Director of Sales Development

• Jun 2023 - Present

Work cooperatively across broader team on account-based programs to get into key accounts; Ability to frame opportunities with defined customer pain and use cases to enable high success rates. Achieve and consistently exceed monthly and quarterly BDR team goals Communicate clearly the key value propositions differentiating the Rootly offering Develop and maintain BDR best practices, pitches, and objection handling Represent the business development organization… Show more Work cooperatively across broader team on account-based programs to get into key accounts; Ability to frame opportunities with defined customer pain and use cases to enable high success rates. Achieve and consistently exceed monthly and quarterly BDR team goals Communicate clearly the key value propositions differentiating the Rootly offering Develop and maintain BDR best practices, pitches, and objection handling Represent the business development organization on the sales leadership team Ensure accurate and complete information is captured in CRM system Work cross functionally to creating a leading demand engine Coaching, reporting, planning, etc Predictably meet pipeline goals from inbound and outbound prospecting activities Work closely with sales leadership to show progress against team goals using KPIs Manage the qualification process for inbound and outbound prospects to generate qualified opportunities Achieve and consistently exceed monthly and quarterly BDR team goals Show less Work cooperatively across broader team on account-based programs to get into key accounts; Ability to frame opportunities with defined customer pain and use cases to enable high success rates. Achieve and consistently exceed monthly and quarterly BDR team goals Communicate clearly the key value propositions differentiating the Rootly offering Develop and maintain BDR best practices, pitches, and objection handling Represent the business development organization… Show more Work cooperatively across broader team on account-based programs to get into key accounts; Ability to frame opportunities with defined customer pain and use cases to enable high success rates. Achieve and consistently exceed monthly and quarterly BDR team goals Communicate clearly the key value propositions differentiating the Rootly offering Develop and maintain BDR best practices, pitches, and objection handling Represent the business development organization on the sales leadership team Ensure accurate and complete information is captured in CRM system Work cross functionally to creating a leading demand engine Coaching, reporting, planning, etc Predictably meet pipeline goals from inbound and outbound prospecting activities Work closely with sales leadership to show progress against team goals using KPIs Manage the qualification process for inbound and outbound prospects to generate qualified opportunities Achieve and consistently exceed monthly and quarterly BDR team goals Show less

Manager, Sales Development

• Nov 2022 - May 2023

Hire, manage, mentor and train a team of Sales Development Representatives Participate in hiring and interviewing process, as well as ramp up for all new team members Teach new hires how to assess company needs, cater strategically to each prospect, and manage potential objections Motivate individuals and team to exceed objectives through coaching, regular broadcast or results, and creative incentives to meet all goals Launch the sales career of Sales Development… Show more Hire, manage, mentor and train a team of Sales Development Representatives Participate in hiring and interviewing process, as well as ramp up for all new team members Teach new hires how to assess company needs, cater strategically to each prospect, and manage potential objections Motivate individuals and team to exceed objectives through coaching, regular broadcast or results, and creative incentives to meet all goals Launch the sales career of Sales Development Team into full cycle sales roles within the Datadog sales matrix Develop and maintain accurate team forecasts for senior leadership team Able to manage and work across multiple departments Sales training in MEDDIC and Command of the Message Product training to develop an in-depth understanding of our product and space Show less Hire, manage, mentor and train a team of Sales Development Representatives Participate in hiring and interviewing process, as well as ramp up for all new team members Teach new hires how to assess company needs, cater strategically to each prospect, and manage potential objections Motivate individuals and team to exceed objectives through coaching, regular broadcast or results, and creative incentives to meet all goals Launch the sales career of Sales Development… Show more Hire, manage, mentor and train a team of Sales Development Representatives Participate in hiring and interviewing process, as well as ramp up for all new team members Teach new hires how to assess company needs, cater strategically to each prospect, and manage potential objections Motivate individuals and team to exceed objectives through coaching, regular broadcast or results, and creative incentives to meet all goals Launch the sales career of Sales Development Team into full cycle sales roles within the Datadog sales matrix Develop and maintain accurate team forecasts for senior leadership team Able to manage and work across multiple departments Sales training in MEDDIC and Command of the Message Product training to develop an in-depth understanding of our product and space Show less

