, how not to do something, new technologies, pros and cons to different implementations and solutions, process improvements, etc. Your learnings from your experiences will prepare you for future opportunities.”

Check out the full Article   View irobot's Jobs

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Amy Wagner, Chief Financial Officer at CreateMe

“Whatever job you do, be excellent at it.  Take full responsibility and ownership of what you are doing and it will open countless doors for you."

Check out the full Article   View createme's Jobs

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Christina Arellano, Chief Customer Officer at Acoustic

“Be open to opportunities. I think people can be too focused on looking at a position’s title vs. what they can learn from the job. I never thought I would have a few of the positions I’ve held, but when I saw the scope of the jobs and the responsibilities I would have, they piqued my curiosity and I recognized that they would allow me to learn and grow.”

Check out the full Article   View acoustic's Jobs

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Laurie Mitchell, Vice President, Partner & International Marketing at Wasabi

“It is important to be able to work well with others. It may sound overly simple but it is important to be inclusive and respectful to everyone no matter their level or title. It is also important to never adopt the mindset that you know everything, no matter what your title is.”

Check out the full Article   View wasabi's Jobs

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Amanda Baier, VP, Marketing Communications at Vecna Robotics

“Step up. Do the hard thing -- take on a project that is big and scary or overwhelming, step into a place in your organization that needs a leader, give candid feedback in a loving way, etc. What’s hard is different for everybody, but you have to learn to recognize your edges and then lean into that discomfort. That’s how you grow and become a bigger, better, more powerful version of yourself.”

Check out the full Article   View vecna robotics' Jobs

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Debbie Umbach, VP of Corporate Marketing at Dynatrace

“Never be afraid to take on new challenges and ask a lot of questions. Embrace your mistakes and learn from them. ”

Check out the full Article   View dynatrace's Jobs

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Eva Maloney, VP of Business Operations at AppNeta

“Never turn down an opportunity, even if you think you might be getting in over your head.Joining a company with a culture that allows you to fail is key, because that’s how you learn.”

Check out the full Article   View Appneta's Jobs

Our Lead(H)er series features impressive women leaders in the tech industry. In this Q&A, we are featuring Shira Haddad, VP of Engineering at CareAcademy. 

Where did you grow up and how would you describe yourself as a child?

I was born and raised in Jerusalem, Israel. I was always a geek who loved books, TV, and computers. My older siblings had an Atari computer (connected to the TV) and we spent our summers playing video games and watching TV shows together.

What did you study in college and what was your first job out of school?

I studied Mathematics at the Hebrew University of Jerusalem - I loved it; it was so different from the math I learned in High School. When I got my degree I wasn’t sure what I could actually do with it, so I decided to check this QA thing people were talking about. 

Can you share the details on your career path and what were the critical moments that got you to where you are today?

My path was... unexpected. I started with QA and stumbled into management. I then went back to being an individual contributor in both QA and Product but was promoted to lead the QA team in Veson Nautical. From there I moved to lead the whole Engineering department and I really enjoyed this transition. I was always interested in the big picture and this opportunity allowed me to actually impact it.

What is your current role and responsibilities?

I recently joined CareAcademy, as their VP of Engineering. I’m currently leading Engineering and Product and am super excited about the team and the work we do here. 

Looking back, is this where you thought you’d be professionally?  Was it always your goal to be in this position?

Not at all! I never imagined myself to be a manager or a leader in an organization. I was always an introvert and a  shy person so my future picture was always of someone who keeps to herself and codes all day. I am grateful to be here though; the challenges are never the same so the learning is constant. 

For people who are looking to be in a similar position, what advice would you give to others in terms of helping them achieve their career goals?

Be open-minded and honest about the type of contribution you’d like to make to your company, community, and surroundings overall. The answers might change in time, so it’s good to always go back and ask the questions while considering the big picture.

What are the most important skills that you need to do your job well?

I think there are many answers, but I’ll highlight two: attention to detail and empathy. The former is straightforward - listen, observe and follow up on what you’re hearing. You want to grow with the job and impact from within - not from the outside, using a boilerplate of ‘best practices’. The latter is crucial - your agenda might compete with other agendas across the organization so it’s very important to acknowledge it and to try and help the others; even if it’s not spelled out in your OKR’s.

What do you find most interesting/rewarding about your work?  What’s the most challenging?

The most rewarding aspect of my job is to help folks around me to have a better day at work. This takes many forms for different people around me and I think that’s also the challenge - understanding when I have the power to make an impact on the work and when do I need to step back.

Are you involved with any professional organizations outside of the company? Volunteer work

I’m a co-chair of the MassTLC Technology and Innovation community. I also mentor a few women in STEM. I really enjoy the relationships those opportunities created for me.

Q&A

What do you enjoy doing in your free time?

Watching TV and playing video games. I have two young girls and I can’t wait for them to join me in those activities - I guess not a lot has changed since I was a kid!

How do you manage stress?

See above - I love casual video games and I’ve been hooked on Stardew Valley recently. So my answer is farming and killing monsters.

How many cups of coffee do you have in a day?

I can stop whenever I want, 2-3 cups a day.

Any book or podcast recommendations?

I listen regularly to Reply All, What a Day, and 60 songs that explain the 90’s. They’re all very different from each other, but I highly recommend each and every one of them.

What advice do you have for recent college graduates?

Embrace the ways in which you are different, that’s your power and your contribution to expanding people’s perspectives.

Our Lead(H)er series features impressive women leaders in the tech industry. In this Q&A, we are featuring Sharon Butler, EVP of Global Education at Flywire. 

Where did you grow up and how would you describe yourself as a child?

I grew up in a small town in Massachusetts. I was one of four children, two sisters and one brother. My extended family also lived in town, so I always had lots of family around. I was incredibly active and curious. I played a sport every season, was active in my Church, joined lots of clubs and always had a job whether it was chores around the house, babysitting for neighbors or working in my small town’s coffee shop. I loved being busy and involved. I also played the clarinet in our marching band and took part in my high school’s theatre productions.  My childhood was full of laughter and love.

What did you study in college and what was your first job out of school?

