Blake Kelpin
Fishers,IN
Summary
Dynamic sales and business development leader with a strong background in SaaS, B2B sales, market expansion, and startup environments. Demonstrated success in exceeding revenue goals, streamlining sales processes, and leading high-performing teams. Skilled in data-driven decision-making, implementing CRM systems, and engaging with C-level executives. Committed to cultivating genuine relationships and driving business growth through innovative strategies. Exceptional ability to create and improve prospecting strategies, execute impactful marketing campaigns, and mentor teams to achieve peak performance.
Overview
10
10
years of professional experience
Work History
Senior Market Development Manager
Snap! Mobile
02.2021 - Current
- Managed full sales cycle of SaaS solutions targeting coaches, athletic departments, districts, universities, and state coaches associations
- Developed and optimized prospecting strategies, continuously refining email sequences and outreach messaging to improve conversion rates
- First to secure an exclusive partnership with a state coaches association (Indiana Basketball Coaches Association), leveraging strategic value-exchange to create new revenue opportunities
- Trained and developed two junior reps, guiding them in prioritizing outreach efforts and executing structured sales plans
- Spearheaded company-wide sales training on email marketing and outreach best practices, significantly increasing rep engagement rates
- Represented the company at 5-10 industry conferences annually, strategically networking to expand market reach
Founding Sales & Business Development Manager
Voxi
03.2020 - 01.2021
- Conducted extensive market research and direct outreach to shape the company's go-to-market strategy
- Created a lead generation approach that positioned the product as an innovative industry solution, leveraging conversations with early adopters
- Implemented HubSpot CRM, improving pipeline tracking, prospect list management, and sales process organization
- Opened key discussions with major brands like Carhartt and movie directors, positioning the company for future growth
- Generated new business with marketing initiatives and strategic plans.
Business Development Manager, Head of Business Development
hc1
11.2017 - 03.2020
- Prospected and engaged C-level decision-makers, utilizing a multi-approach strategy to break into high-value accounts
- Achieved 121.7% of quota, consistently exceeding demand generation targets through innovative prospecting techniques
- Managed and trained a 5-person sales team, enhancing their pipeline growth, prospecting techniques, and volume, leading to improved sales performance
- Spearheaded a direct mail campaign targeting 100 key prospects, successfully generating new meetings and expanding account penetration
- Led pre- and post-conference outreach efforts, resulting in the highest number of leads ever generated from conferences
- Collaborated closely with the VP of Marketing to execute sales-driven marketing campaigns that increased overall engagement and lead conversion
Founding Sales Executive
Vibenomics
03.2017 - 11.2017
- Launched a new SaaS-based audio advertising platform, pioneering the company's initial sales strategies and industry penetration
- Researched sales opportunities and possible leads to exceed sales goals and increase profits.
- Developed tailored sales messaging for different industries, ensuring successful pitches despite the absence of prior guidance
- Closed first major deals with a grocery store and car dealership, helping validate the company's business model
Account Executive
Integrity One Technologies
06.2015 - 02.2017
- Sold Xerox copiers and document management solutions, tailoring sales pitches to a wide range of industries
- Successfully closed a major deal with Indy Eleven, transitioning their printing operations in-house to reduce costs
- Focused on consistent pipeline growth, balancing large and small deals to ensure steady revenue increases
- Certified sales training through well respected Xerox sales training program
Education
Bachelor's - Physical Education
Indiana University
Bloomington, IN05.2015
Skills
- Full sales cycle
- SaaS sales
- Client Acquisition & Customer Engagement
- Territory planning
- HubSpot & Salesforce
- Pipeline management
- Data-driven decision-making
- Sales Leadership & Training
- Optimizing sales processes
- Email marketing
- C-level engagement
- Sales presentations
Key Achievements
- Increased annual territory revenue by 168% at Snap! Mobile through strategic prospecting and optimized email outreach.
- First sales rep to secure an exclusive partnership with the Indiana Basketball Coaches Association (IBCA) by offering an app in exchange for exclusivity.
- Led pre- and post-conference outreach at hc1, generating the highest number of leads in company history from conferences.
- Spearheaded a direct mail campaign targeting the top 100 prospects, leading to record-breaking meetings.
- Implemented HubSpot CRM at Voxi, enhancing pipeline tracking and improving sales process efficiency.
- Developed and refined custom email sequences at Snap! Mobile, leveraging A/B testing and data analysis to optimize messaging and increase engagement.
- Successfully trained and mentored multiple junior sales reps, improving their prospecting execution and sales planning skills.
- Collaborated with the VP of Marketing at hc1 to develop and execute sales-driven marketing campaigns that resulted in higher conversion rates.
Areas of Expertise
- Sales & Business Development - Full sales cycle, SaaS sales, lead generation, customer acquisition
- Market Expansion - Territory planning, competitive analysis, conference networking
- CRM & Data Analytics - HubSpot, Salesforce, pipeline management, data-driven decision-making
- Leadership & Training - Coaching sales teams, mentoring junior reps, optimizing sales processes
- Strategic Communication - Email marketing, direct mail campaigns, C-level engagement
Timeline
Senior Market Development Manager
Snap! Mobile
02.2021 - Current
Founding Sales & Business Development Manager
Voxi
03.2020 - 01.2021
Business Development Manager, Head of Business Development
hc1
11.2017 - 03.2020
Founding Sales Executive
Vibenomics
03.2017 - 11.2017
Account Executive
Integrity One Technologies
06.2015 - 02.2017
Bachelor's - Physical Education
Indiana University
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