Paula Armenta is a results-driven sales executive based in Los Angeles, California, with over a decade of experience in sales, business development, and client relationship management. She has consistently exceeded sales quotas. Previously, she played a key role in maintaining a 98% occupancy rate in luxury apartment communities while working with top property management firms. Her expertise in consultative sales has allowed her to build strong client relationships and close high-value deals. Paula thrives in fast-paced environments and continuously seeks opportunities for professional growth. Outside of work, she enjoys staying active, exploring business trends, and building meaningful connections. Passionate about sales and leadership, she approaches every opportunity with enthusiasm and a commitment to excellence.
eDiscovery Sales Team
Paula Armenta - Account Executive - Los Angeles, CA
Kaci Barker - Regional Vice President - Austin, TX
Kaci Barker is a Regional Vice President for IST Management Services, managing eDiscovery, forensic data collection, and court reporting sales in the Texas market. Kaci graduated from University of Houston, receiving a bachelors in Integrated Communication with a minor in Marketing. Kaci has a background in sales, online presence services, and brand representation. In her work with firms ranging in size from solo practitioners to biglaw in a wide range of practice areas, she places priority on understanding the different needs of each client and is able to customize a solution accordingly. Kaci's core objectives are customer satisfaction, problem-solving, and ensuring efficiency. In her spare time, Kaci enjoys working out, networking, exploring, and traveling.
Greg Caraway - Vice President of Legal Solutions - Atlanta, GA
Greg Caraway is Vice President of Legal Solutions for IST Management Services. Greg has over twelve years of experience leading project teams in the management of extremely large document processing and review engagements involving multiple terabytes of data. Previous to his current position, Greg was a Director of Client Services at DTI and a Practice Support Project Manager with Jones Day LLP. Greg has also worked as a Litigation Trial Consultant for GDC Animation creating trial graphics and animations. Mr. Caraway is a graduate of the University of Southern Mississippi with a degree in Software Engineering and a Master’s Degree in Design Computing.
Nicole DiBlasi - Senior Vice President & Partner - Florida
As the Senior Vice President and Partner, Nicole is based in Tampa, Florida, and is responsible for the oversight of the National Sales Team. Nicole collaborates with law firms, including Am Law 100, and large corporations to facilitate the implementation of eDiscovery best practices and processes through utilization of the industry's most innovative software and service solution. Through her interest in technology and law, Nicole has developed extensive knowledge of eDiscovery and litigation workflow, allowing Nicole to work with her clients to develop fully customized and strategic eDiscovery solutions according to their discovery requests and overall litigation support needs.
Nicole is a graduate of Boston University with a degree in communications and a concentration in sociology and violin performance. A Boston native, Nicole is also a classically trained, international prize-winning violinist, who has performed as a soloist with several orchestras. She is an advocate for music education and the importance of the arts. Nicole has worked with the U.S. Department of Homeland Security, the House of Representatives, and the U.S. Office of Pretrial Services. In her spare time, Nicole enjoys cooking, fitness training, DIY-ing, collecting Italian wines, traveling, and enjoying time with family and friends.
Ed Fiducia - Regional Vice President - Dallas, TX
Throughout his 30+ year career in the legal technology space, Ed has been a technology expert while also possessing a solid understanding of the legal discovery process – a rare combination. Beginning with document coding in the early 90’s, through the evolution of database creation,
e-discovery, hosted applications and concept search technologies, Ed has worked in virtually every aspect of the industry. Ed works with clients to customize review workflows and determine appropriate e-discovery solutions from both a technology and Discovery Management standpoint.
Drew Hanshew - Regional Account Manager - Indianapolis, IN
Drew has over 28 years of progressive experience in the Operations and Client Services field. He has held positions of increasing responsibility, including senior level management positions within the Retail, Commercial, Legal and Outsourcing markets. Most recent responsibilities included managing two of Novitexs’ industry verticals – State & Local Government and Legal. His core competencies include relationship management, operational effectiveness, strategy and implementation of customer objectives and employee development. Drew brings a wealth of expertise and in-depth knowledge of operations, sales, management and strategy in the Client Services world.
Drew has an extensive professional portfolio that includes serving as an Assistant VP/ Divisional Sales Manager at Edison Brothers Stores Inc., and senior executive roles at PBMS/ Novitex. He holds a Business Administration Degree with a major in accounting from Mohawk Valley Community College and Syracuse University, in Upstate New York.
Abigail Herold - Account Executive - Los Angeles, CA
Abigail is a dedicated Account Executive specializing in E-Discovery at IST Management. With a strong foundation in sales and data analytics, she excels at identifying client needs and delivering tailored solutions. Abigail’s expertise in leveraging data to drive insights and her commitment to building meaningful relationships empower her to help organizations streamline operations and achieve their goals. Known for her strategic approach and results-driven mindset, she is passionate about providing innovative solutions in a competitive market.
