Audra Kemp
Philadelphia,PA
Summary
6 years of consistent selling and quota carrying experience within the technology space. Observant professional with expertise in prospecting, account development and relationship selling and management. Strategic individual with strong interpersonal skills and proficiency in Salesforce. Exceptionally talented at cultivating and capturing new business as well as maintaining and growing current business. Experience in selling SaaS such as cybersecurity, enterprise search and HR software as well as databases.
Overview
6
6
years of professional experience
Work History
Enterprise Corporate Sales - Account Executive
ZoomInfo
02.2022 - Current
- Focus on all enterprise customers
- H1 Quota 2022 - $600k
- Attainment - 96%
- H2 Quota 2023- $900k
- Attainment - 98.5%
- H1 Quota 2024 - $1,000,000
- Attainment - 85%
- Ability to grow and upsell enterprise customer accounts
- Sales cycles - a week to a month
- Collaborated with SDR's to effectively identify and pursue targeted accounts
- Demonstrated ability to independently present and discuss various platforms and products with expert knowledge in technical aspects.
- Built and demonstrated value through showcasing how clients' peers achieved ROI with ZoomInfo
- Identify new business opportunities within existing clients using referrals and established business relationships.
- Utilized Salesforce.com to generate precise forecasts and pipelines
- Excelled in a collaborative work environment to effectively generate leads and secure sales via telephone interactions
- Utilized knowledge of our clients' vertical markets to effectively identify and engage the appropriate individuals, generating rapid ROI for their counterparts.
- Maintain the relationship and be the POC for their customer agreement.
Account Executive
Elastic
11.2021 - 08.2022
- Achieved 85% attainment and full ramp-up
- $964,000 annual quota
- $75,000 Ramp quota - 6 months- 100% attainment
- SMB Segment- Deal sizes ranging from $10k-$75k
- Streamlined sales processes resulting in shorter cycles (3-4 months).
- Led discovery, demonstration, negotiation/pricing proposal, and closing process
- Collaborated with SDRs to generate new business opportunities
- Generated increased ACV for company through conversions of monthly contracts to annual contracts
- Called and prospected into net new accounts, generating interest and scheduling meetings
- Established and managed relationships with current clients while executing upselling initiatives.
- Worked and maintained 250+ customer accounts for the entire central area
- Demonstrated proficiency in comprehending intricate technology and acquiring technical expertise to address customer use cases effectively.
Account Executive
Rubrik
05.2021 - 11.2021
- Consistently achieved 95%-110% performance during tenure at Rubrik
- Quarterly quota of $125,000
- $25k-$75k deal size
- 3-4 month sales cycle
- Managed all aspects of the sales cycle, including discovery, demo, pricing, and closing
- Worked with distributor and partners to create best possible outline for product push
- Successfully called and prospected to generate interest and schedule meetings for net new accounts
- Successfully persuaded customers to purchase a variety of products
- Worked and maintained 200+ customer accounts for the entire central area
- Successfully upsold Microsoft 365 protection and other Rubrik products
- Connected with them to understand and solve any software issues or pricing issues.
Sales Development Representative
Rubrik
07.2020 - 05.2021
- Attained 100%-140% quota attainment during my time at Rubrik every quarter
- Executed 50 daily calls and sent 2,000 monthly emails for out-bounding and prospecting purposes
- Maintained a strong understanding of competitors' mission, offerings, and presence in the assigned territory.
- Increased customer base through identification of client needs and delivery of relevant product solutions within specified budgets and schedules
- Prospected into 5 different account executives accounts (1,000 accounts) and created opportunity based off of potential clients needs/pain
- Attained $3,000,000+ in PG every quarter
- Created and expanded new opportunities by adding accounts in Salesforce
- Created business relationships with marketing and the channel to increase brand awareness and drive activity and attendance to events to promote Rubrik
- Mentored new hires and current SDR's that sought help for getting to his or her goal
- Covered multiple states and took on more responsibility to ultimately create more opportunity
- Accomplished 4 closed won in my three quarters here
- Utilized marketing campaigns to drive attendance to events of potential customers to engage with.
