Adam Herrington

• Responsible for Khoros Pipeline Strategy & Execution - inclusive of Sales Development, QCR GTM Plays and being the liaison between Sales & Marketing to ensure we are aligned across our efforts
• Lead cross-functional teams for the successful completion of GTM strategies, resulting in increased efficiency & revenue
• Enhance company profitability by implementing strategic business plans and optimizing operational processes.
• Developed new revenue streams by identifying growth opportunities and forging strategic GTM Plays within our "ICP" for the Sales Organization
• Lead organizational restructuring initiatives, streamlining operations and reducing overhead costs.
• Direct sales & marketing strategies to increase brand awareness, generate leads, and grow market share within a highly competitive environment

• Lead a team of 5 People Leaders/Managers and ~45 Individual Contributors - tasked with generating new, quality opportunities and pipeline through Inbound & Outbound Lead Generation - Reps & Personal Compensated attached to Annual Recurring Revenue (ARR).
• Key responsibilities include driving increased ARR from Install Base customers and net new account acquisition through value realization, stakeholder alignment and "point-of-view selling".
• Nurture, mentor, and develop a team of People Managers, including responsibility for performance management, recruitment, and training & enablement.
• Responsible for GTM pipeline strategy with Cross-Functional Leaders and aligning support from Sales Development Teams, Marketing, Solution Engineering, Sales Programs & Programs.
• Forecasting and reporting on the most critical drivers of business (including inputs & outputs).
• Story-tell with an analytical and data-driven approach with a strong sense of leadership and motivating teams.
• Identify and make recommendations for improvement in the areas of process, efficiency, and productivity
• Revised GTM Strategy to meet changing customer/prospects needs/requirements
• Directed, design and execute business transformation initiatives to drive performance, profit optimization and growth opportunities.
• Meet weekly with Executive Leadership Team (CEO, CMO, CRO, CFO) to provide insight & support to attain organizational goals.
• Revamped operational plans to refocus staff and align processes with business objectives.

FY22 - 121% Pipe-Gen Quota Attainment, 133% ACV Quota Attainment ($26MM)

• Manage team of 4 people leaders that were responsible for leading teams of Business Development Representatives supporting our Financial Services, Comms/Media/Tech & Retail Consumer Goods Vertical.
• Provided definition and implementation of the annual plan for teams to achieve organizational objectives (managed to 20%+ YoY Growth (ARR) in each cloud solution).
• Key responsibilities included driving increased AOV from Install Base customers and net new account acquisition through strategy development, stakeholder alignment, and tactical execution
• Implemented Salesforce's first New Logo (only) Business Development "team" of SDRs/AEs
• Nurture, mentor, and develop a team of Business Development People Managers, including responsibility for performance management, recruitment, and training
• Responsible for building out strategies with Cross-Functional Partners and aligning support from Business Development Teams, Marketing, Solution Engineering, Sales Programs & Programs Forecasting and reporting on the most critical drivers of business.
• Responsible for implementing enablement's for the team with company standard sales methodologies and product/industry understanding.

FY19 - 119% Pipe-Gen Quota Attainment, 129% ACV Quota Attainment ($21MM)

FY20 - 114% Pipe-Gen Quota Attainment, 118% ACV Quota Attainment ($25MM)

FY21 - 123% Pipe-Gen Quota Attainment, 120% ACV Quota Attainment ($27MM)

• Established team of 2 Managers and 25 Individual Contributors - Business Development Representatives (BDRs) - tasked with generating new, qualified opportunities and pipeline for Sales
• Teams through Inbound & Outbound Lead Generation
• Develop relationships and communicate effectively with cross-functional stakeholders and align with business partners (Marketing, Sales, Operations, Enablement, Programs, etc.) to design go-to-market strategies, allocate resources, assign performance targets and develop plans to achieve those targets
• Track record of hiring, developing, and mentoring successful teams aimed at growing careers, pipeline and sales growth for organizations
• Motivate Individuals and Team to exceed objectives through coaching, regular broadcast of results, and creative incentives
• Identify and make recommendations for improvement in areas of Process, Efficiency & Productivity
• Data-driven by establishing metrics and help the team improve by understanding their performance indicators Oversee usage of team systems including Salesforce, Outreach and ZoomInfo

FY19 - 109% Pipe-Gen Quota Attainment, 120% ACV Quota Attainment

FY20 - 111% Pipe Quota Attainment, 110% ACV Quota Attainment

• Manage team of Business Development Representatives that are responsible for developing and qualifying revenue opportunities within their assigned territory in order to generate revenue for our ENT Segment
• Hire, Train, and Manage team of BDRs on strategic projects aimed at driving sales growth and developing into sales-ready candidates for future Account Executive positions Motivate Individuals & Team to exceed objectives through coaching, regular broadcast of results, & incentives Identify and make recommendations for improvement in the areas of Process, Efficiency, Productivity

FY15 - 156% Quota Attainment ($1.2M)

FY16 - 102% Quota Attainment ($1.1M

FY17 - 124% Quota Attainment ($1.3M)

FY18 - 91% Quota Attainment ($975k)

• Managed full sales cycle, from prospecting to qualifying and managing the closing of complex deal cycles.
• Developed and nurtured long-term relationships with key stakeholders and influencers in the sales process (customers & new logo accounts).
• Drove new business development through qualifying leads, building relationships and executing strategic sales in various markets/segments.
• Strengthened customer relationships with proactive and collaborative approach to managing needs (relied on Sandler Selling Methodology & The Challenger Sale).

Generated $2.4 million in new business pipeline Sourced 1.2 million in ACV during tenure as BDR

• Responsible for strategically developing and qualifying revenue opportunities within their assigned territory
• Worked collaboratively with Core AEs to create/prioritize strategic target accounts and develop strategies for messaging purposes to drive on opportunities for new business
• Maintained extensive knowledge of company products and services to provide top-notch expertise to customers.