Chris Higgins - Regional Account Manager - Boca Raton, FL
Christopher Higgins is an Regional Account Manager in the Florida Region. He comes to IST with over 10 years of Legal Operations experience. Chris previously served as the National Director of Operations over the Bankruptcy division at a law firm based in the South Florida area. While in this role Chris focused on working with clients to improve process flow, create transparency through high level dashboard reporting, as well as project manage new client implementations. Prior to his role as Director of Operations, Chris served two years as the Operations Supervisor for the firms' National Litigation and Title Monitoring division.
Mike Horton - Regional Account Manager - Hartford, CT
Mike has over 12 years of experience with IST Management Services, having begun his tenure with the company in 1999 as a service specialist. Since then, Mike has taken advantage of the career advancement opportunities offered to him by IST, and has worked his way up to his current position as operations manager. In this position, he leads the transition of our new accounts, oversees and ensures a smooth transition to our day to day IST operations. As part of the operations team, providing support to a variety of accounts, primarily those based in the New York City area.
Andy Inman - Regional Account Manager - Denver, CO
Andy Inman is the Regional Account Manager for the Denver region. He has over 16 years of operation management experience including 6 years in facilities management and over 10 years in the legal industry. While working for an Am Law 10 law firm, Andy was recognized with the Outstanding Legal Professionals Award in 2011. Andy worked as a Workflow Analyst and Operations Manager with Ricoh Americas for 6 years. As an Operations Manager, Andy managed accounts in various industries including; Legal, Manufacturing, Higher Education and Healthcare.
Thomas McKenna - Regional Vice President - Philadelphia, PA
Tom McKenna is a Regional Vice President of eDiscovery Sales for IST Management Services. He is responsible for cultivating new client relationships and driving new business as well as managing IST's existing relationships in the Philadelphia, Eastern Pennsylvania, Southern New Jersey and Delaware markets. Tom has 20 plus years’ experience consulting with law firms and corporations in the areas of eDiscovery, Compliance and Information Governance and Cyber Incident Response. Outside of work when he is not empowering legal professionals to harness the power of eDiscovery Tom enjoys spending time with family and friends, country music, working out and rooting on all five of Philadelphia’s professional sports teams.
Michael McKenzie - Regional Vice President - Pittsburgh, PA
Michael McKenzie is a Regional Vice President for eDiscovery with IST Management Services. Currently he is responsible for cultivating new relationships and driving new business as well as managing existing relationships in the Greater Pittsburgh area. Michael brings to IST 20 years of experience consulting Law Firms and Corporate Legal Departments in the area of eDiscovery services and Litigation Support. Outside of work Michael enjoys being with his wife and two boys, mostly on a golf course. He enjoys traveling all around the country to different golf tournaments that his sons play in throughout the year. Michael is very involved in his community of Upper St. Clair. By Coaching youth travel basketball as well as being a board member of the Upper St. Clair Athletics Association.
Brian Morrison - Regional Vice President - Tampa, FL
Brian Morrison joins IST Management as the Regional Vice President of eDiscovery in Tampa, FL expanding upon 15 years in the eDiscovery and B2B sales spaces. His drive, energy and achievement nationwide has kept him consistently in the upper sales echelon for the entirety of his professional career.
A New Jersey native originally, Brian is accustomed to quick paced and decisive action. A soccer and baseball phenom throughout his life, and a Division 1 NCAA baseball player for Arizona State University, Brian is adept at juggling multiple priorities at the same time. Having graduated Summa Cum Laude with a BA in Communications/Business, strategizing and making plays happen is his default mode. Both personally and professionally, Brian is a connector and a leader.
Patricia Mora Rojas - Managing Vice President and Shareholder - Atlanta, GA
Patricia Mora Rojas is a Managing Vice President for IST’s Atlanta with an extensive background in customer service, management, and sales. As a committed professional and creative thinker, Patricia has had ample success navigating negotiation processes that have turn regular business contracts into sustained partnerships. Patricia's experience managing multi-dwelling apartments with Milestone management for 2 years awarded her the sensibility to interact with clients in a multicultural setting and in the last year had achieved the Million Dollar Club twice. Patricia is committed to a healthy lifestyle and has a passion for fitness which prompted her to become a certified fitness instructor, a role that opened up a number of opportunities to give back to the local community in Atlanta, as she became an advocate for promoting active lifestyles as a way to empower at-risk-youth through several fundraiser's organized in fitness facilities across Atlanta and suburban areas. Patricia enjoys traveling, dancing, cooking, and spending time with her family.
Rachel Murray - Account Executive - Bowie, MD
Rachel Murray is an Account Executive for eDiscovery with IST Management Services based in the Washington, D.C. Metro Area. With over nine years of diverse sales experience, including legal sales, she excels in relationship building and strategic problem-solving.
Rachel is a DMV native and holds a Bachelor of Science in Community Health Education with a minor in Nutrition from Howard University. A lifelong learner, she is passionate about the legal field and keeping up with developments in the legal landscape to better serve clients.
Outside of work, Rachel enjoys fitness, travel, networking, discovering new restaurants, personal finance, and spending quality time with family and friends.