In college I studied communication and business. My first job out of college was with Roche Pharmaceuticals. I was a Professional Medical Rep. I would travel around my territory meeting with doctors and pharmacists sharing the features and benefits of my company’s prescription medications. It was a wonderful foundation and experience. I had great sales development support and learned how to maximize even the smallest opportunities to engage and add value. 

Can you share the details on your career path and what were the critical moments that got you to where you are today?

I have always been in sales. I left the pharmaceutical industry after 6 years to move back home to be near my family and was recruited by my first manager to join a wireless tech company called SkyTel. This was a huge change for me, I went from what was really a promotional product role to more of a quota-based sales role where I learned very quickly that activity equals output in sales and building your funnel of business was the only way to survive. I also learned very quickly how important engagement and follow-up was for building trust and referral opportunities. Even though the pressure for delivering monthly results was very high, and the role was demanding, I loved that I was in control of my earnings and that the more successful I was at helping clients achieve their goals the more I could grow our portfolio of business. I loved hunting and engaging, and I especially loved winning new business. No doubt it was the competitive nature of the sale and the strategy needed to win that excited me, just like playing competitive sports. 

I advanced into leadership roles, taking on more and more responsibility, but after several years in the business I decided I needed a change and began a process of exploring opportunities at other companies. By this time my husband and I had started our family and although it would have been easier to stay in my current role, I have never been one to take the easy way out and I knew I wanted another challenge. This is when I found the Education industry.

I took a Regional Director role at a company called Tuition Management Systems. I loved the idea of focusing on a specific vertical and understanding the unique challenges within the Education industry. It was an incredibly great fit for me because I loved building relationships with the University and College staff and helping them figure out how to automate and optimize their Student Financial Service operations. I loved my role and the company and had no intention of leaving until one day I took a call from an entrepreneur from MIT. He was an international student who had a bad payment experience and was looking to partner with someone who had experience and relationships in Higher Education. Since he was given my name by industry friends, I decided to meet him for a coffee.  

During our coffee I learned about the challenges he faced as an international student and how difficult and costly it was for him to make a payment. He had an idea that we could create a more cost effective and better solution for the students and while he shared, I realized we could do the same for our institutions. It was a two-sided problem that was growing, and it had to be solved. One thing led to another and before I knew it I had left my comfortable job to go off and help start Flywire! Some 11 years later, we've built a multi-vertical company, formed strong relationships with our clients, developed innovative technology, become market experts, and cultivated a unique global company culture focused on customer success. We now have more than 600 FlyMates representing over 40 nationalities located in 12 offices around the world and on May 26, 2021, Flywire became a publicly traded company! 

What is your current role and responsibilities?

I am the EVP of Global Education at Flywire. Currently I lead our sales and account management teams globally. I set our strategic vision and priorities to ensure we continue to deliver the most important and complex payments for our clients and their payers. 

Looking back, is this where you thought you’d be professionally? Was it always your goal to be in this position?

No way!  I always had big dreams and I was always very driven.  I loved sales and leadership, so advancing there was always the goal, but I could never have imagined that at a time in my life where I had two very young children, I would leave a secure job with a great career path to go off and start a company and then take it global.  It’s been the hardest and most rewarding journey of my life.  

For people who are looking to be in a similar position, what advice would you give to others in terms of helping them achieve their career goals?

I would tell them to be open minded and take chances. Don't always play it safe. Go for the opportunity that excites you the most because your passion will fuel your path. Whatever job you're doing, give it your all. Ask a lot of questions, be curious and take notice of what others are doing. We don't always know exactly what we want when we start our journey so it's important to be aware and learn about various roles within an organization. Always be willing to raise your hand to help or take on new responsibilities because experience and exposure is the key to learning about yourself and finding your path. There is nothing more rewarding than doing what you love, even when it takes an enormous amount of work and dedication. There really is no magic career button. Let the journey and self-discovery guide you.

What are the most important skills that you need to do your job well?

The skills needed to lead a global sales team are wide ranging. The foundation is centered around good communication, planning and leading the vision of success. That vision needs to be communicated and to get alignment and support from internal teams to help move the vision to the execution stage to accomplish revenue targets. Once that is done it is all about the execution of the plan and being ready to knock down walls to help your team deliver. The primary skills used to do all of this are strategist, teacher, motivator, advocate and creative problem solver. Other responsibilities include forecasting, budgeting, recruiting, hiring and staying plugged into market needs and changes.

What do you find most interesting/rewarding about your work?  What’s the most challenging?

I love the people and culture at Flywire. We call ourselves FlyMates and it is incredibly rewarding to work with people who care so much about what they do and our clients. Even though our teams are spread across the globe, the collaboration is inspiring. I always know I have the support and commitment to ensure my team can hit their goals and our customers will be satisfied. It's an incredible feeling to work with people that feel like family and who will always deliver. I also love seeing fellow FlyMates develop and grow, advancing their own careers. 

What is your proudest professional accomplishment?

Taking Flywire public on May 26, 2021, which was also my son's 17th birthday.

Are you involved with any professional organizations outside of the company? Volunteer work?

I enjoy mentoring other entrepreneurs and sales professionals. I am also the go-to for a network of friends when they need someone to donate their time or fundraise for an important cause.

Q&A

What do you enjoy doing in your free time?

Family time. Cheering on my boys at their sporting events. Taking hikes with my husband and dog, Edgar, getting together with my siblings and their families playing games and laughing. We love board games in the winter and pickleball tournaments in the nicer weather.

How do you manage stress?

I hug my dog Edgar, find something to laugh about, take a few minutes to meditate by popping on a Headspace wind down. Go for a walk and prioritize my to-do list, for some reason that list gives me comfort.

How many cups of coffee do you have in a day?

Too many! Two cups in the morning and usually a large cold brew with almond milk in the afternoon for a little pick me up.

Any book or podcast recommendations?

I love the podcast, “How I Built This.” It’s fun to hear about other entrepreneurs’ journeys. For fun, I love to laugh and get a kick out of “Conan O’Brien Needs a Friend” podcast. As for reading, I always joke with my friends that my library reflects someone who is either trying to figure themselves out or make themselves better. I love to read personal development books. I am currently learning more about the power of meditation and reading a book called The Power of Now by Eckhart Tolle.

What advice do you have for recent college graduates?