Sr. Manager SDR Enablement

• May 2021 - Jul 2022

Create and implement programs to improve top of funnel metrics like qualification, conversion rates, and close rates from outbound. - Ongoing hands-on coaching for SDRs as they ramp and become tenured in their roles Work with SDR and Sales Leadership, Enablement, and Marketing teams to enable Workato's SDR teams to: - Make learning easy and engaging by creating memorable learning experiences supported by materials for classroom and virtual enablement - Build and manage a… Show more Create and implement programs to improve top of funnel metrics like qualification, conversion rates, and close rates from outbound. - Ongoing hands-on coaching for SDRs as they ramp and become tenured in their roles Work with SDR and Sales Leadership, Enablement, and Marketing teams to enable Workato's SDR teams to: - Make learning easy and engaging by creating memorable learning experiences supported by materials for classroom and virtual enablement - Build and manage a comprehensive certification program to assess SDRs knowledge levels pre/post enablement sessions - Constantly improve the onboarding experience, as measured by feedback and outcomes for ramping team members - Develop learning materials, content, and resources to drive growth and success - Proactively develop and execute impactful enablement solutions, while also contributing to transforming Workato's GTM Onboarding Strategy - Develop SDR career development pathways, working with SDR leaders, HR, and Enablement and hiring managers - Assist with enablement in support of Sales Kickoff, weekly Sales All Hands calls, and training events - Use and manage enablement tech stack (SFDC, Orum, Outreach, Highspot, Chili Piper, LinkedIn Sales Navigator, ZoomInfo, Klue, etc)

SDR Manager

• Dec 2020 - May 2021

135 % of Quota Attainment Sales Company Builder Award

Business Systems Automation Advisor (SDR)

• Jul 2020 - Dec 2020

Workato is the operating system for today's fast-moving business. Recognized as a leader by both Gartner and Forrester, it is the only AI-based middleware platform that enables both business and IT to integrate their apps and automate complex business workflows with security and governance. Our mission is to help companies integrate and automate at least 10X faster than with traditional tools and at a tenth of the cost of ownership. Workato is trusted by the world's top brands and fastest… Show more Workato is the operating system for today's fast-moving business. Recognized as a leader by both Gartner and Forrester, it is the only AI-based middleware platform that enables both business and IT to integrate their apps and automate complex business workflows with security and governance. Our mission is to help companies integrate and automate at least 10X faster than with traditional tools and at a tenth of the cost of ownership. Workato is trusted by the world's top brands and fastest growing innovators.

Corporate Account Executive

• Aug 2019 - Mar 2020

Business Development - Strategic Accounts - Midwest

• Nov 2018 - Jul 2019

Snowflake, Silicon Valley unicorn, is the only data warehouse built from scratch to leverage the full flexibility and elasticity of the cloud. We are able to run analyses ~10-200x faster than traditional solutions with unlimited concurrency and at 1/10th the cost. We are a complete ANSI SQL database delivered as a service with no overhead management (no backups, performance tuning, vacuuming, etc.), and our unique architecture allows us to natively ingest and query raw JSON/Avro/XML/etc. with… Show more Snowflake, Silicon Valley unicorn, is the only data warehouse built from scratch to leverage the full flexibility and elasticity of the cloud. We are able to run analyses ~10-200x faster than traditional solutions with unlimited concurrency and at 1/10th the cost. We are a complete ANSI SQL database delivered as a service with no overhead management (no backups, performance tuning, vacuuming, etc.), and our unique architecture allows us to natively ingest and query raw JSON/Avro/XML/etc. with no pre-processing.

Enterprise Sales Development Representative

• Mar 2018 - Nov 2018

- Qualify leads from Marketing Campaigns as sales opportunities - Contact potential clients through cold calls and emails - Identify client needs - Proactively seek new business opportunities in the market - Collaborate with Enterprise and Mid-Market Account Executives on account strategy, demand generation, and results - Build sales pipeline - Ensure up to date and accurate data in CRM Systems Performance: Q2 2018 - 136% quota attainment Q3 2018 - 92% quota… Show more - Qualify leads from Marketing Campaigns as sales opportunities - Contact potential clients through cold calls and emails - Identify client needs - Proactively seek new business opportunities in the market - Collaborate with Enterprise and Mid-Market Account Executives on account strategy, demand generation, and results - Build sales pipeline - Ensure up to date and accurate data in CRM Systems Performance: Q2 2018 - 136% quota attainment Q3 2018 - 92% quota attainment Show less - Qualify leads from Marketing Campaigns as sales opportunities - Contact potential clients through cold calls and emails - Identify client needs - Proactively seek new business opportunities in the market - Collaborate with Enterprise and Mid-Market Account Executives on account strategy, demand generation, and results - Build sales pipeline - Ensure up to date and accurate data in CRM Systems Performance: Q2 2018 - 136% quota attainment Q3 2018 - 92% quota… Show more - Qualify leads from Marketing Campaigns as sales opportunities - Contact potential clients through cold calls and emails - Identify client needs - Proactively seek new business opportunities in the market - Collaborate with Enterprise and Mid-Market Account Executives on account strategy, demand generation, and results - Build sales pipeline - Ensure up to date and accurate data in CRM Systems Performance: Q2 2018 - 136% quota attainment Q3 2018 - 92% quota attainment Show less

