Summary
Overview
Work History
Education
Skills
Timeline
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Andrew Demske

Cumming,Ga

Summary

Dynamic and results-driven SDR Manager with a proven track record of leading high-performance teams to exceed sales targets. Skilled in developing and implementing effective sales strategies to drive revenue growth. Analyzes and optimizes lead generation processes to maximize conversion rates. Provides hands-on coaching and mentoring to ensure continuous improvement and achievement of KPIs. Collaborates cross-functionally to streamline workflows and enhance overall efficiency. Strong communicator with a focus on fostering a positive and motivated team culture.

Overview

17
17
years of professional experience

Work History

SDR Manager

ChurnZero
07.2022 - 08.2023
  • Laid off in August 2023 due to a non-performance-related position elimination/workforce reduction. ChurnZero is a SaaS platform designed to reduce customer churn and enhance retention in the Customer Success space.
  • Responsible for hiring, training, and developing a team of 10 Sales Development Representatives (SDRs). Conducted coaching sessions and weekly 1:1 meetings with each representative to ensure alignment with quota attainment and career goals.
  • Created and maintained a vibrant remote work culture emphasizing inclusion, recognition, and healthy competition. Managed up to 150 activities a day, including 50 dials and 100 emails/LinkedIn messages.
  • Contributed to leading, planning, and strategizing for the SDR team in alignment with company goals. Successfully expanded the SDR team from 12 representatives to 27 in Q3 to meet 2023 objectives.
  • Effectively resolved staff conflicts by actively listening to concerns and finding appropriate middle ground.

SDR Manager

Instawork
05.2021 - 06.2022
  • Managed a team of Sales Development Representatives responsible for facilitating customer demos to the inside sales team. Each representative was tasked with completing 10 demos and closing 4 deals per month. The team consistently achieved 100% or more of the overall goal for 10 out of the 12 months.
  • Created and maintained a vibrant remote work culture through practices of inclusion, recognition, and friendly competition. Achieved departmental goals by formulating and executing strategic plans, along with implementing performance metrics.
  • Led the hiring, training, and onboarding processes, conducting 11 interviews per week and adding 3-4 new representatives each month. Provided ongoing coaching and mentoring to establish a career path to the inside sales team. Successfully facilitated the promotion of 6 SDRs to the Inside Sales team.
  • Collaborated cross-functionally with Regional Managers to ensure the qualification of prospective deals and managed deal pipelines generated from the SDR team. Tracked and measured team success in Salesforce.com.
  • Demonstrated success in growing business by $400k per month through New Sales and Cross Sells.

Inside Sales Manager

Novatech, Inc
07.2020 - 05.2021
  • Managed a team of Sales Development Representatives responsible for calling into existing customers and net new prospects. Established an SDR team and playbook from the ground up, facilitating the expansion of product offerings to the market.
  • Led the hiring, training, and onboarding processes for new hires. Provided ongoing coaching and mentoring to establish a path to Novatech's Sales team.
  • Effectively managed an ongoing pipeline of leads to create opportunities for all segments in the business. Collaborated cross-functionally with market leaders to drive new campaigns and products.
  • Tracked and measured the success of the overall team in Salesforce.com. Demonstrated success in growing the business by $400k per month through new sales and cross-sells.

SDR Manager

BeyondTrust
07.2019 - 10.2019
  • Managed a team of Inside Sales Associates responsible for calling marketing-generated leads to generate qualified opportunities for BeyondTrust.
  • Hired, trained, and onboarded new team members. Provided ongoing coaching and mentoring to establish a path to BeyondTrust's inside sales team.
  • Effectively managed an ongoing pipeline of leads to create opportunities for all segments in the business. Collaborated cross-functionally with marketing and product management to launch new campaigns and products.
  • Tracked and measured the overall team's success in Salesforce.com. Demonstrated a proven track record of consistently achieving and overachieving quota throughout the duration of time in the role.

Inside Sales Manager

Veeam Software
08.2018 - 05.2019
  • Managed a team of Inside Sales Representatives to achieve a $7MM goal.
  • Hired, trained, and onboarded new team members. Provided ongoing coaching and mentoring to establish a path to Veeam's inside sales team.
  • Effectively managed an ongoing pipeline of opportunities through all stages of the deals. Collaborated cross-functionally with Marketing to promote new campaigns and products.
  • Tracked and measured the overall team's success in Salesforce.com. Demonstrated a proven track record of consistently achieving and overachieving quota for the entire year in the role.

SDR Manager

Veeam Software
08.2017 - 08.2018
  • Managed a team of Inside Sales Associates responsible for calling marketing-generated leads to generate qualified opportunities for Veeam.
  • Hired, trained, and onboarded new team members.
  • Provided ongoing coaching and mentoring to build a path to Veeam's inside sales team.
  • Managed an ongoing pipeline of leads to create opportunities for all segments in the business.
  • Worked cross-functionally with Marketing to promote new campaigns and products.
  • Tracked and measured the overall team's success in Salesforce.com.
  • Demonstrated a proven track record of achieving and overachieving quota for the entire year in the role.