Don’t panic or beat yourself up if you are uncertain what your passion is or what you ultimately want to be when you grow up. Instead, embrace the journey of self-discovery. Set more achievable short-term goals to learn and get more experience. Have fun, work hard and always follow through with your commitments. A great attitude and strong work ethic will open a lot of opportunities. I waited to take my big risk, but I knew the time was right. Don’t be afraid, be excited!

Our Lead(H)er series features impressive women leaders in the tech industry. In this Q&A, we are featuring Laurie Mitchell, Vice President, Partner & International Marketing at Wasabi. 

Where did you grow up and how would you describe yourself as a child?

I grew up in a small suburb outside of Hartford, Connecticut. Looking back I would describe myself as a well-rounded kid. I was always focused on doing well in school and bringing home good grades. If I didn’t have my nose in a book, I was usually running around playing with other kids in my neighborhood. I was the type of kid who got along easily with others, I was friends with everybody rather than just one particular group.  

What did you study in college and what was your first job out of school?

I studied business and marketing at the University of Connecticut. I was always very interested in marketing because it was something that allowed me to be creative, and I am fascinated to learn what makes people buy certain products. Right out of college I was very intent on getting an actual marketing job, not just any job. I hunted for a while until I found an entry-level job at a small startup called Excel Switching that was looking for help in marketing. I was the first marketing person at that company so I was given the opportunity to learn all aspects of marketing from day one. 

Can you share the details on your career path and what were the critical moments that got you to where you are today?

As time went on, the startup I was originally working for brought in additional marketing professionals. This gave me the opportunity to have many talented bosses who helped propel my career as the company grew to over 900 people. I also had many mentors, and one who was pivotal introduced me to the idea of a partner program and together she and I built the partner program for that company. This gave me opportunities to travel and build partner marketing programs. Looking back, that experience was the key moment that transformed my general marketing career into one that was focused on partnerships and alliances. To this day I am still thankful to her! 

What is your current role and responsibilities?

Currently, I am Vice President of Partner and International Marketing for Wasabi. I am responsible for marketing to, through and with Wasabi’s partners. My team and I work to recruit technology alliance partners where our products are complementary, and we then take those partnerships and drive a better story together. We then go out and recruit their channel partners. Along the way, we are building a sea of evangelists of the Wasabi product. On the international side, we basically walk through the same process but from an international partner perspective. We work with the broader marketing team to build the brand and create content, along with all the other wonderful things that are used to promote the brand overall. I enjoy the role because it is both fun and challenging. I get to work with very talented people and do something different every day.

Looking back, is this where you thought you’d be professionally? Was it always your goal to be in this position?

I am not the type that had a set specific goal in mind, especially when I was younger. I always knew that I wanted a job that would challenge me but also be fun at the same time. It was important to me that I worked with great people and this path took me to where I am now. Looking back, I am exactly where I want to be at this stage of my life. I think it is important to have the ability to roll with the punches and make adjustments along the way. You never know what opportunities will arise and where they will take you.

For people who are looking to be in a similar position, what advice would you give to others in terms of helping them achieve their career goals?

First, it is important to be able to work well with others. It may sound overly simple but it is important to be inclusive and respectful to everyone no matter their level or title. It is also important to never adopt the mindset that you know everything, no matter what your title is. I would advise someone just starting out in their career to recognize that you are never done learning because your industry, technology, products, processes, and people will always be changing. Marketing has completely changed and gone inbound digital since I started my career and I had to adapt. You have to always be able to adjust and learn along the way.

What are the most important skills that you need to do your job well?

Communication is the most important skill that comes to mind. Over-communicate and communicate often. And be diplomatic. In each partnership, some people have different timelines and styles than you and you may not always see eye to eye. But if you are patient and open you can come to a solution that all are happy with.

What do you find most interesting/rewarding about your work?  What’s the most challenging?

I love our creative marketing and voice at Wasabi. Telling our story in a fun and interesting way through social campaigns, our Migrate with Nate campaign and more makes Wasabi a fun company to work for. We are very marketing-driven, and while many tech companies underfund marketing, I’d say we fund it well. One of the most challenging parts of my job is finding patience. Some companies we work with are big companies and don’t want to give you the time of day or they are on a different timeline than we are.

What is your proudest professional accomplishment?

My instinct tells me my proudest moment is happening right now. At Wasabi we launched a partner network that has tripled in the last few years and continues to grow so rapidly. So much has gone into it including digital marketing automation which constantly feeds the sales team with leads and new partnerships to activate.  We are building an A+ team which is our best asset. 

Are you involved with any professional organizations outside of the company? Volunteer work?

I wish, but as a mother of twin girls, that’s what keeps me busy outside of work. 

Q&A

What do you enjoy doing in your free time?

I love going to the beach and being active - hiking, biking, skiing, yoga. I really love cooking, and I did lots of it especially during the COVID-19 pandemic. One of my favorite new recipes that I made recently is roasted salmon with honey-mustard pecan crust.

How do you manage stress?

Taking my dog for daily walks and going to yoga every week keeps me sane. I think it is important to take time away from work, kids, etc., and focus on yourself.

How many cups of coffee do you have in a day?

I usually have one giant cup of coffee every day.

What's one of your favorite places in the Boston?

Legal Harborside is one of my top favorites. They have everything I love - seafood, great gluten-free options, ocean views and so much more.  

Any book or podcast recommendations?

The Power of Habit is a must-read. I love that book because it helps you think about how you operate and how your brain uses more energy when you are out of habit. It applies to pretty much every aspect of life.

What advice do you have for recent college graduates?

Don’t settle for any job. Go out and find the one that is the best fit for you, even if it takes time. Also, use your network, and don’t be afraid to reach out. I’d be impressed if a college grad reached out to me and asked about partner marketing. 

Our Lead(H)er series features impressive women leaders in the tech industry. In this Q&A, we are featuring Suzanne Glick Gilfix, General Counsel & VP at Applause.

Where did you grow up and how would you describe yourself as a child?

I grew up in Central Massachusetts to a family of 3 generations on my street. I was high energy, climbing trees, doing gymnastics and keeping up with my older brothers.

What did you study in college and what was your first job out of school?

