Steven C. Toy
CHIEF EXECUTIVE OFFICER · PRESIDENT/CHIEF OPERATING OFFICER · SENIOR VICE PRESIDENT
—Bringing out the best in the team to maximize customer and shareholder value no matter the obstacles--
SUMMARY OF QUALIFICATIONS
Seasoned executive with 25+ years of experience, building start-ups—early, mid and late stage as well as internal ventures—leading revenue over $100M across verticals. Experience across Finance, Operations, HR, Sales and Marketing.
Milestones: Increased Apalon's revenue run rate 2.3x to >$100M in first year, reversing a 30% YoY slide. Led TaxChat acquisition by Ernst & Young. Secured $30M+ funding across companies and rounds. Founded $15M digital market agency.
Leader of pioneering technologies, shepherding hardware, software, e-commerce, social media and user-generated products from concept to revenue and profitability, leading cross-border teams up to 80. Align tech and cross-functional teams with complementary targets behind clear vision and right goals to move revenue dial. Build strong team culture.
Milestones: Launched multiple AI initiatives within a large 230,000 person organization. Boosted media EBITDA 50%+ at CheapOair.com. Created digital products to lift revenue from 10 to 50% of Billboard total. Off-shored talent to reduce programming costs at Beema by 75%.
Track record of driving change and getting hard deals done. Close negotiations where there is no precedent. Evangelize and forge paths on behalf of company and industry.
Milestones: Grew revenue 4 to 5X for two trailblazing tech companies.
PROFESSIONAL EXPERIENCE
GENERAL MANAGER
Apalon (an IAC company), New York, NY - 2016 to Present
Challenge: Reverse a revenue run rate slide and restore organization to a growth trajectory
Approach: Build trust and focus with a predominately off-shore team whose relationship with the US office was damaged
Scope: Responsible for all aspects of >$100M company with ~200 employees, within a $15B+ public company
Results:
VENTURE LEAD - AMERICAS TAX INNOVATION FOUNDRY
Ernst & Young, New York, NY - 2016 to Present
Challenge: Help a very large company think and act as an entrepreneur at the intersection of AI, Blockchain and Tax
Approach: Assisted teams across sub-service lines (SSL) attain fast wins and MVPs rather than define entire business models
Scope: Focused on AI tech including: Machine Learning, Natural Language Processing and Generation as well as Blockchain
Results:
CHIEF EXECUTIVE OFFICER
TaxChat LLC, New York, NY Jan. to Nov. 2016
Challenge: Founder with legal background needed experienced leader to optimize revenue and achieve a liquidity event
Approach: Focused team on accelerated design decisions and product launch, and aggressive customer acquisition
Scope: Scalable team of up to 100+
Results:
SENIOR VICE PRESIDENT & GENERAL MANAGER – MEDIA, HOTELS, CARS & CROSS-SELL
CheapOair.com (subsidiary of Fareportal Inc.), New York, NY - 2013 to 2015
Challenge: Grow all ancillary revenue as company aligned behind strategic decision to deepen focus on air revenue
Approach: Set strategy, lobbied for aligned team targets, upgraded data capability and closed on non-traditional deals
Scope: $4B+, 3,200-employee ecommerce company; Led $100M+, cross-border/matrixed dept. of 80, 4 brands, 7 products
Results:
GENERAL MANAGER – DIGITAL
Billboard.com (owned by Prometheus Global Media), New York, NY - 2011 to 2013
Challenge: Grow digital revenue, navigating major transition to digital and consumer mindsets, and leadership instability
Approach: Reset strategy, cleared path for team to reinvent site, and collaborated with editorial to drive readership
Scope: 10M traffic, 150-employee trade publication; Responsible for creating digital products with 15-employee team
Results:
CEO & CO-FOUNDER
Beema Animations (owned by Beema Inc.), San Francisco, CA - 2007 to 2011
Challenge: Scale capability built within Beema Services by shifting from services to product business
Approach: Developed first video-messaging application that put user-generated audio into mouths of avatars
Scope: $15M, scalable, cross-border team of 5 to 15
Results:
VICE PRESIDENT – SALES
Software Secure Inc., Boston, MA - 2004 to 2007
Challenge: Sell pioneering technology, closing deals with no precedent
Approach: Established Sales function, and evangelized industry and company
Scope: $1.7M, 12-employee company in digital security for online test taking; Responsible for sales team of 5
Results:
CEO & CO-FOUNDER
Beema Services (owned by Beema Inc.), San Francisco, CA - 1996 to 2004
Challenge: Companies were seeking trusted experts to support their foray into digital strategy
Approach: Founded agency to provide cutting-edge, multi-channel services, and contributed as early thought leader
Scope: $15M, scalable, cross-border team of 7 to 20
Results:
VICE PRESIDENT – FINANCE, HR, BUSINESS DEVELOPMENT & OPERATIONS
ICTV Inc. (now ActiveVideo), San Francisco, CA - 1991 to 1996
Challenge: Build operations for early interactive TV company, and shepherd long, cross-functional sales cycle
Approach: Led four departments, Board relations and product committee, and built brand awareness as public speaker
Scope: $9.2M, 110-employee company; Responsible for budget management and 90 employees
