Senior Manager, Sales Development

• Mar 2023 - Present

Manager, Sales Development

• Mar 2022 - Feb 2023

- Built processes & playbook for org that scaled from 8 to 26 BDRs between Q1 & Q2 - Onboarded 17 new BDRS spread across 3 different offices (CA, Utah, and Mexico) - Established KPIs for the BDR team and OKRs for team leads and management - Created content for sequences and campaigns for the outbound team - Worked closely with marketing to supplement the demand gen team's campaigns - Established territories for the BDR team

Team Lead, Sales Development

• Dec 2021 - Feb 2022

- Ensuring BDR team is prospecting and generating leads with meeting Paystand’s Ideal Customer Persona (ICP) - Collaborating closely with Account Executives and SDR Manager to develop strategies for target B2B businesses, prospects, and messaging/talk-tracks - Helping the team establish exciting new relationships, opportunities, and meetings with prospective businesses - Qualifying new opportunities and helping the team with handling complex objections - Creating significant… Show more - Ensuring BDR team is prospecting and generating leads with meeting Paystand’s Ideal Customer Persona (ICP) - Collaborating closely with Account Executives and SDR Manager to develop strategies for target B2B businesses, prospects, and messaging/talk-tracks - Helping the team establish exciting new relationships, opportunities, and meetings with prospective businesses - Qualifying new opportunities and helping the team with handling complex objections - Creating significant outbound activity via targeted cold-calling, emailing, and social selling - Always improving SAL numbers by using data-driven solutions to track results - Meeting - and exceeding - weekly quota to help the team hit our direct product team growth objectives

Sales Development Representative

• Sep 2021 - Dec 2021

Paystand is dragging the business of taking B2B Payments into the modern day. Why are you paying big percentages every time a customer wants to pay you money, when you could be taking all of the payments you want without any fees at all? And while we're at it, we'll automate all of your A/R processes from invoicing to reconciliation as well to save you time AND money. Some people ask if we're a payment processor, but we're not even playing the same game as the processors.

Sales Development Representative

• Feb 2020 - Aug 2021

- First SDR hired at YC-backed legal tech startup - Achieved 129% of quota Q1FY21 (first quarter with quota) - Overperformed in 2020 hitting goals for demos set and qualified opportunities created - Worked closely with VP of Sales to establish repeatable outbound and inbound sales motions - Fluent with Salesforce, Outreach, Front, Aircall, Chorus, and Intercom Lawyaw is a Y Combinator company that builds AI-driven software to help legal professionals streamline the… Show more - First SDR hired at YC-backed legal tech startup - Achieved 129% of quota Q1FY21 (first quarter with quota) - Overperformed in 2020 hitting goals for demos set and qualified opportunities created - Worked closely with VP of Sales to establish repeatable outbound and inbound sales motions - Fluent with Salesforce, Outreach, Front, Aircall, Chorus, and Intercom Lawyaw is a Y Combinator company that builds AI-driven software to help legal professionals streamline the document-intensive parts of their work. Show less - First SDR hired at YC-backed legal tech startup - Achieved 129% of quota Q1FY21 (first quarter with quota) - Overperformed in 2020 hitting goals for demos set and qualified opportunities created - Worked closely with VP of Sales to establish repeatable outbound and inbound sales motions - Fluent with Salesforce, Outreach, Front, Aircall, Chorus, and Intercom Lawyaw is a Y Combinator company that builds AI-driven software to help legal professionals streamline the… Show more - First SDR hired at YC-backed legal tech startup - Achieved 129% of quota Q1FY21 (first quarter with quota) - Overperformed in 2020 hitting goals for demos set and qualified opportunities created - Worked closely with VP of Sales to establish repeatable outbound and inbound sales motions - Fluent with Salesforce, Outreach, Front, Aircall, Chorus, and Intercom Lawyaw is a Y Combinator company that builds AI-driven software to help legal professionals streamline the document-intensive parts of their work. Show less

Management

• Feb 2016 - Feb 2020

- Managed daily operation of Santa Cruz’s hottest gastropub with annual sales of $3.5M - Grew gross revenue by 14% - Cut labor costs from 18% to 10%, and beverage costs from 26% to 18% - Revamped training program across all staff positions - Maintained 4.5 stars on Yelp with 800 reviews - Managed daily operation of Santa Cruz’s hottest gastropub with annual sales of $3.5M - Grew gross revenue by 14% - Cut labor costs from 18% to 10%, and beverage costs from 26% to 18% - Revamped training program across all staff positions - Maintained 4.5 stars on Yelp with 800 reviews

Management

• Jan 2015 - Feb 2016

- Recruited by previous management due to prior success helping establish KC's. - Responsible for hiring and training new staff, and managing business operations and schedule - Maintained product inventory and tracked data to facilitate buying from the vendor. - Balanced daily transactions to ensure accurate cash reconciliation - Recruited by previous management due to prior success helping establish KC's. - Responsible for hiring and training new staff, and managing business operations and schedule - Maintained product inventory and tracked data to facilitate buying from the vendor. - Balanced daily transactions to ensure accurate cash reconciliation

Partner

• Jan 2014 - Apr 2015

- Minority ownership stake - Played a key role in opening of new bar by hiring all staff, and building out policies and procedures such as creation of a fair tip distribution system - Assisted in managing the finances with emphasis on aggressive cost control - Learned what it meant to manage a team, and how to balance their welfare with the welfare of the business - Minority ownership stake - Played a key role in opening of new bar by hiring all staff, and building out policies and procedures such as creation of a fair tip distribution system - Assisted in managing the finances with emphasis on aggressive cost control - Learned what it meant to manage a team, and how to balance their welfare with the welfare of the business

Bartender

• Jan 2012 - Jan 2014

- Operated and managed in a fast paced, high volume establishment, requiring flexibility, performance under pressure and effective communication skills. - Developed and practiced a rich set of conflict resolution skills - Operated and managed in a fast paced, high volume establishment, requiring flexibility, performance under pressure and effective communication skills. - Developed and practiced a rich set of conflict resolution skills

Server

• Jun 2006 - Nov 2012

- Delivered fast and informative customer service; worked with fellow staff as a cohesive team - Delivered fast and informative customer service; worked with fellow staff as a cohesive team