I studied government (political science) in college. I had some good summer jobs, first in high school at the local car dealership where I learned the value of customer service and in later years at the Attorney General’s office, and in DC for a lobbying group, both of which helped direct my law school career. My first job after law school was at a large law firm in Boston. 

Can you share the details on your career path and what were the critical moments that got you to where you are today?

After two years at the firm, I sought more direct experience in court and with my clients. I also cared deeply about the public interest given extensive volunteer work I was engaged in during the mid-90s around civil rights in Boston. Becoming Assistant Attorney General, Civil Rights Division (Massachusetts AG’s office) was a defining moment in my career trajectory. There (among outstanding colleagues), I helped to enforce the state’s civil rights laws and the fair housing and employment laws. Representing the public interest was meaningful and rewarding and led to my becoming a diversity consultant and launching an anti-bullying training effort in area schools in the early 2000s. I remain grateful to the AG’s office for being a flexible employer enabling me to work part-time while I had my 3 children. Being able to grow my family and career at the same time stands out as a critical time in my life. I am fortunate to have a true partner in my husband who has supported these aspirations and career shifts.

I then joined my first in-house counsel role for a sports franchise start-up and realized I enjoyed the diverse work in-house work brought me: employee issues, contracts, compliance. I didn’t purposefully choose tech, but it chose me at EMC (now Dell) where the legal department hired me to fill in for a team member’s maternity leave. The rest was history as it was a natural fit. With my energy and enthusiasm for learning, I asked for various projects and grew my in-house tech career. One opportunity led to another and when EMC launched a new company, Pivotal Software, and I was fortunate to take on a global management position which really accelerated my career and my passion for managing a team. All of these diverse roles best prepared me for my current executive role.

What is your current role and responsibilities?

I am General Counsel & Vice President at Applause, the worldwide leader in enabling digital quality. As part of our executive team (where I get to partner with so many innovative and strong leaders), I manage the company’s worldwide legal process, including ensuring compliance with laws, creating and enforcing policies for all employees and personnel, protecting our IP and handling risk mitigation alongside general corporate matters throughout our global offices. My role also includes cross-functional initiatives to improve ESG (environment, sustainability and governance). I enjoy how varied and challenging each day is and the opportunity to tackle important strategic business initiatives along in addition to legal compliance. 

Looking back, is this where you thought you’d be professionally?  Was it always your goal to be in this position?

I can’t say that it was always my goal to be a General Counsel. But as the years progressed, following my entry into tech, I realized it was an aspiration to aim for. I had been a leader when I was younger (whether on sports teams or in the community organizations in which I was involved), so it was certainly something I sought to attain.

I had great influences early on in my life that helped to establish and nurture my interests in the fields of law and business. My grandfather was an attorney and my dad ran a car dealership, so I was able to see how both could make an impact in people’s lives. From them, I learned the values of fairness and equity, and the importance of customer retention and employee loyalty. These early influences helped to shape my interests and goals of becoming a tech lawyer.

For people who are looking to be in a similar position, what advice would you give to others in terms of helping them achieve their career goals?

Tactically, I think the sooner you can join an in-house team of lawyers, the better. Some say that law firm is necessary to advance your career in-house, but I don’t think it’s necessarily linear nor mandated. Find a way, even if it’s project-based or summer work, to spend some time in a law firm to learn the discipline, rigor, and training it provides. Then, find mentors in-house or through network associations where you can gain a perspective of what a company does and how it operates. Then go for it.

Once you land an in-house role, get to know the product or service the company sells inside out and meet key stakeholders and leaders. Surround yourself with people who share your values. 

Match your actions and your words to your intentions and be prepared. There’s a sports adage – success is 9/10ths preparation. If you put in the hard work and focus on the details your career can build on small initial successes and continue to accelerate. I devote ample time to study up and get ready for big presentations or negotiations or court appearances. Some say I made it look easy but that’s because they didn’t see all the hard work I put into my preparation. 

Along your career path, find mentors and ask them questions; be curious and chart your own path. I strongly believe that direct sponsorship and mentorship is the best way to advance the professional development for women in tech and business. But don’t be surprised if your path is not linear. Mine wasn’t a straight line and where I wavered, I grew. Volunteer in organizations or companies where you think you may want to work. I have always been engaged in the community and there are so many benefits by being active. When you reach a place where you can help others, become a mentor to inspire others.

Are you involved with any professional organizations outside of the company? Volunteer work?

On the professional side, I’ve been involved in the New England Corporate Counsel Association and look forward to serving on their board.

Because I have had some influential mentors who shaped my professional development earlier on in my career I’ve become involved in the Global Good Fund, where I’ve been able to pay it forward and mentor younger attorneys and professionals. 

I’ve also been involved in several non-profit organizations (mostly related to civil rights work) over the last 25 years. One of the most impactful is co-founding and leading a non-profit called the Tyler Foundation, where we partner with Children’s Hospital of Boston to provide financial assistance to families (who have non-covered costs) impacted by neurological disorders such as severe epilepsy. 

What are the most important skills that you need to do your job well?

In law school, you’re taught to question everything in order to understand the facts and apply the law consistently and fairly when analyzing a situation. Being inquisitive is key to this role, but it’s important to inquire with thoughtful attention to elicit the facts and not dissuade people from surfacing issues. In that regard, it’s necessary to be a trusted advisor, and an excellent verbal and written communicator, to understand the core business of your clients, and build trust and empathy with key stakeholders in all parts of the business to ensure that people will be held accountable on general compliance and doing the right thing. I think building those relationships internally has helped me succeed over the years and land at a company like Applause that places such a high premium on doing the right thing and ensuring our executive team leads by example. Finally, I’d say a love of learning is a necessary ingredient as the law and technology continue to evolve and it’s important to stay curious and dig in to do the research to ensure the company is complying with applicable law. 

What do you find most interesting/rewarding about your work?  What’s the most challenging?

I love how broad my role is: from IP protection and enforcement to complex commercial negotiations, to HR issues to data privacy, no two days are alike. The most challenging aspect is knowing I’m valued as a generalist but that I wish I were an expert at all. I also love tackling large global initiatives to streamline efficiencies in our offerings and make our processes more efficient. Getting into the weeds on the business side and bringing value to our customers is also very rewarding as is seeing our growth and positive feedback from our customers.