Results:
VICE PRESIDENT – SPECIAL PROJECTS
TIA Ltd., Sydney, Australia - 1989 to 1991
Challenge: Prevent government censorship of advertisements for member companies, reporting to CEO
Approach: Led multi-pronged lobbying strategy, navigating tense negotiations with top most officials
Scope: $10M, 12-employee organization; Responsible for management of budget, vendors and 3 employees
Results:
PROFESSIONAL AND CIVIC AFFILIATIONS
Chairman Emeritus and Board President, Vision Literacy, Millpitas, CA - 1996 to present
Board Member, Literacy Volunteers of Massachusetts, Boston, MA - 2005 to 2007
Volunteer, U.S. Small Business Administration, San Francisco & San Jose, CA - 1998 to 2004
EDUCATION, HONORS & AWARDS
Swarthmore College, Swarthmore, PA – B.A., Economics
Varsity Sports: Soccer, Football, Lacrosse, Swimming & Diving
Certificate of Special Congressional Recognition from US Member of Congress, Zoe Lofgren 2011
Junior League Crystal Bowl Award Winner for Leadership in Volunteerism 2011
SKILLS
P&L | Start-Ups | Fundraising | Financial Analysis | Board & Governance | Product Development |Business Development | Metrics-Driven Insight | Strategic Partnerships | Cross-Border Teams | Public Speaking | Negotiations | Artificial Intelligence Technologies
Seasoned executive with 25+ years of experience, building start-ups—early, mid and late stage as well as internal ventures—leading revenue over $100M across verticals. Experience across Finance, Operations, HR, Sales and Marketing.
Milestones: Increased Apalon's revenue run rate 2.3x to >$100M in first year, reversing a 30% YoY slide. Led TaxChat acquisition by Ernst & Young. Secured $30M+ funding across companies and rounds. Founded $15M digital market agency.
Leader of pioneering technologies, shepherding hardware, software, e-commerce, social media and user-generated products from concept to revenue and profitability, leading cross-border teams up to 80. Align tech and cross-functional teams with complementary targets behind clear vision and right goals to move revenue dial. Build strong team culture.
Milestones: Launched multiple AI initiatives within a large 230,000 person organization. Boosted media EBITDA 50%+ at CheapOair.com. Created digital products to lift revenue from 10 to 50% of Billboard total. Off-shored talent to reduce programming costs at Beema by 75%.
Track record of driving change and getting hard deals done. Close negotiations where there is no precedent. Evangelize and forge paths on behalf of company and industry.
Milestones: Grew revenue 4 to 5X for two trailblazing tech companies.
PROFESSIONAL EXPERIENCE
GENERAL MANAGER
Apalon (an IAC company), New York, NY - 2016 to Present
Challenge: Reverse a revenue run rate slide and restore organization to a growth trajectory
Approach: Build trust and focus with a predominately off-shore team whose relationship with the US office was damaged
Scope: Responsible for all aspects of >$100M company with ~200 employees, within a $15B+ public company
Results:
- Increased revenue run rate 2.3x in first year
- Increased active subscribers 5x in first year
VENTURE LEAD - AMERICAS TAX INNOVATION FOUNDRY
Ernst & Young, New York, NY - 2016 to Present
Challenge: Help a very large company think and act as an entrepreneur at the intersection of AI, Blockchain and Tax
Approach: Assisted teams across sub-service lines (SSL) attain fast wins and MVPs rather than define entire business models
Scope: Focused on AI tech including: Machine Learning, Natural Language Processing and Generation as well as Blockchain
Results:
- Worked on integrations with IBM Watson, Microsoft LUIS, Amazon AI Services and Google Cloud Platform
- Initial products include NLP for searching Tax Guide, Machine Learning for classification and NLG for reports
- Served as coach and mentor for both internal EY professionals and EY University outreach
- Represent the Foundry on Americas Tax Innovation Council which is tasked to drive innovation through $4b+ vertical
CHIEF EXECUTIVE OFFICER
TaxChat LLC, New York, NY Jan. to Nov. 2016
Challenge: Founder with legal background needed experienced leader to optimize revenue and achieve a liquidity event
Approach: Focused team on accelerated design decisions and product launch, and aggressive customer acquisition
Scope: Scalable team of up to 100+
Results:
- Completed and launched brand new product and product category in time for tax season
- Acquired first customers in crowded market with loud competitive noise through aggressive marketing strategy
- To fill top of customer funnel, led multiple partnership discussions, which ultimately led to timely acquisition
- Spearheading execution of acquisition, including integration and winding down of TaxChat team and entity
SENIOR VICE PRESIDENT & GENERAL MANAGER – MEDIA, HOTELS, CARS & CROSS-SELL
CheapOair.com (subsidiary of Fareportal Inc.), New York, NY - 2013 to 2015
Challenge: Grow all ancillary revenue as company aligned behind strategic decision to deepen focus on air revenue
Approach: Set strategy, lobbied for aligned team targets, upgraded data capability and closed on non-traditional deals
Scope: $4B+, 3,200-employee ecommerce company; Led $100M+, cross-border/matrixed dept. of 80, 4 brands, 7 products