Sales Development Representative
Namely
03.2019 - 05.2020
- Developed roadmaps for digital self-service solutions and provided recommendations for both short-term and long-term opportunities
- Developed relationships with HR departments and provided customized customer service to ensure account longevity
- Frequent communication with accounts assessed satisfaction levels and boosted revenue.
- Managed and expanded key customer accounts by overseeing contract review, production scheduling, and timely product delivery.
- Managed international sales for 10 diverse markets.
- Generated new business opportunities through the incorporation of additional accounts into Salesforce
Client Success Manager
Leap Easy Insurance Agency
05.2018 - 02.2019
- Manage and maintain client relationships
- Handle all client inquiries via Leapeasy.com
- In a sales capacity, I work with landlords to promote Leaps product offerings to possible tenants Utilizing my marketing and advertising degree, I create handouts and communicate daily with our potential clients Driven by inquiries upon our website, I follow up via phone or email to address and any questions for our perspective clients.
Education
Bachelor of Arts - Communications, Advertising
Marist College
Poughkeepsie, NY01.2018
Skills
- Consistent selling and quota carrying experience
- Prospecting
- Account development
- Relationship selling and management
- Strong interpersonal skills
- Proficiency in Salesforce
- Cultivating and capturing new business
- Maintaining and growing current business
- Selling SaaS (cybersecurity, enterprise search, HR software, databases)
- Ability to work with SDR's to target specific accounts
- Ability to demonstrate multiple platforms and products
- Ability to speak to the technical areas of the products
- Ability to build/demonstrate value for clients
- Utilizing referrals and existing business relationships for new business opportunities
- Scheduling and delivering online product demos
- Generating accurate forecasts and pipelines with Salesforcecom
- Working in a team environment to drive and close business over the telephone
- Ability to target the right people within existing clients
- Understanding key vertical markets and getting peers quick ROI
- Attending meetings and following through on directives
- Maintaining relationships and being the POC for customer agreements
- Ability to understand complex technology and learn the technical side of use cases
- Attainment of quotas
- Deal sizes ranging from $10k-$75k
- Sales cycles ranging from a week to 4 months
- Running discovery, demo, negotiation/pricing proposal, closing
- Conversions of monthly contracts to annual contracts
- Prospecting into net new accounts
- Upselling customers on different products
- Maintaining customer accounts
- Upselling Microsoft 365 protection
- Connecting with customers to understand and solve software or pricing issues
- Executing calls and emails for outbounding and prospecting purposes
- Maintaining strong understanding of competitors
- Growing customer base by identifying needs and delivering relevant product solutions
- Creating and expanding new opportunities
- Mentoring new hires and current SDR's
- Managing and growing key customer accounts
- Providing individualized customer service
- Measuring satisfaction and increasing revenue
- Handling multiple markets for international sales
- Communicating with salesmen and account executives
- Managing and maintaining client relationships
- Handling client inquiries
- Promoting product offerings to possible tenants
- Utilizing marketing and advertising skills
- Excellent communication skills
- Strong problem-solving skills
- Time management skills
- Attention to detail
- Teamwork skills
- Adaptability and flexibility
- Customer service skills
References
References available upon request.
Timeline
Enterprise Corporate Sales - Account Executive
ZoomInfo
02.2022 - Current
Account Executive
Elastic
11.2021 - 08.2022
Account Executive
Rubrik
05.2021 - 11.2021
Sales Development Representative
Rubrik
07.2020 - 05.2021
Sales Development Representative
Namely
03.2019 - 05.2020
Client Success Manager
Leap Easy Insurance Agency
05.2018 - 02.2019
Bachelor of Arts - Communications, Advertising
Marist College