What is your proudest professional accomplishment?

Other than landing this awesome opportunity at Applause, I was very proud to be on the floor of the New York Stock Exchange in April of 2019 as part of a small team that helped take Pivotal Software public. It was very exciting to be part of the launch of a new company in 2013, and then play an important role in our growth, IPO, and ultimate acquisition, especially alongside dear friends and colleagues.

Q&A

What do you enjoy doing in your free time?

I enjoy yoga, meditation, reading good books, hiking, tennis, pickleball, spending time with family and friends in the mountains or the beach, or a live music event, and as time permits, engaging in community work.

How do you manage stress?

Yoga and meditation.

How many cups of coffee do you have in a day?

1-2 cups of Decaf. I am pretty high energy so Decaf works for me.

What's one of your favorite places in the Boston area?

I love any view of the Lenny Zakim Bridge in Boston. I collaborated with the great civil rights leader for whom the bridge is named (in his memory) and it brings me back to what really matters – building bridges of understanding among diverse communities. I also love Fenway Park and the North End, for their respective storied histories.

Any book or podcast recommendations?  

Recent books I’ve enjoyed include: All the Light We Cannot See, Untamed, Becoming, American Dirt, The Mandible, Rules of Civility, Mountains Beyond Mountains.

What advice do you have for recent college graduates?

Appreciate that your first job is likely not your dream job, but figure out if it helps you shape what you like and don’t like about the role, company, or field of interest. How can it help develop skills that will best direct you to where you do want to go next? What do you care about? Take those passions and combine them with your career path – then you’ll ensure you’re not “working”!

Don’t worry if you haven’t figured it out as of yet. Find good people to learn from either in your job or outside of it and ask lots of questions of how people got to where they are. As noted above, find mentors that do what you think you strive to achieve and then figure out how they got there. 

Our Lead(H)er series features impressive women leaders in the tech industry. In this Q&A, we are featuring Jennifer Armstrong, VP of Engineering at Duck Creek Technologies.

Where did you grow up and how would you describe yourself as a child?

I grew up in Lake Zurich, Illinois and I would describe myself as a quiet tomboy. I had two older brothers and a younger sister (who was 8 years younger), so I pretty much grew up with boys at a young age. I would play different sports or was running around outside until it got dark. I thought if my older brothers could do it I could as well. Which lead to a few injuries but also a fundamental belief that nothing could stop me if I wanted to do something.

What did you study in college and what was your first job out of school?

When I was growing up, I was always interested in the STEM classes. I knew I would eventually be focused on something in that space. When I started at DePaul University in Chicago, IL, I wasn’t sure if I wanted to study math or computer science, but I eventually settled on computer science, but took a lot of math classes for fun. I eventually graduated with a bachelor and master’s from DePaul in computer science. 

My first job out of college was as a consultant at a boutique consulting company where I worked for a few different insurance carriers over 6 years. This started my long journey in the insurance space. I always like to say that my soul is technology, but I grew up in insurance.

Can you share the details on your career path and what were the critical moments that got you to where you are today?

The first critical moment was when I decided to take a leap of faith in my abilities as a technologist and move from a role where I felt comfortable, I knew well, and I was an individual contributor with minimal responsibility. To a role that was in a space that was functionally and technically new to me. In addition, I would be leading a team of eight people. The project was an overhaul of a critical system purchased from a vendor that then could be customized for our company. Our job was to learn as much as we could from this vendor to become the experts but also lead this software design going forward. It was a lot of hard work, long hours, but I learned more in one year not only about this software but, more importantly, what I was capable of. I learned that I really enjoyed and was good at understanding the bigger business problem and coming up with the solutions for this problem. It allowed me to grow in mentoring or helping other engineers to guide them in their journeys.

The second critical moment of my career was assessing my work life balance and realizing that I couldn’t sustain 70+ hour work weeks and attain the goals that I had both at work and in my personal life. I decided to leave a company that I loved, had great co-workers, and was advancing in my career, to an environment that I was able to truly balance my career and my personal life. After this change, I was able to focus on me, and I got married and now have three wonderful children who are my heart. My family has taught me a lot of good life lessons on compromise, patience, and most of all that you just need to roll with whatever comes your way.  The career change also allowed me to move to a company where I was able to leverage my strong core principles but grow significantly in my overall engineering leadership skills, influence without authority, and customer communication and presentation skills.  

What is your current role and responsibilities?

As VP of engineering at Duck Creek Technologies, I lead teams of over 120 engineers for some of our core products. I am engaged in all aspects of delivering product releases and service ownership of the products.

Looking back, is this where you thought you’d be professionally?  Was it always your goal to be in this position? 

This simple answer is no. When I finished my masters, I had fully intended to finish my PhD in computer science and be a professor. I loved being in the academic world. If I didn’t go into academics, I figured I would be a coder for my career. I was and still am an introvert, so being in a position where I had to interact with people constantly was a very uncomfortable concept. I learned that just because I am an introvert doesn’t mean I have to limit what I am capable of. I always mentor people to take a risk on yourself and don’t limit yourself on your or others’ preconceived notions of what you can do.

For people who are looking to be in a similar position, what advice would you give to others in terms of helping them achieve their career goals?

First, define your brand. Who and what do you stand for as a professional? Whether it is technology, the ability to communicate well, the ability to see the bigger picture, negotiation, etc.  Your brand will change over the course of your career as new interests are found or new talents are honed. Your brand will help you in any career path you take as it is the foundation that you can fall back on and lean on.

Second, find a good mentor(s) that you trust to help you on your career journey. A mentor doesn’t always have to be someone you have a direct mentorship relationship with. I have had people that I would consider mentors that I just watched how they interacted with people or handled situations. Everyone in your life/career can be a mentor informally. It is also important to find advocates for you outside of your direct management chain.

What are the most important skills that you need to do your job well?

The skill that helps me the most is asking questions. Most of the time people will tell you what they want and not necessarily what they need.  I had someone tell me early in my career to ask the 5 whys. If you ask why 5 times, it will get to what someone truly needs versus what they want or think they need. Asking questions allows me to fully understand a situation where I can make the most educated decision I can.