Results:
- Increased revenue per air ticket 47% in first 3 quarters of 2015 via cross-selling and launching three new products
- Boosted EBITDA 50%+ year over year for media group
- Achieved highest quarterly revenue for hotels and cars in Q3 2015
GENERAL MANAGER – DIGITAL
Billboard.com (owned by Prometheus Global Media), New York, NY - 2011 to 2013
Challenge: Grow digital revenue, navigating major transition to digital and consumer mindsets, and leadership instability
Approach: Reset strategy, cleared path for team to reinvent site, and collaborated with editorial to drive readership
Scope: 10M traffic, 150-employee trade publication; Responsible for creating digital products with 15-employee team
Results:
- Built products that grew digital revenue from 10% to 50% of total grossing +$10M, average monthly views up 30%, trebled social media audience to 3M, lifted music awards social activity 7X year over year
- Built brand in consumer space through leading-edge digital products, assets and events, including several ‘firsts’, such as 3rd largest event in Shazam history and largest playlist following in Spotify history with 1.5M+ followers
CEO & CO-FOUNDER
Beema Animations (owned by Beema Inc.), San Francisco, CA - 2007 to 2011
Challenge: Scale capability built within Beema Services by shifting from services to product business
Approach: Developed first video-messaging application that put user-generated audio into mouths of avatars
Scope: $15M, scalable, cross-border team of 5 to 15
Results:
- Raised $1.5M from angel investors, starting in 2004
- Developed app that gained thousands of users years before tipping point of video social platforms and culture
- Integrated app into all major mobile providers and social network platforms
VICE PRESIDENT – SALES
Software Secure Inc., Boston, MA - 2004 to 2007
Challenge: Sell pioneering technology, closing deals with no precedent
Approach: Established Sales function, and evangelized industry and company
Scope: $1.7M, 12-employee company in digital security for online test taking; Responsible for sales team of 5
Results:
- Grew revenue almost 5X in three years, while achieving 95% customer renewal rates
- Oversaw development of top revenue producing hybrid software, hardware and SaaS product, including finding team leader, building team across US, China and Russia, and negotiating to ensure profitability
CEO & CO-FOUNDER
Beema Services (owned by Beema Inc.), San Francisco, CA - 1996 to 2004
Challenge: Companies were seeking trusted experts to support their foray into digital strategy
Approach: Founded agency to provide cutting-edge, multi-channel services, and contributed as early thought leader
Scope: $15M, scalable, cross-border team of 7 to 20
Results:
- Founded and led company to $15M across three offices and 100+ clients, such as Baxter, Cisco, IDG and eBay
- Developed innovative offerings, including first video email solution, partnering with Responsys (now Oracle)
VICE PRESIDENT – FINANCE, HR, BUSINESS DEVELOPMENT & OPERATIONS
ICTV Inc. (now ActiveVideo), San Francisco, CA - 1991 to 1996
Challenge: Build operations for early interactive TV company, and shepherd long, cross-functional sales cycle
Approach: Led four departments, Board relations and product committee, and built brand awareness as public speaker
Scope: $9.2M, 110-employee company; Responsible for budget management and 90 employees
Results:
- Supported 4X+ growth, establishing and scaling business development and back office infrastructure
- Played key role in securing $30M+ from investors, such as IBM, and in landing first sale which generated $5M
- Led team to develop first interactive TV system (which won $260M from Verizon for patent infringement in 2012)
- Aligned company behind strategic shift to platform focus, handling major resizing and change management
VICE PRESIDENT – SPECIAL PROJECTS
TIA Ltd., Sydney, Australia - 1989 to 1991
Challenge: Prevent government censorship of advertisements for member companies, reporting to CEO
Approach: Led multi-pronged lobbying strategy, navigating tense negotiations with top most officials
Scope: $10M, 12-employee organization; Responsible for management of budget, vendors and 3 employees
Results:
- Successfully prevented all legislation that restricted advertising
PROFESSIONAL AND CIVIC AFFILIATIONS
Chairman Emeritus and Board President, Vision Literacy, Millpitas, CA - 1996 to present
Board Member, Literacy Volunteers of Massachusetts, Boston, MA - 2005 to 2007
Volunteer, U.S. Small Business Administration, San Francisco & San Jose, CA - 1998 to 2004
EDUCATION, HONORS & AWARDS
Swarthmore College, Swarthmore, PA – B.A., Economics
Varsity Sports: Soccer, Football, Lacrosse, Swimming & Diving
Certificate of Special Congressional Recognition from US Member of Congress, Zoe Lofgren 2011
Junior League Crystal Bowl Award Winner for Leadership in Volunteerism 2011
SKILLS
P&L | Start-Ups | Fundraising | Financial Analysis | Board & Governance | Product Development |Business Development | Metrics-Driven Insight | Strategic Partnerships | Cross-Border Teams | Public Speaking | Negotiations | Artificial Intelligence Technologies