Solutions Engineer

• Sep 2017 - Mar 2018

- Promote sales of Meadowlark products within Eastern United States, Eastern Canada and Asia - Discuss technical tradeoffs and advise customers on technical issues - Interface with Manufacturing Engineering and/or Product Development to meet customer specifications - Manage business aspects of each project to ensure both Meadowlark and the customer's needs are met - Represent Meadowlark at trade shows and customer visits - Prospect, identify, and qualify partnership opportunities… Show more - Promote sales of Meadowlark products within Eastern United States, Eastern Canada and Asia - Discuss technical tradeoffs and advise customers on technical issues - Interface with Manufacturing Engineering and/or Product Development to meet customer specifications - Manage business aspects of each project to ensure both Meadowlark and the customer's needs are met - Represent Meadowlark at trade shows and customer visits - Prospect, identify, and qualify partnership opportunities to drive traffic and increased awareness for Meadowlark - Create and manage company lead pipeline for Eastern United States and Canada - Drive lead generation efforts through targeted email campaigns Show less - Promote sales of Meadowlark products within Eastern United States, Eastern Canada and Asia - Discuss technical tradeoffs and advise customers on technical issues - Interface with Manufacturing Engineering and/or Product Development to meet customer specifications - Manage business aspects of each project to ensure both Meadowlark and the customer's needs are met - Represent Meadowlark at trade shows and customer visits - Prospect, identify, and qualify partnership opportunities… Show more - Promote sales of Meadowlark products within Eastern United States, Eastern Canada and Asia - Discuss technical tradeoffs and advise customers on technical issues - Interface with Manufacturing Engineering and/or Product Development to meet customer specifications - Manage business aspects of each project to ensure both Meadowlark and the customer's needs are met - Represent Meadowlark at trade shows and customer visits - Prospect, identify, and qualify partnership opportunities to drive traffic and increased awareness for Meadowlark - Create and manage company lead pipeline for Eastern United States and Canada - Drive lead generation efforts through targeted email campaigns Show less

Team Lead Business Development

• Jul 2017 - Sep 2017

Business Development Manager

• Feb 2017 - Sep 2017

Prospect, identify, and qualify partnership opportunities to drive traffic and increased awareness for Commercial Tribe. Manage company lead pipeline to meet or exceed quarterly and annual goals. Drive lead generation efforts through targeted marketing and email campaigns. Creating and maintaining documentation of lead records through Salesforce. Utilizing Salesforce, Linkedin Sales Navigator, Outreach, Hubspot, and Zoominfo to maintain prospect data and prioritize… Show more Prospect, identify, and qualify partnership opportunities to drive traffic and increased awareness for Commercial Tribe. Manage company lead pipeline to meet or exceed quarterly and annual goals. Drive lead generation efforts through targeted marketing and email campaigns. Creating and maintaining documentation of lead records through Salesforce. Utilizing Salesforce, Linkedin Sales Navigator, Outreach, Hubspot, and Zoominfo to maintain prospect data and prioritize daily activity.

