Anthony Velado
Los Angeles,CA
Summary
BDR manager and outbound sales leader with 18 years of experience in SaaS, financial services, and retail. Grew a BDR team’s pipeline 6x year-over-year and generated over $16M in net new business pipeline in the first year managing. Experienced building the full outbound motion: recruiting and onboarding reps, designing sequencing and messaging strategy, coaching to performance, and partnering with Sales and Marketing on go-to-market execution. Currently leveraging AI tooling to automate outreach workflows and scale BDR output. Bilingual in English and Spanish.
Overview
21
21
years of professional experience
Work History
Business Development Manager
ThoughtExchange
07.2025 - Current
- Manages a team of up to 4 BDRs focused on net new Education pipeline; grew team pipeline 6x year-over-year, from $2.4M to $14.4M, with the same headcount as the prior year.
- Generated over $16M in net new pipeline in the first year as manager, sourcing 253 qualified opportunities. Quarterly output grew every period: $968K in Q3 2025, $2.5M in Q4 2025, $4.2M in Q1 2026, and $6.7M in Q2 2026.
- BDR team accounted for the largest share of net new business pipeline company-wide.
- Built and deployed AI-powered outreach workflows that automated sequencing, personalization, and follow-up cadences, enabling the team to scale high-quality outreach without adding headcount.
- Designed onboarding and enablement programs for new and existing BDRs, shortening ramp time and establishing consistent performance baselines across the team.
- Partnered with VP of Sales, AEs, and Marketing on ICP targeting, campaign design, and messaging strategy to improve meeting quality and pipeline conversion.
- Managed team through a reduction in force while maintaining pipeline growth trajectory every quarter.
- Remote
Senior Business Development Representative
ThoughtExchange
03.2023 - 07.2025
- Generated $3.83M in pipeline as an individual contributor in the year prior to promotion, outproducing the rest of the BDR team combined.
- Peak quarter of 38 opportunities and $1.9M in pipeline (Q2 2024), the highest individual BDR output on the team.
- Led outreach to cabinet-level education leaders by researching district priorities through public records and board materials to build personalized, insight-driven messaging.
- Qualified leads, tracked CRM activity in Salesforce, and surfaced high-intent accounts to support AE pipeline and marketing alignment.
- Drove pipeline at national and cross-vertical events by connecting with leaders in person, booking discovery meetings, and expanding reach beyond core territory.
- Remote
Customer Success Business Development Representative
Affinity
03.2022 - 01.2023
- Partnered with CSMs and AEs to drive renewals and expansions across Enterprise and Mid-Market accounts through targeted outreach and CRM-tracked campaign execution.
- Executed outreach strategies supporting tier upgrades and strategic account growth; surfaced sales-ready leads through campaign engagement signals and customer success insights.
- Supported demo pipeline for high-fit prospects and contributed to strategic growth conversations across key accounts.
- Remote
Small Business Consultant
Bank of America
11.2018 - 03.2022
- Built and expanded a portfolio of small business relationships through consultative outreach across phone, email, and in-person channels.
- Advised business owners on lending, banking, and growth solutions; consistently met monthly and quarterly performance targets in a metrics-driven environment.
- Managed performance against clear KPIs, building the activity discipline and accountability that directly informs how I manage BDR performance today.
Store Manager
Volcom
12.2017 - 11.2018
- Managed the global flagship location; led recruiting, team development, and day-to-day operations in a high-visibility corporate environment with regular visits from executive leadership and brand partners.
Store Manager, Valley Fair
Vans
11.2016 - 12.2017
- General Manager of a top-10 West Coast volume store; drove double-digit profit growth and served as a key approver for management hires across the market.
Store Manager, Eastridge Mall
Vans
05.2013 - 11.2016
- Led a top-20 nationally ranked location for two consecutive years; served as the South Bay market’s onboarding and training hub for incoming managers and supported multi-unit operations.
Store Manager
G by Guess
03.2009 - 05.2013
- Delivered the second-highest raw dollar gain store in the division in the first year under new management; drove fiscal turnaround and developed managers for advancement into flagship roles.
Sales Associate to Store Manager
Pacsun
05.2005 - 03.2009
- Progressed from Sales Associate to Store Manager across three locations over five years; built foundational skills in team leadership, performance management, recruiting, and multi-location collaboration.
Skills
- Sales and Leadership: BDR Team Management, Outbound Strategy, Pipeline Generation, Sales Enablement, Enterprise Prospecting, Campaign Development, Go-to-Market Strategy, AI Workflow Automation, Coaching and Talent Development, Cross-Functional Collaboration
- Tools: Salesforce, Outreach, LinkedIn Sales Navigator, ZoomInfo, HubSpot, Domo, Lavender, Koncert, Nooks, Claude (Anthropic)
- Additional: Negotiation Mastery, Harvard Business School Bilingual: English and Spanish
Timeline
Business Development Manager
ThoughtExchange
07.2025 - Current
Senior Business Development Representative
ThoughtExchange
03.2023 - 07.2025
Customer Success Business Development Representative
Affinity
03.2022 - 01.2023
Small Business Consultant
Bank of America
11.2018 - 03.2022
Store Manager
Volcom
12.2017 - 11.2018
Store Manager, Valley Fair
Vans
11.2016 - 12.2017
Store Manager, Eastridge Mall
Vans
05.2013 - 11.2016
Store Manager
G by Guess
03.2009 - 05.2013
Sales Associate to Store Manager
Pacsun
05.2005 - 03.2009