What do you find most interesting/rewarding about your work?  What’s the most challenging?

The most rewarding thing about my work is seeing an idea come to fruition. Watching a simple idea get designed and built out and users start to use it. In insurance, knowing that things I am involved in have a direct impact on companies that their job is to return a person/company life back to normal after an event.

What is your proudest professional accomplishment?

One of my proudest moments was when we were able to successfully roll out the overhaul of a major critical software at the company I was working at. It changed everyone’s ability to service our customers. The other moment was being involved in building out a program to foster and encourage innovation. In technology, innovation is critical to continuous improvement. This problem was a catalyst to change the innovation culture.

Q&A

What do you enjoy doing in your free time?

Spending time with my family, Friday night pizza and movie nights, cooking, reading, traveling, and girls’ nights out with friends.

How do you manage stress?

I don’t stress a lot, but when I do, laughter helps. So, I will do something that just makes me happy and laugh and I can usually manage my stress levels.

How many cups of coffee do you have in a day?

Probably around three, but nothing past noon otherwise I won’t sleep.

What advice do you have for recent college graduates?

Find what you enjoy doing. You will spend a decent amount of time doing it and if you really enjoy what you are doing in your career, opportunities will become available to advance in whatever ways you want. The second piece of advice I would say is believe in yourself and it is OK to take a risk or leap of faith. If something doesn’t work out, there are always other options.

Our Lead(H)er series features impressive women leaders in the tech industry. In this Q&A, we are featuring Shital Whitmore, SVP of Finance at SmartBear.

Where did you grow up and how would you describe yourself as a child?

I was raised in Methuen, Massachusetts as a first generation Indian-American. My parents immigrated here from Ahmedabad shortly before my birth along with most of my family. Because they had not yet established themselves in the community here, the family stayed close together, so I was constantly surrounded by loved ones, including dozens of cousins around my age. My family taught me the virtues of hard work, so I can remember my nose being always buried in a book. 

What did you study in college and what was your first job out of school?

I received a Bachelor of Arts degree in Finance with a minor in International Studies/International Finance from Bentley University,  as well as an MBA from Babson College.  

My first job out of school was quite interesting. I was an accounting and finance rep for a small company of about 80 people. As anyone who has worked at a small startup knows, you often have to wear multiple hats, but by doing so, you get the chance to learn so much. 

My role allowed me to work on accounts payable, accounts receivable, and financial planning and analysis, but they also needed me to be the front desk clerk and to collect and deliver the mail!  

During the four or five years that I worked there, there were times I would work until midnight, or even overnight due to how busy things were and because I just wanted to crush it! I’m sure that my husband of 20 years is thrilled that I no longer have any desire to work overnight shifts anymore. That said, my first job experience helped make me into who I am today. 

Can you share the details on your career path and what were the critical moments that got you to where you are today?

I think being at a small company from a young age gave me the opportunity and experience of working directly with a lot of executives right away. To this day, and continuing throughout my career, I don't get intimidated by titles. I’ve always just treated people like people, and I think that’s one thing that has made my job easier.  

When people aren’t nervous about being around a CEO, a CFO, a Vice President, or a Director, whatever the title may be, it makes everyone’s job easier. 

What is your current role and responsibilities?

At SmartBear, I am currently the SVP of Finance. I oversee and manage the finance and accounting team, as well as the company’s licensing team. 

My day-to-day responsibilities are honestly different each day. Those responsibilities include managing our company’s budget, forecasting financials, and helping strategize how we can become more efficient and effective as an organization. I always want to point out that while these might be “my” responsibilities, they would be impossible without my team. I would not be able to do the work I do without them.  

My days include a lot of working directly with our executive team and others here to make sure SmartBear, as an organization, is always in a good place financially. This involves a lot of meetings and collaboration with a lot of different people to decide where our growth should come from, where we should spend, or not spend.  

Without my team, I would not be where I am. I tell them that all the time. I always try to hire smarter than myself. I think that you should never have a fear of hiring smarter than yourself because it only betters yourself, your team, and your organization as a whole.  

Looking back, is this where you thought you’d be professionally?  Was it always your goal to be in this position?

Yes. My goal has been to consistently highly perform in this position and to reach the title of Chief Financial Officer. 

I have always laid out career goals for myself. I typically keep the goals to myself and my husband .  Goals of where I wanted to be career-wise at 25, 30, and 35-years-old. Believing in myself and working very hard has gotten me to where I am today. I’ve worked in a number of different roles and in many industries over the years and can say that I absolutely love working for SmartBear. My whole team is excited to be here, which is awesome to be a part of. 

For people who are looking to be in a similar position, what advice would you give to others in terms of helping them achieve their career goals?

Learn as much as you can but know your boundaries. If you do not know something, it’s OK to say that! It’s not even just “OK,” people will generally respect and appreciate you letting them know. Hopefully, they’ll also then offer to teach you. When you start your first career, you really don’t know what you are getting into. I didn’t actually know what finance even meant; I had only read about it in a book. But trying your hardest, and making sure you work for someone you respect—and that they also respect you—is critically important. 

Treat people the way you want to be treated. Titles don’t matter. People are people. Work with people. They will help you, and you will help them.  

I would also recommend stepping outside of your comfort zone and absorbing as much as you can whenever you get the chance. You can often take on more at the beginning stages of your career but try and maintain that same mindset and a strong interest in continuing to learn throughout your career. 

Lastly, I‘ve also gotten to where I am today by having amazing bosses, which I’m so fortunate to have had. Not surprisingly, especially in finance, they’ve all been men, as there are still very few women in leadership positions in this field, but my bosses have all been a big part of helping me achieve my career growth. 

What are the most important skills that you need to do your job well?

A big part of my job is not just running numbers. We do that, but it is more about building relationships. 

I am in finance, but I must acknowledge and always be supportive of the people around me. My team is like a family to me. I know their spouses' names, their kids' names, and I genuinely care about them. To me, the most important parts of my job are caring about this team, bringing them along, and making sure they are always excelling. If I am helping them, it helps us all, and it helps our business to grow. 

So, yes, you’ll need the analytical side, but also make sure to stay customer-centric and genuinely care about your people. Having the business acumen to build strong internal and external relationships will only aid in your organization’s success.  

