Summary
Overview
Work History
Education
Skills
Websites
Interests
Languages
Work Preference
Software
Timeline
BusinessAnalyst
Charlie Schwartz

Charlie Schwartz

Chicago,Illinois

Summary

Results-Driven Sales Development Leader with over 7+ years of building and managing world-class inbound and outbound teams across SMB, mid-market, and enterprise segments. Proven track record in coaching, training, and developing sales representatives to achieve pipeline and revenue targets. Adept at creating efficient processes, optimizing lead generation, and fostering cross-functional collaboration. Seeking to leverage my expertise to help organizations scale through new business and expansion opportunities.

Overview

12
12
years of professional experience

Work History

Vice President, National Revenue Development

Accel Entertainment
Chicago, IL
05.2023 - Current
  • Demonstrated intelligence by effectively collecting, analyzing, and optimizing market data for revenue growth
  • Achieved high repeatability by creating a process that trained and mentored successful SDR’s
  • Established sustainability by creating an environment in which the team thrived in various sales cycles and markets.

Vice President of Sales Development

Magnit
02.2022 - 01.2023
  • Led the North American Sales Development team which consisted of 7 reps and reported directly to the Chief Revenue Officer
  • Ensured the team qualified inbound demand as well developed outbound strategies per territory, increasing pipeline generation by 520%
  • Inherited an underperforming team and increased rep productivity by 139%
  • Provided daily training & coaching sessions which resulted in 140% increase in call conversion and 75% increase in email conversion
  • Revamped sales compensation plans and incentives which helped to improve opportunity conversion by 50%
  • Partnered with Enablement team to build a SDR specific onboarding path for new hires and career progression plan
  • Leveraged sales tools to increase SDR efficiency and effectiveness which resulted in 475% increase in meetings booked per month
  • Promoted 2 SDR's to Account Executive positions
  • FY22 - 125% Total Attainment (Q3 - 110%, Q4 - 140%).

Global Head of Sales Development

Shift Technology
08.2020 - 02.2022
  • Built and scaled the Global Sales Development team from the ground up, reported directly to the Chief Revenue Officer
  • Recruited, hired, and trained 9 Reps and 1 Manager across Brazil, USA, UK, and France
  • Created outbound and inbound playbook to generate opportunities and build net new pipeline, averaging $10MM each quarter
  • Communicated with key senior stakeholders to report on pipeline health, team performance, and campaign results
  • Acquired Outreach, Sales Navigator, and Zoominfo which helped contribute to 285 net new meetings booked and 147 new opportunities
  • Helped the company secure $220MM in Series D Funding
  • Promoted 3 SDR’s to Sr
  • SDR’s
  • FY21 - 100% Total Attainment (Q1-75%, Q2-95%, Q3-110%, Q4-121%).

Sales Development Manager

Showpad
09.2018 - 07.2020
  • Provided daily management operations of 12 SDR’s focusing on inbound and outbound activity
  • Average quarterly pipeline build of $7.4MM and average quarterly revenue contribution of $1.2MM
  • Highest performing SDR team globally in FY19
  • Assisted in the promotion of 5 SDR's to Account Executives
  • Helped the organization secure $70MM in series D Funding
  • FY19 – 120% Total Attainment (Q1-93%, Q2-115%, Q3-122%, Q4-148%) / FY20 – 130% Total Attainment (Q1-150%, Q2-85%).

Regional Manager, Sales Development

Oracle
01.2017 - 08.2018
  • Managed a team of 15-24 BDR’s focusing on inbound and outbound activity for Oracle’s Marketing Cloud solutions
  • Provided ongoing coaching and feedback in team training and weekly 1:1's, which resulted in 13 promotions
  • FY18 – 120% Total Attainment (Q1-93%, Q2-115%, Q3-122%, Q4-148%).

Account Manager, Data Security & Cloud

Oracle
10.2014 - 12.2016
  • Managed book of clients, cross-selling and up-selling database security, identity management, and cloud storage offerings
  • Served National West accounts with annual revenue of $500 million to $5 billion
  • Quota achieved in Q4 FY15 - 109%, Q1 FY16 - 121%, Q4 FY16 - 144%.

Business Development Consultant

Oracle
12.2012 - 09.2014
  • Demand generation for Oracle Core Technology products servicing State & Local, and Federal Civilian Agencies
  • Outbound prospecting results from sales initiatives, marketing campaigns and event follow-ups, downloads, and web seminars
  • Quota achieved in FY14 Q2, Q3, Q4 & Q1 FY15.

Education

Bachelor of Science & Business Administration - Marketing & Management

Drake University
Des Moines, IA
01.2011

Skills

  • Leadership
  • Cross-Functional Collaboration
  • Written & Verbal Communication
  • Problem Solving
  • Data Analysis
  • Demand Generation
  • Campaign Management
  • Coaching & Training
  • Performance Management
  • Prospecting Strategy
  • Salesforce
  • Outreach
  • SalesLoft
  • Microsoft 365
  • 6sense
  • Zoominfo
  • Sales Navigator

Interests

Coffee

Sports

Running

Travelling

Networking

Languages

English
Native or Bilingual

Work Preference

Work Type

Full Time

Work Location

On-SiteRemoteHybrid

Important To Me

Career advancementWork-life balanceCompany Culture

Software

Salesforce

Outreach

Salesloft

Zoominfo

6Sense

Sendoso

Sales Navigator

Timeline

Vice President, National Revenue Development

Accel Entertainment
05.2023 - Current

Vice President of Sales Development

Magnit
02.2022 - 01.2023

Global Head of Sales Development

Shift Technology
08.2020 - 02.2022

Sales Development Manager

Showpad
09.2018 - 07.2020

Regional Manager, Sales Development

Oracle
01.2017 - 08.2018

Account Manager, Data Security & Cloud

Oracle
10.2014 - 12.2016

Business Development Consultant

Oracle
12.2012 - 09.2014

Bachelor of Science & Business Administration - Marketing & Management

Drake University

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Charlie Schwartz