Ariane Hatfield

Insatiable appetite for building high-performing sales teams and driving revenue growth by building efficient processes, tracking, and reporting for both ICs, Management, and Executive teams.

• TAM and ICP Scoring & Prioritization Model: Redefining top 3000, 1000, and 250 accounts (by SIC Code).
• PG Playbook: account planning framework for target accounts and key personas. Inbound and outbound verticalized messaging by industry, by sector.
• Increase pipeline generation (SQLs): 57% from previous year. 23% increase in close-won deals. Qualified by 7.1M nARR sourced from my Outbound team.
• Launched MEDDIC Enablement Boot Camps: Comprehensive MEDDIC enablement boot camp for SDRs and AEs, resulting in a 32% increase in meeting conversion rates (SQL). This fostered an environment for AE's and SE's run high-impact discovery + demos with SE's and prospective clients
• Hiring and Onboarding: Streamlined the hiring and onboarding process for sales, customer success, and SDRs, reducing time-to-productivity by 40%.
• Introduced Customer Success Renewal Program: Led an initiative to convert customer success renewals into nARR through SDR hunting motion. This initiative generated $1.2M in nARR (90-day pilot). This initiative caught the attention of my CEO, which resulted in an opportunity for me to work closely with our Chief Client Officer to help her redefine internal processes to a more revenue-focused model. Additionally, I was asked to support CS and Sales in vetting, hiring, and onboarding reps to scale their teams.
• Owned CEP Initiative for SFDC operational efficiencies: Interviews key stakeholders at Lucidworks to run point on new software purchases (iSEEit) thus redefining CEP

As a player-coach (interim manager) my objectives were to lead by example to ensure the inbound and outbound team met their daily output (KPIs) and quarterly oppty commits - 9 Stage 1 SQL, 150k ARR minimum.

Individual Contributor KPI's:

• Oppty Attainment: 109% > 3.4M newARR > 687K Close-Won

Team Lead KPI's:

• Increased marketing lead to oppty conversions from 2% to 5%
• Maintained discovery meeting show rate at 92%
• Tracked and analyzed Demand Gen Campaigns and SDR performance data to identify areas for improvement.
• Developed a comprehensive ABM programs aligned with the company's overall sales goals. PRAT Model
• Coached + mentored SDRs to improve their skills and performance through weekly Gong call reviews, live role plays, call blitz, and SFDC dashboard gamification

Onboard, train, mentor, and develop entry level BDRs/SDRs into their new tech careers. Build sequence, outbound strategies, and inbound process to support marketing’s GTM strategy.

Q1 - 220% (ramp)
Q2 - 121%
Q3 - 108%
Q4 - 116%

Large Enterprise Accounts. Directly reports to Dany Ortchanian & Yanick Labbé

• Demand Generation Outbound Campaign: Multi-threading approach to outbound efforts. Heavily focused on social strategies
• Designed scoring matrix to evaluate the inside sales team.
• Trained employees on new technology and sales methods to build a highly knowledgeable and successful team.

ERP
SAP BO [BusinessObjects BI]
SAP NetWeaver MDM
SAP Ariba
SAP Fiori