What do you find most interesting/rewarding about your work?  What’s the most challenging?

The most rewarding part for me is when people on my team, or people around me, are succeeding. I love to see them grow and climb to the next level.  

It’s also really rewarding when we’re able to come up with different ideas or ways to help the company financially enhance themselves. Our team loves continuing to grow in new and different ways as the result of our own new ideas. Getting that little bit of extra margin is exciting! 

I also don’t just want to be in finance; I want to be a business partner. Not “just” running numbers, but really understanding the business. We can practically run numbers in our sleep. It’s about learning the business, helping the business grow, understanding our marketplace and our customers. How can we change our strategy to continue to enhance ourselves?  

As for challenges, there are all different kinds, and it really just depends on the situation, but whenever there is a challenge, we figure out how to overcome it. 

One common challenge for some women in positions of leadership is around oftentimes being in a board room of only men. I am a very vocal person, and, fortunately, don’t really struggle with that. I just don’t tend to look at people as “man…woman…title…or color.” A person is a person to me.  

At SmartBear, our female leadership is growing, which is great! We continue to diversify our organization and love seeing any and all backgrounds and demographics achieve big things here. 

What is your proudest professional accomplishment?

To date, I would say that my proudest professional accomplishment was when I became a director at a large public organization and managed a $2B budget by the time I was 27. As a young female in the world of business, moving into that level of responsibility was a big moment for me. 

I was learning so much by being a director at a large public organization, reporting directly to the CFO, and managing a budget on my own. During my six years there, I grew personally and professionally each and every day.  

Every time I have moved to a new company, I have not left for a boss. A lot of people leave bosses, but I have left for an opportunity, a different career opportunity. I make sure that if I am leaving, I am checking boxes for my resume and to enhance my personal and professional growth. I recognize every time I have made a change in my career as a significant personal accomplishment. 

Coming to SmartBear, managing all of finance and working for an organization that is growing so quickly has been a huge personal accomplishment. I am extremely proud of all we have done. In the 2 years I have been here, we have tripled our valuation! That and being a part of all the growth, as well as the acquisitions that we have made, are just a few things that are major highlights for me. 

Are you involved with any professional organizations outside of the company? Volunteer work?

My “volunteering” these days largely consists of constantly running after my two children. My four- and six-year-old boys are my life. 

Q&A

What do you enjoy doing in your free time?

Being raised in an Indian family, I did not ski or do a lot of sports—I actually hated sports! I would try every sport and I would quit. Having two young boys, I am now learning how to ski at 38 years old. I don’t love it, but I am learning. They do black diamonds, and I am still on the green trails by myself and freaking out.  

I now work out a lot and do so many activities with my two boys. Hiking, skiing, and even though I’m not very good at it, I’d also love to be an artist. I do think I’ll stick to my day job, but for some reason, I’ve always wanted to be an artist (I don’t know why)!  

Oh, and I also love shopping. If I could find a way to shop every day, I would do so. 

How do you manage stress?

I actually tend to work much better under pressure. However, my team can tell when I am stressed out because my voice becomes slow and very calm, which may or may not be calming to them. They know what is happening— I am getting stressed out.  

To manage stress, I take a deep breath in…and take things a step at a time. I get more organized. When I know we are under pressure or there is a lot of stress coming, we’re working around the clock, I just get organized, put a list together and I also make sure I rally my team. If I am feeling stressed, they are likely feeling it too.  

For me, taking that deep breath, getting organized, maybe getting in a workout or doing something for myself—even if for just 30 minutes, it helps me a lot.  

Our Lead(H)er series features impressive women leaders in the Tech Industry.  In this Q&A, we are featuring Sue Nolin, VP, North America Sales at Wasabi.

Where did you grow up and how would you describe yourself as a child?

I grew up in Chicopee, Massachusetts. I have four siblings, thirty-three first cousins and I grew up in a neighborhood full of kids. There was always lots of activity and competition. Pickup softball, kickball and a crazy version of dodgeball called bombardment were commonplace. 

I have lots of extended family in Quebec and in various parts of the U.S. Annual family reunions were also common. They always involved breaking into teams and playing physical and brain teaser games into the evenings.  Remember the potato-sack race in the movie Meatballs?  Yeah, that was us. 

What did you study in college and what was your first job in tech?

I have an English degree from North Adams State College, now known as the Massachusetts College of Liberal Arts. I met my husband there and am very grateful for the lifelong friends I also met there.

I was in my early twenties when I landed my first job in technology on the customer service team at Motorola Codex. At the time, I was simply looking for a local job. Luckily, tech is strong in Massachusetts, so I discovered a world that was new to me, and truly challenging. 

Those early days at Motorola introduced me to professionals who I admired and who gave me the opportunity to begin a high-tech career. I learned about networking. I also learned valuable lessons about how tech businesses run. When I left Motorola, I had spent time in customer service, sales, and marketing roles and met the colleagues who would introduce me to the exciting world of startup companies. 

Can you share the details on your career path and what were the critical moments that got you to where you are today?

My career path is an evolution of first understanding technology and then understanding startup businesses.

I left college with a solid liberal arts degree, but not a clear understanding of what I wanted from a career. I was raised by parents who demonstrated the importance of hard work, self-reliance, creative learning, and fun. They always emphasized that it was important to be kind, honest, and especially to do my best. Wherever I worked, I was driven to do well. 

The startup world is fast-paced and usually has “just enough” resources. While sales became my preferred role, working for startups afforded me the opportunity to contribute to many parts of the business at once. I especially came to learn that I enjoy understanding complex topics and effectively communicating those topics in simple ways. Also, I really like competing. Emerging startup technology satisfies all those interests well. 

There were various critical moments that made a difference in my career path. 

I’m grateful to the manager who convinced me to leave the stability of Motorola for the riskier world of startups. I was a member of, and eventually led, early stage inside sales teams. I was also very lucky to join several startup companies that succeeded, especially when there are so many that fail. I came to learn about the delicate balance of things needed for successful startups.