SDR Manager

Cato Networks
05.2016 - 08.2017
  • Responsible for building out the North America Channel from scratch
  • -Recruiting partners
  • Training Partners on how to position Cato from a sales perspective and a technical perspective
  • Drive online demos and Sales calls with the partners
  • Create a lead flow for the direct leads into the channel

SDR Manager

Barracuda Networks
07.2013 - 02.2016
  • Managed a team of Lead Generation Representatives calling into Barracuda's existing install base.
  • Hired, trained, and onboarded new team members.
  • Trained new hires on Barracuda's product line to identify cross-sell and upsell opportunities.
  • Provided ongoing coaching and mentoring to build a path to Barracuda's inside sales team.
  • Effectively managed an ongoing pipeline of leads, contributing to over $22M in new business opportunities for FY16.
  • Collaborated cross-functionally with Product Management and Product Marketing to promote new messaging and products.
  • Tracked and measured the overall team's success in Salesforce.com.
  • Demonstrated a proven track record of consistently overachieving quota for over two and a half years and being a two-time President's Club winner.

Inside Sales Specialist

Barracuda Networks
04.2011 - 07.2013
  • Managed and accurately forecasted the opportunity pipeline.
  • Engaged in high-level technical conversations with customers and assisted junior staff members in closing opportunities.
  • Conducted a minimum of six live online webinars per quarter within the immediate product category, with the Product Manager or Inside Sales Manager in attendance.
  • Held no less than two product knowledge and sales skills training sessions per month.
  • Maintained an evangelist-level excitement and attitude about the immediate product category as well as all Barracuda products.
  • Carried out assigned leadership and management responsibilities while consistently providing a high level of individual contribution in the territory/region.
  • Provided a key contribution to the product management team for developing product category programs and/or tools to exceed personal and organizational goals.
  • Took responsibility for alerting management to any product or competitive trends in the marketplace, product feature set deficiencies, and the latest news or trends that could help drive strategic campaigns.
  • Offered motivation and encouragement to the overall team, including leading and mentoring peers.
  • Completed weekly forecast reports and provided insights to the Category Manager on areas of excellence and improvement.
  • Conducted pipeline and forecasting training with junior-level staff.
  • Executed other tasks as instructed by immediate and/or senior management.

Sr. Account Manager

VisiStat
03.2009 - 04.2011
  • Top performing sales rep for 2 years
  • Make 40-50 cold calls per day
  • Manage inbound leads and inquiries
  • Active in Marketing decisions and campaigns
  • Provide Online Demos for Prospects
  • Active in training new hires for the sales team
  • Maintain a pipeline of 4 to 6x of quota at all times
  • Target C and VP level Marketing executives
  • Q1 2010 149.5% of quota
  • Q2 2010 152.2% of quota - Q3 2010 232.1% of quota
  • Q4 2010 154.1% of quota.

Sr. Technical Recruiter

Online Technical Services
03.2006 - 03.2009
  • Make 40-50 cold calls per day
  • Make contact with decision makers from HR to “C” level executives
  • Set up new accounts with terms and conditions for recruiting
  • Get openings from HR or Hiring Managers directly
  • Log all account activity with Gold Mine CRM program - Source candidates via online databases, blog's and social networking sites
  • Deeply prescreen candidates before submitting them to clients
  • Set up interviews with hiring managers and candidates
  • Drive the offer process to final acceptance
  • Client relations and customer service
  • Ability to learn and adapt to new technologies while recruiting
  • Achieved 240% of sales goal in 2007.

Education

Associate of Science - Philosophy

Foothill College
Los Altos, CA
05.1999

Skills

  • Extensive Salesforcecom, Outreach, LeadIQ, Pipedrive, Microsoft Office Suite, G-Suite, Avionics, SalesLoft
  • Managing Career Progression
  • Lead Generation
  • Team Leadership
  • Employee Training
  • Story Pitching
  • Crisis Management
  • Time Management
  • Training Initiatives
  • Customer Satisfaction
  • Sales Expertise
  • Goals and Performance
  • Performance Management
  • Marketing
  • Business Administration

Timeline

SDR Manager

ChurnZero
07.2022 - 08.2023

SDR Manager

Instawork
05.2021 - 06.2022

Inside Sales Manager

Novatech, Inc
07.2020 - 05.2021

SDR Manager

BeyondTrust
07.2019 - 10.2019

Inside Sales Manager

Veeam Software
08.2018 - 05.2019

SDR Manager

Veeam Software
08.2017 - 08.2018

SDR Manager

Cato Networks
05.2016 - 08.2017

SDR Manager

Barracuda Networks
07.2013 - 02.2016

Inside Sales Specialist

Barracuda Networks
04.2011 - 07.2013

Sr. Account Manager

VisiStat
03.2009 - 04.2011

Sr. Technical Recruiter

Online Technical Services
03.2006 - 03.2009

Associate of Science - Philosophy

Foothill College

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Andrew Demske