GTM Program Architect, Operations

• Apr 2023 - Present

Technical Consultant

• Oct 2021 - Apr 2023

Revenue Operations Manager

• Aug 2021 - Oct 2021

Sales Operations Manager

• Jan 2020 - Sep 2021

- Created and maintained full-cycle AE sales process. Implemented process utilizing Flows, Process Builders and Workflow Rules - Introduced a round-robin system for our Account Executives based on territories - Created and maintained an SDR process in order to ensure leads were prioritized to the correct representative and subsequently the correct Account Executive when the prospect was further down the funnel. - Managed DocuSign and our deal desk to develop automation for contract… Show more - Created and maintained full-cycle AE sales process. Implemented process utilizing Flows, Process Builders and Workflow Rules - Introduced a round-robin system for our Account Executives based on territories - Created and maintained an SDR process in order to ensure leads were prioritized to the correct representative and subsequently the correct Account Executive when the prospect was further down the funnel. - Managed DocuSign and our deal desk to develop automation for contract sending and documentation. Established an approval process within SFDC so contracts would reflect any discounts appropriately without having to involve multiple stakeholders. - Enabled both AE and SDR teams within SalesLoft to boost productivity and outreach. This includes leveraging Salesloft's automation rules to specify the correct criteria from SFDC - Created relevant dashboards, reports and metrics within SFDC and Excel to highlight trends and areas of improvement for sales and marketing. - Worked in tandem with Marketing to develop inbound lead process to unite both departments in revenue attainment. This also includes analyzing lead channels from marketing to uncover which channels elicited the most results. - Worked in tandem with customer success/support to create and maintain renewals and churn.

SMB Account Executive

• May 2018 - Jul 2019

- Achieved 120.89% of quota - Maintained a 31.2% close-rate - History of overachieving a monthly quota while wearing multiple hats (sales, sales development, coaching, enablement, operations and strategy) at a unicorn startup ($2.2 billion valuation) - Adept at creating and driving pipeline and revenue by hunting net-new business. - Built and administered a continuous deal progression program which enabled sales and sales development reps to have more insight into… Show more - Achieved 120.89% of quota - Maintained a 31.2% close-rate - History of overachieving a monthly quota while wearing multiple hats (sales, sales development, coaching, enablement, operations and strategy) at a unicorn startup ($2.2 billion valuation) - Adept at creating and driving pipeline and revenue by hunting net-new business. - Built and administered a continuous deal progression program which enabled sales and sales development reps to have more insight into their deals, quota attainment, and commission payout.

Senior Business Development

• Jan 2017 - Apr 2018

- Sourced and generated over $3.6 million in annual revenue - Collaborated across departments to build and strategize partnerships with HVAC suppliers (Lennox, Rheem/RUUD, Mitsubishi) - Conducted onsite meetings across the country establishing partnerships with contractors and their businesses - Trained new hires resulting in a shorter ramp time in best practices to schedule demonstrations with the Account Executive Team - Developed inside sales reps' outbound sales process… Show more - Sourced and generated over $3.6 million in annual revenue - Collaborated across departments to build and strategize partnerships with HVAC suppliers (Lennox, Rheem/RUUD, Mitsubishi) - Conducted onsite meetings across the country establishing partnerships with contractors and their businesses - Trained new hires resulting in a shorter ramp time in best practices to schedule demonstrations with the Account Executive Team - Developed inside sales reps' outbound sales process to ensure automation and efficiency - Collaborated with Marketing department as a point of contact for marketing efforts and inbound pipeline management

Business Development

• Jan 2016 - Jan 2017

- Closed $357k in closed-won deals while collaboting with existing sales team to generate $1.1 million in pipeline - Top performing sales representative for 3 months while always remaining within the top 3 amongst a team of 10 representatives. - Built upon existing knowledge of SFDC to create reports, dashboards, while managing account & opportunity information. - Established close relationships with international account executives to assist in the successful expansion of… Show more - Closed $357k in closed-won deals while collaboting with existing sales team to generate $1.1 million in pipeline - Top performing sales representative for 3 months while always remaining within the top 3 amongst a team of 10 representatives. - Built upon existing knowledge of SFDC to create reports, dashboards, while managing account & opportunity information. - Established close relationships with international account executives to assist in the successful expansion of Datanyze internationally in the United Kingdom, Germany and France. - Collaborated with management in the development of SMB and MidMarket strategy for the outbound sales process Show less - Closed $357k in closed-won deals while collaboting with existing sales team to generate $1.1 million in pipeline - Top performing sales representative for 3 months while always remaining within the top 3 amongst a team of 10 representatives. - Built upon existing knowledge of SFDC to create reports, dashboards, while managing account & opportunity information. - Established close relationships with international account executives to assist in the successful expansion of… Show more - Closed $357k in closed-won deals while collaboting with existing sales team to generate $1.1 million in pipeline - Top performing sales representative for 3 months while always remaining within the top 3 amongst a team of 10 representatives. - Built upon existing knowledge of SFDC to create reports, dashboards, while managing account & opportunity information. - Established close relationships with international account executives to assist in the successful expansion of Datanyze internationally in the United Kingdom, Germany and France. - Collaborated with management in the development of SMB and MidMarket strategy for the outbound sales process Show less

Business Development Representative

• Feb 2015 - Oct 2015

- Generated $580k in pipeline which 50% of was closed-won - Increased average new customer ARR by 160% by sourcing enterprise accounts such as Hewlett- Packard, GoPro, and DirectTV - Increased average monthly MRR growth by 8% by prospecting qualified accounts and generating interest - Worked extensively in Salesforce to update prospect information and interactions in order to ensure proper lead management - Worked closely with Account Executive and Chief… Show more - Generated $580k in pipeline which 50% of was closed-won - Increased average new customer ARR by 160% by sourcing enterprise accounts such as Hewlett- Packard, GoPro, and DirectTV - Increased average monthly MRR growth by 8% by prospecting qualified accounts and generating interest - Worked extensively in Salesforce to update prospect information and interactions in order to ensure proper lead management - Worked closely with Account Executive and Chief Operating Officer to establish an excellent relationship and bring perspective deals to closing phase - Created a 60% increase in sales qualified leads through consistent nurturing. Show less - Generated $580k in pipeline which 50% of was closed-won - Increased average new customer ARR by 160% by sourcing enterprise accounts such as Hewlett- Packard, GoPro, and DirectTV - Increased average monthly MRR growth by 8% by prospecting qualified accounts and generating interest - Worked extensively in Salesforce to update prospect information and interactions in order to ensure proper lead management - Worked closely with Account Executive and Chief… Show more - Generated $580k in pipeline which 50% of was closed-won - Increased average new customer ARR by 160% by sourcing enterprise accounts such as Hewlett- Packard, GoPro, and DirectTV - Increased average monthly MRR growth by 8% by prospecting qualified accounts and generating interest - Worked extensively in Salesforce to update prospect information and interactions in order to ensure proper lead management - Worked closely with Account Executive and Chief Operating Officer to establish an excellent relationship and bring perspective deals to closing phase - Created a 60% increase in sales qualified leads through consistent nurturing. Show less