Lastly, my career would not be where it is today without the people who have trusted the work I do and who gave me such amazing opportunities. I met, Marty Falaro, Wasabi’s EVP and COO, back when we were a lot younger at a startup called Altiga. Altiga was eventually acquired by Cisco and became their main VPN technology. Marty has trusted my decisions here at Wasabi and he encouraged me to move from the role of Inside Sales Director to VP of North America Sales. I am humbled that Marty and others along the way recognized my ability and are taking me along their journey to success.

What is your current role and responsibilities?

I am the VP of North America Sales at Wasabi, the hot cloud storage company. I oversee Account Executive and Inside Sales teams who manage channel and direct sales relationships with Wasabi’s fast-growing number of partners and customers. 

When I joined Wasabi in 2017, I was Marty Falaro’s first sales hire. Marty is growing worldwide Sales and I oversee the rapidly growing North America team. I am extremely proud of how hard this team works. While COVID-19 has changed our day-to-day interactions, the team continues to produce outstanding results. Daily, they demonstrate that they enjoy this crazy, fun and fast-paced startup world as much as I do.

Looking back, is this where you thought you’d be professionally?  Was it always your goal to be in this position?

Not at all. The younger me thought she would eventually be a schoolteacher. The path that led me here started by chance, but when I discovered emerging technology sales, I was hooked.  This industry allows me to constantly learn. I am never bored.

I recently found a journal from my freshman year of college that said, “I can’t imagine staying in the same job for more than 5 years. It sounds so boring.”  Ironically, startup technology changes rapidly and is never ever boring. So, while this career wasn’t my defined goal, I am very happy to be in the position I’m in today. It gives me the opportunity to educate my team and my customers on new technologies and that satisfies my desire to teach. 

For people who are looking to be in a similar position, what advice would you give to others in terms of helping them achieve their career goals?

For young people looking to get into tech sales, I recommend spending a year or two at a public tech firm that provides formal sales training. A startup will gladly train you on their unique technology, but they’ll want you to hit the ground running and won’t want to teach the skill of selling. Build a strong foundation. It will help you throughout your career. 

Also, do not be shy about approaching people you admire in your networks. These people take pride in helping you succeed and can become great resources later on. 

For those who are considering a career with startups, be sure to research the company you’ll work for. We often compare a startup company to an airplane that is being built in flight. That airplane has a much better chance of flying successfully if the pilot, the engineers, the mechanics, the flight crew, etc. have done it before. I’m blessed to have that here at Wasabi.  

If you’re thinking of joining a startup that’s launching a hot new product (a “fancy new airplane”) and it has a less-experienced crew, be sure that crew is getting loads of advice from those who have done it before. 

For women in tech, or for women looking to break into technology, remember that you don’t need to be an expert before you start the job.  This isn’t a new message but it’s worth repeating. Trust your foundational skills and trust those around you. Your colleagues, your leaders, they want to see you succeed. Your success influences theirs.

What are the most important skills that you need to do your job well?

Communication. It’s such a simple word, but it’s loaded. Now more than ever, prospects and customers communicate by email. So, it is critical to have proper spelling and grammar skills. I recommend taking a business writing course. This will teach you how to write short but effective sentences that resonate. My teams understand that they will never land a meeting if they start an interaction with a poorly written email.  

Additionally, listening is the strongest part of communication. It is important to listen well and prove that you are listening by repeating what you heard and respectfully addressing the questions asked. Your customer’s agenda is far more important than your own agenda. So be sure to listen. 

What do you find most interesting/rewarding about your work?  What’s the most challenging?

There are several rewarding factors to my work. 

Most of all, as a manager, I love seeing my team succeed and I love to help them grow. It’s a great feeling to see sales representatives close big deals or receive a promotion. It is truly awesome to celebrate these wins with them.

I also enjoy having a strong impact on the success of the company I work for. It feels good to know that the work I do makes a difference. 

The most challenging is that there are not enough hours in the day. I laugh about this because it’s self-inflicted! Wasabi strongly encourages a healthy work/life balance. I love seeing our progress and success, and since my work makes a difference, I tend to do more of it. We’re just a little crazy about doing more around here. 

What is your proudest professional accomplishment?

As mentioned earlier, I am most proud of being able to help young people succeed. It’s a heartwarming feeling that never gets old. I’ve had the pleasure of introducing interns to high-tech; introducing young sales reps to startups; and promoting others to manage their own teams. Each of these have been selfishly satisfying. 

Are you involved with any professional organizations outside of the company? Volunteer work?

At the invitation of Lou Shipley, a Wasabi board member, I was recently a sales coach for the Entrepreneurial Sales class at the Harvard Business School. I was flattered to join the ranks of impressive sales coaches and to also share my knowledge with young and extremely bright graduate students.  That teacher-wannabe in me thoroughly enjoyed the experience.

Q&A

What do you enjoy doing in your free time?

I find energy and peace outdoors and I’m not picky about where that is! My husband and I spend a lot of summer weekends at the Cape Cod canal. We live in a rural area of central Massachusetts and love having friends over for bonfires. And I can’t wait to be back in the office, walking through the streets of Back Bay Boston. 

How do you manage stress?

I start every day with either a workout or a two-mile walk, powered by classic rock. Nothing says motivation like Bob Seger live. I love ending the workday at the dinner table with my husband and my niece who lives with us while she attends grad school. We laugh a lot.

How many cups of coffee do you have in a day?

At least three cups before noon. Sleep is so important to me, so no coffee after noon!

What's one of your favorite places in the Boston area?

I was introduced to Back Bay, Boston when I joined Wasabi. I had no idea how diverse this area is. Walking throughout Back Bay is like walking through live artwork. It’s got great history, parks, businesses, residential areas, restaurants, and shopping. 

Any book or podcast recommendations? 

Back when I commuted, I was big on audio books. The last one I enjoyed was The Life of Pi. Loved it.

What advice do you have for recent college graduates?

If a college grad is looking to get into high-tech sales or startups, then I’d refer to what I mentioned earlier. For those who graduate not yet knowing what they want to do for work, explore the parts of your character that aren’t immediately associated with work.  Do you like to socialize a lot or only a little? Do you like to read or analyze a lot? Are you crafty and prefer to design and build things?  Then, see if your work satisfies those parts of your character. It’s ok to move on until you find a place that feels right.