Brian Sufalko
Tampa,FL
Summary
At Ottimate, I spearheaded sales teams to unprecedented 240% revenue growth by mastering sales strategy implementation and fostering team motivation. My approach, blending key account management with effective sales coaching, not only exceeded targets but also established enduring client relationships, demonstrating exceptional leadership and communication skills.
Overview
7
7
years of professional experience
Work History
Director of Sales Development
Ottimate
09.2023 - 10.2024
- Developed high-performing sales teams through targeted recruitment, training, and mentorship.
- Increased sales revenue by implementing effective sales strategies and coaching the sales development team.
- Decreased headcount from 24 to 8 while increasing revenue by 240% from 2023 to 2024.
- Increased Tampa, FL SDR headcount from 4 in office SDRs to 16 in office SDRs in FY 2024 Q2 & Q3.
- Exceeded 150% performance in FY 2024 Q2 & Q3 ($86,000 MRR) & ($81,000 MRR) respectively.
- Collaborated with marketing to create impactful campaigns that generated qualified leads for the sales team across the following industries: Hospitality, Healthcare, Retail, Construction & Accounting.
- Managed regional territory expansions, successfully launching new markets and driving growth opportunities. Expanded across multiple industries including Healthcare, Retail & Construction.
- Built strong relationships with C-level executives at target accounts, positioning the company as a trusted partner for future business opportunities.
- Established a comprehensive onboarding program for new hires to accelerate their contribution to the sales organization.
Sales Enablement Manager
Ottimate
08.2022 - 08.2023
- Established a comprehensive onboarding program for new hires to accelerate their contribution to the sales organization.
- Created a 30, 60 & 90 Day SDR & AE Training Program.
- Fully onboarded 40 new sales hires between September 2022 to May 2023.
- Organized high-impact workshops focused on skill development, boosting overall team performance through knowledge sharing sessions.
- Coached existing sales teams on best practices, leading to a noticeable improvement in communication skills and deal negotiation tactics.
SMB AE Sales Manager
Ottimate
08.2021 - 07.2022
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Increased sales revenue by developing and implementing effective sales strategies.
- Built long-lasting client relationships through excellent customer service and consistent followups.
- Led a successful sales team by providing motivational coaching and performance-based incentives.
SDR Sales Manager
Ottimate
08.2020 - 07.2021
- Increased sales revenue by developing and implementing effective sales strategies.
- Led a successful fully remote sales team by providing motivational coaching and performance-based incentives.
- Managed regional territory expansions, successfully launching new markets and driving growth opportunities.
- Managed a team of 14 high performing SDRs.
Enterprise Account Executive
Ottimate
02.2018 - 08.2020
- Consistently exceeded sales targets by proactively identifying and pursuing new business opportunities in Hospitality & Accounting industries.
- Managed a portfolio of high-value accounts, ensuring timely renewals and upselling opportunities.
- Delivered comprehensive product presentations and demonstrations, showcasing the value proposition to potential clients.
- Generated new contacts through networking and cold calling.
Education
Bachelor of Arts - Communications
William Paterson University of New Jersey
Wayne, NJ05-2012
Skills
- Sales Strategy Implementation
- Sales Presentations
- Data-driven decision-making
- Sales Training
- Pipeline Management
- Cold-calling
- Territory Management
- Sales Coaching
- Teamwork and Collaboration
- Time Management
- Problem-solving abilities
- Multitasking Abilities
Accomplishments
- Spearheaded in office SDR team in Tampa, FL.
- Spearheaded expansion of new office space for SDR team in Tampa, FL.
Affiliations
- Pavillion
Timeline
Director of Sales Development
Ottimate
09.2023 - 10.2024
Sales Enablement Manager
Ottimate
08.2022 - 08.2023
SMB AE Sales Manager
Ottimate
08.2021 - 07.2022
SDR Sales Manager
Ottimate
08.2020 - 07.2021
Enterprise Account Executive
Ottimate
02.2018 - 08.2020
Bachelor of Arts - Communications
William Paterson University of New Jersey
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