Carli Cottle

Director of Gong's CBU supporting 3 MM SDR Managers, 1 Inbound SDR Manager, and32 SDRs across four hubs. Responsible for defining strategy, execution, and performance of the SDR team. Key focuses on scaling pipeline net new generation, closed-won ARR, fostering talent development, and aligning the SDR team with Gong.io's broader sales and marketing objectives.

• +111% Stage YoY Stage 2 Pipeline Growth
• +85% in Closed Won ARR YoY
• 42 SDRs promoted from 2023-2024
• 3 SDR Manager's promoted to Sr. SDR Manager's
• 83% Rep Participation
• Revamp of SDR Onboarding, new Comp Plan design, and SDR Leveling
• Women at Gong Founder

Responsible for building and leading the Expansion XDRs. Work cross- functionally with Sales, Marketing, RevOps, Product, and Enablement. Responsible for building and leading Quarterly OKRs.

• Q1 122% to quota and Q2 137% to quota. Highest team YTD and currently lead in total closed won revenue at $897k.
• Core Value Winner
• Women at ClickUp
• Developed XDR Onboarding Program
• Developed Promotional Path for XDRs and AE Development Program
• Overhaul of Outreach strategy
• Developed candidate assessment, screening, and interview process
• Promoted 2 XDRs to AE

Workfront acquired by Adobe in March of 2021. Oversaw 6 XDRs that were focused on Strategic accounts. High profile/sensitive accounts spending $2M or more with Adobe.

• 156% of quota
• Promoted 2 XDRs to Account Executive
• Promoted XDR to Team Lead
• Worked cross-functionally within Adobe to align the Workfront business unit.

Oversaw 7 Ent/Strategic XDRs. Work closely with Enterprise AEs and VP's/Directors of Sales to source and qualify sales opportunities within Strategic Accounts. Sourced 3X pipeline coverage for the Sales team.

• Q2 and Q4 MVP with 125% of QSO Attainment
• 98% Quota Attainment in 2019
• $2.6 Million in Revenue in 2019
• Trained and developed several XDR leaders
• Lead XDR core initiatives and OKRs

• Overseeing 14 Store Locations in Utah, Alaska and Idaho
• 14 Direct Reports with over a 120 in-direct reports
• Average volume of region is $16 Million and average store volume $1.3 - $3.5 million
• Customer Experience Manager Award Winner at Territory Level
• Top leader in Territory for positive Conversion Rate for 3 years in a row
• 5 Store Manager of the Year Awards, 4 Talent Award Winner, and 3 Customer Experience Award Winner
• UNICEF Ambassador and Incentive Winner for giving back to a global community
• Hired, Developed and Promoted 7 Assistant Store Manager's to successful Store Manager positions.