Mike Nelson - Senior Vice President & Partner - New York, NY
Michael H. Nelson is a Senior Vice President and Partner with IST Management Services overseeing IST’s expansion into global eDiscovery markets. Michael’s passion is to provide the best customer experience and instills confidence in his clients and team by identifying the best solutions for their firm or corporation. He combines 15 years of experience, working on the in-house legal team at MetLife as well as unmatched success on the vendor side, building eDiscovery companies from regional providers to national and global leaders. His outside-the-box approach is what clients appreciate the most, as Michael is an expert on emerging data management resources in an ever-changing legal technology environment. Michael also works tirelessly as an internal agent to break down silos so that sales, marketing and PM teams are aligned to create the best possible customer experience. Michael holds a Bachelor of Science in Management of Technology & Business Administration, from the State University of New York and studied his M.B.A at Long Island University C.W. Post. He enjoys spending time with his family, traveling, fitness, sports and is always up for an exciting new challenge.
Mark Plaehn - Regional Vice President - Chicago, IL
Mark is a Regional Vice President for eDiscovery Sales with IST Management Services. During his career he has worked closely with corporate legal departments, law firms, and business professional providing eDiscovery & Litigation-related services. At IST, Mark provides, along with IST's expert professionals, guidance and support for a wide range of eDiscovery projects, including SEC and DOJ investigations, complex civil litigation, and anti-trust/second requests. Mark is based in the Chicagoland area. When Mark isn't assisting his clients, he enjoys spending time with his wife and 2 children, his extended family and friends, golfing, playing sports, and staying active.
Cara Reynolds - Account Executive - Chicago, IL
As an Account Executive with IST Management Services, Cara specializes in delivering cutting-edge eDiscovery, Court Reporting, Managed Review, and Forensic Collection solutions that help law firms and corporations stay ahead of the game. Prior to her current position, Cara taught junior high school social studies and writing and has experience selling and managing in multiple industries. Cara's extensive background has allowed her to be a flexible, well-rounded partner who actively listens and works with her clients to create tailored solutions.
Cara is a graduate of Illinois College with a degree in history and education and holds a Professional Educator License with the state of Illinois. In her free time, Cara enjoys being outside, reading, traveling, spending time with her family, and loving her sweet one-eyed kitty, golden labradoodle, and scraggly mix! She has an unquenchable thirst for knowledge and is always up for a great conversation about the importance of student growth, the social sciences, or the human experience! Building meaningful connections—both professionally and personally—is something she truly values!
Ranae Shepherd - Managing Vice President & Shareholder - Los Angeles, CA
Ranae comes to IST with a broad experience in marketing, customer service and sales. Her purpose-driven work ethic has enabled her to be a Top 10 sales performer at every company she has worked.
Ranae’s first major job was with Team Enterprises as a Marketing Manager. She started as a promotional employee then quickly ramped up to Marketing. Her role consisted of monitoring Southern California events, ensuring 100% execution and employee retention level. She placed in the top 3 in sales for all 11 ½ years at the company.
Prior to coming to IST Ranae worked with Equis Financial as a sales rep for mortgage protection insurance where she achieved a #1 sales rep spot for 9 months straight. For the following 18 months she maintained a #2 position each week.
Starting as an Account Executive with IST, where she closed her first deal while still in training, Ranae rose quickly to Regional Vice President. Her stellar performance and passionate dedication to the fiscal well-being of her clients then elevated her to Managing Vice President & Shareholder for eDiscovery on the West Coast.
Ranae has a compassion for those in need and has been a certified counselor for the Los Angeles Women’s Jail Unit since 2016. She served through counseling and assistance to help women adjust and navigate life post-sentence.
When she is not assisting clients, or volunteering in the community, she enjoys cooking and spending time with her husband and 3 daughters.
Brianna Valas - Account Executive - Fort Lauderdale, FL
Brianna Valas is an Account Executive on the eDiscovery team, serving the South Florida region.
She leverages a diverse background in business development, consulting, and sales to drive success for her clients. Her prior experience in various industries has honed her ability to anticipate client needs, making her a strategic partner in complex, high-stakes environments. She excels at forging meaningful connections and delivering tailored solutions.
In her free time Brianna is passionate about living a very active and healthy lifestyle. She likes to cook, travel, try new restaurants, play tennis, and spend quality time with her friends and her German Shepherd.
Nadia Zinni - Account Executive - Miami, FL
Nadia is an Account Executive for IST Management Services, where she collaborates closely with the Regional Vice President to manage a dynamic sales pipeline and drive revenue growth in eDiscovery and Litigation support sales. Nadia is a graduate of Florida International University with a degree in Psychology and a concentration in Business Communication. She combines analytical insight with business awareness to excel in a fast-paced environment. In her spare time, she enjoys going to the beach, cooking, and being with family and friends.
Contact Info
IST Management Services, Inc.
1341 Moreland Ave SE, Atlanta, GA 30316