Account Manager - OpticStudio and LensMechanix

• Mar 2016 - Dec 2016

Point-person for communication with senior level contacts to utilize proposals and optimization strategies for companies current software packages. Converting customer leads into opportunities through high contact communication, campaign monitoring, and optimization strategies. Maintaining organized accounts through Microsoft CRM. Creating customer relationships with senior level contacts through Zemax's Key Account Management, Engineering Team, Product Management Specialist, and… Show more Point-person for communication with senior level contacts to utilize proposals and optimization strategies for companies current software packages. Converting customer leads into opportunities through high contact communication, campaign monitoring, and optimization strategies. Maintaining organized accounts through Microsoft CRM. Creating customer relationships with senior level contacts through Zemax's Key Account Management, Engineering Team, Product Management Specialist, and Marketing Team to meet company objectives and customer needs. Assisted in the development of tool tips and help topics for LensMechanix software. Led research to help in the development of marketing and advertising plans for Zemax's New Ventures department. Utilized knowledge of trade show planning and operations to conduct effective research to determine profitable shows. Collaborated with in-house and out sourced marketing and design teams to create a booth design. Maintained productive relationships with the trade show vendor to lead a effective and smooth show. Development of sales collateral for the newest product LensMechanix. Assisted in the creation of a training program for all sale's departments for the release of a new software. Worked in conjunction with our engineering team to create technical documents for extended knowledge of the software. Show less Point-person for communication with senior level contacts to utilize proposals and optimization strategies for companies current software packages. Converting customer leads into opportunities through high contact communication, campaign monitoring, and optimization strategies. Maintaining organized accounts through Microsoft CRM. Creating customer relationships with senior level contacts through Zemax's Key Account Management, Engineering Team, Product Management Specialist, and… Show more Point-person for communication with senior level contacts to utilize proposals and optimization strategies for companies current software packages. Converting customer leads into opportunities through high contact communication, campaign monitoring, and optimization strategies. Maintaining organized accounts through Microsoft CRM. Creating customer relationships with senior level contacts through Zemax's Key Account Management, Engineering Team, Product Management Specialist, and Marketing Team to meet company objectives and customer needs. Assisted in the development of tool tips and help topics for LensMechanix software. Led research to help in the development of marketing and advertising plans for Zemax's New Ventures department. Utilized knowledge of trade show planning and operations to conduct effective research to determine profitable shows. Collaborated with in-house and out sourced marketing and design teams to create a booth design. Maintained productive relationships with the trade show vendor to lead a effective and smooth show. Development of sales collateral for the newest product LensMechanix. Assisted in the creation of a training program for all sale's departments for the release of a new software. Worked in conjunction with our engineering team to create technical documents for extended knowledge of the software. Show less

Sales Intern

• Jan 2016 - Mar 2016

Offering customer support as a sales and marketing intern at trade shows. While working at trade show booths I was interacting and guiding customers through the company’s product lines. I also offered the company my input on competitive analysis. Offering customer support as a sales and marketing intern at trade shows. While working at trade show booths I was interacting and guiding customers through the company’s product lines. I also offered the company my input on competitive analysis.

Case Manager

• Sep 2015 - Jan 2016

Admitted new clients by reviewing records and applications.Determined clients' requirements by completing intake interviews. Maintains clients' records by reviewing case notes; logging events and progress. Admitted new clients by reviewing records and applications.Determined clients' requirements by completing intake interviews. Maintains clients' records by reviewing case notes; logging events and progress.

Waitress

• Mar 2014 - May 2015

Responsible for training new hires in the service style of the restaurant and standard operating procedures including safety and sanitation expectations. Was fully knowledgeable about the menu, daily specials and bar list, and shared that knowledge with new servers who asked questions about describing dishes to guests, how the dishes are prepared, and any particulars about serving dishes such as table-side preparations or special utensils needed by guests. When the manager wasn't present or was… Show more Responsible for training new hires in the service style of the restaurant and standard operating procedures including safety and sanitation expectations. Was fully knowledgeable about the menu, daily specials and bar list, and shared that knowledge with new servers who asked questions about describing dishes to guests, how the dishes are prepared, and any particulars about serving dishes such as table-side preparations or special utensils needed by guests. When the manager wasn't present or was busy with other tasks, I was responsible for resolving customer complaints with the food or service. I made sure an unhappy guest received their meal properly prepared or modified to their satisfaction. Show less Responsible for training new hires in the service style of the restaurant and standard operating procedures including safety and sanitation expectations. Was fully knowledgeable about the menu, daily specials and bar list, and shared that knowledge with new servers who asked questions about describing dishes to guests, how the dishes are prepared, and any particulars about serving dishes such as table-side preparations or special utensils needed by guests. When the manager wasn't present or was… Show more Responsible for training new hires in the service style of the restaurant and standard operating procedures including safety and sanitation expectations. Was fully knowledgeable about the menu, daily specials and bar list, and shared that knowledge with new servers who asked questions about describing dishes to guests, how the dishes are prepared, and any particulars about serving dishes such as table-side preparations or special utensils needed by guests. When the manager wasn't present or was busy with other tasks, I was responsible for resolving customer complaints with the food or service. I made sure an unhappy guest received their meal properly prepared or modified to their satisfaction. Show less

Administrative Assistant

• Sep 2013 - May 2014

Performed administrative and office support activities for multiple supervisors. Duties included fielding telephone calls, receiving and directing visitors, word processing, creating spreadsheets, and filing. Extensive software skills, internet research abilities, and strong communication skills.Assisted with overflow work from administrative and executive assistants and filled in for the office receptionist as needed. Performed administrative and office support activities for multiple supervisors. Duties included fielding telephone calls, receiving and directing visitors, word processing, creating spreadsheets, and filing. Extensive software skills, internet research abilities, and strong communication skills.Assisted with overflow work from administrative and executive assistants and filled in for the office receptionist as needed.