When I arrived in Australia and New Zealand, Google had AdSense publishers in the region but no localized support—growth was entirely organic, and the business lacked the infrastructure to unlock its true potential. I saw an opportunity to change that by building a dedicated local team and establishing a formal go-to-market motion tailored to the region's unique needs.
I started by hiring four technical account managers who could serve as a hybrid of sales rep and account manager, giving us the flexibility to both acquire and nurture publisher relationships. Together, we built a publisher outreach program from scratch, created localized pitch decks that resonated with regional clients, and established weekly syncs with the California-based product team to surface and address regional product gaps. This wasn't just about scaling headcount—it was about creating a sustainable model for how Google could support publishers in satellite markets far from headquarters.
The results were transformative. In the first year, we grew regional revenue by 150%. One of the most impactful breakthroughs came when a major retail client wanted to use AdSense on transactional eCommerce pages, but the product wasn't built for that use case. I partnered closely with the CA product team to customize ad units and bidding logic specifically for this client's needs. That solution worked so well it became a template that was rolled out globally, proving that insights from a regional team could drive product innovation at scale.
This experience built my confidence in leading teams from the ground up, taught me what it truly means to operate as a global organization in a satellite office, and earned me credibility across the broader business for my ability to deliver results and build cross-functional relationships. It was a foundational chapter that shaped how I approached leadership in every role that followed.