Bianca D’Agostino
Boston,MA
Summary
Strategic-thinking individual experienced in turning organizations into top pipeline producers. Dedicated SaaS professional with a history of meeting company goals and exceeding pipeline targets. Skilled in working under pressure and adapting to new situations and challenges.
Overview
12
12
years of professional experience
Work History
Sr. Director, Global Business Development
LaunchDarkly
08.2023 - Current
- Member of the Senior Leadership Team (SLT) which delivered the company goals, defined the company's strategy, and collaborated with HQ and regional functions to drive an aligned execution plan.
- YTD Generated $26.2M in Outbound pipeline and $57.2M Inbound pipeline
- Increase S1 - S2 conversion rate from 15% to 38%
- Promoted 1 Director, 2 Managers and 6 BDRs YTD
Continued all responsibilities below
Director, Global Business Development
LaunchDarkly
04.2022 - 07.2023
- Oversee a Business Development team of 36 globally with 5 managers, 1 director and 30 BDRs
- Rebuilt BDR team with new hiring profile, S1 approval process, account alignment and strategy and quotas
- Implemented daily & monthly KPIs while building out a new performance management standard
- Hired ~20 BDRs globally, including APAC, Germany, France and London to rebuild existing team
- Drove execution plans to exceed business targets and scale operations, aligning with the goal of 7X pipeline.
- Collaborated with regional sales leaders to align GTM strategy and meet targeted lead SLA
- Implemented new qualification criteria using MEDDPICC framework and coached to Command of the Message
Director of Enterprise Business Development
Datadog
06.2021 - 03.2022
- Interviewed & onboard 5 SDR Managers which lead to quick productivity of each manager and their team
- Created Go-to-Market strategy, cadence, and messaging for the Enterprise Team
- Rolled out key operational metrics for Enterprise Business Development for M2M success
- Implemented quarterly QBR’s as a new strategy for Business Development to understand gaps and areas of focus
- Continued all other items below.
Sr. Manager, Enterprise Sales Development
Datadog
01.2020 - 06.2021
Manager, Enterprise Sales Development
Datadog
07.2018 - 12.2019
- Managed, trained and over 30+ Sales Development Representatives to achieve high performance and productivity
- Opp Quota Achievement: Q3 2018(186.54%) Q4 2018 (226.92%) Q1 2019 (145.28%) Q2 2019 (109.80%) Q3 2019 (137.96%) Q4 2019 (134.17%) Q1 2020 (81.67% team of 4) Q2 & 3 Maternity leave Q4 2020 (124.17%)
- Coached the team to understand and apply Command of the Message (Force Management) and MEDDICC
- Designed and implemented enablement strategy for a successful onboarding and decreased time to ramp
- Lead Zendesk Chat pilot with Support team and select SDR’s
- Evaluated new tools and vendors (ZoomInfo, DiscoverOrg, MindTickle, Seamless.ai) to increase productivity throughout the sales organization
- Interviewed over 200 candidates in the last 2 year and hired 60+ (Commercial and Enterprise)
- Built relationships with Field Enterprise Directors and VPs in territory to implement a strong partnership as the Enterprise AE team expands
- Managed Inbound Rotation and Chat while training APAC and EMEA
- Managed 3 interns while helping to create intern curriculum - just voted top 100 intern programs
- Recipient of the 2019 SDR Manager of the Year award - President’s Club.
Sr. Strategic Account Manager
Acquia
06.2016 - 05.2018
- Manage enterprise accounts (Global 1000) and responsible for expanding business footprint within existing customer base
- Develop and execute a comprehensives strategic account/territory plan to achieve upsell quota/cross-sell and individual revenue targets
- Generate 3x the pipeline through delivery of demos, VITO letters, onsite strategy session and more
- Exceeded renewal and upsell quota in 2016 (205%) and 2017 (111%)
- Cultivate large deals and navigating through complex sales processes while working with legal, finance, sales ops and other internal teams
- Created and presented 2018 pipeline metrics for Acquia quota carrying team to meet quarterly
- Developed onboarding plans for all new hires and acting as a mentor and trainer to ensure teams success
- Ability to manage multiple systems and internal teams to deliver a high level of customer satisfaction
- Proven ability of building complex relationships with C-Level contacts including negotiating renewals and closing upsell opportunities.
Account Manager
Virgin Pulse
10.2013 - 06.2016
- Implemented employee engagement programs for over $3 million ARR
- Ranked among the top 5 Account Managers based on Client Satisfaction Surveys
- Generate and present QBR’s to both day-to-day contacts as well as C-level decision makers
- Solicit feedback on programs and work to implement product enhancements to increase client engagement
- Ensures that recurring programs and member rewards are appropriately aligned with client budgets while generating potential up-sell opportunities and renewals
- Working cross-functionally with Marketing, Product Development, IT and Engagement Teams to develop promotions and communications strategies for assigned accounts
- 150% over my 2015 upsell quota – top three overall on the Client Success Team
- Winner of the “Smooth Operator” award in 2015, one of three awards presented.
Account Coordinator
Provant Health Solutions
05.2012 - 09.2013
Education
Master of Arts in Teaching - Physical Education and Health
University of New Hampshire
05.2012
Bachelor of Science - Kinesiology
University of New Hampshire
05.2011
Skills
- Sales Leadership
- Strategic Planning
- Team Development
- Operations
- Stakeholder collaboration & Negotiation
- Talent Sourcing & DEI
- Process Improvements
- Metrics Driven
Timeline
Sr. Director, Global Business Development
LaunchDarkly
08.2023 - Current
Director, Global Business Development
LaunchDarkly
04.2022 - 07.2023
Director of Enterprise Business Development
Datadog
06.2021 - 03.2022
Sr. Manager, Enterprise Sales Development
Datadog
01.2020 - 06.2021
Manager, Enterprise Sales Development
Datadog
07.2018 - 12.2019
Sr. Strategic Account Manager
Acquia
06.2016 - 05.2018
Account Manager
Virgin Pulse
10.2013 - 06.2016
Account Coordinator
Provant Health Solutions
05.2012 - 09.2013
Master of Arts in Teaching - Physical Education and Health
University of New Hampshire
Bachelor of Science - Kinesiology
University of New Hampshire
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