Chaz Okaro

• First sales development hire at a seed-stage cybersecurity startup, brought in to build the SDR function from the ground up across ICP definition, tooling, targeting, messaging, sequencing, lead workflows, and reporting.
• Introduced Apollo as the sales engagement platform and partnered closely with RevOps to establish campaign structure, lead management workflows, dashboards, and foundational SDR process in Salesforce.
• Built the outbound motion across priority verticals, shaping prospecting strategy, messaging, and account research for complex enterprise buying groups spanning security, legal, insurance, and incident response stakeholders.
• Operated as the functional owner of early pipeline generation, supporting outbound prospecting, inbound follow-up, conference and event conversion, and partner-driven initiatives while carrying an individual pipeline target.
• Partnered directly with the CRO and cross-functional leaders in Marketing, RevOps, and Finance on campaign execution, pipeline reporting, executive updates, and high-priority meeting-generation initiatives.
• Refined third-party vendor messaging, reviewed meeting output, and improved AE handoff coordination across the early GTM motion.
• Established the foundational processes, workflows, and operating cadence needed to support future SDR hiring and more consistent pipeline generation.

• Led a distributed team of 12+ BDRs across the U.S. and Canada, including expansion of the Canada BDR presence, supporting pipeline generation across Enterprise, Commercial, Public Sector, and Acquisition segments.
• Team generated $75M+ in sourced pipeline in FY25, achieving 215% of plan.
• Built a strong coaching cadence through regular 1:1s, call review, and weekly power hours using ORUM Sales Floor and conversation intelligence, accelerating AE readiness and advancing multiple BDRs into closer-track roles.
• Partnered weekly with Marketing, Operations, and field leadership to align on campaign performance, strategic product focus, regional and always-on events, and pipeline priorities, while helping the team leverage Demandbase, TechTarget, and account-based intent signals to uncover new pipeline opportunities.
• Built strong alignment between BDRs, AEs, and field leadership around account priorities, outreach strategy, handoff quality, and best-practice sharing to improve pipeline generation across the business.
• Helped shape performance goals and inspection rhythms focused on meeting quality, pipeline creation, lead health, SLA adherence, activity execution, and opportunity progression rather than volume alone.
• Served as AI Champion for the BDR organization, piloting tools, driving enablement, and representing the team in broader AI initiatives; also helped preserve LinkedIn Sales Navigator investment by supporting stakeholder alignment and the internal business case for renewal.

• Founding leader of the Strategic Markets BDR program, helping define hiring profiles, KPIs, playbooks, and outbound cadences for a function that scaled to 30+ reps over three years.
• Led a team of 13+ BDRs, delivering 100%+ attainment on bookings and sourced pipeline through structured coaching, clear performance standards, and consistent development.
• Built strong alignment between BDRs and AEs on target accounts, outreach strategy, and opportunity handoff to drive more effective pipeline generation across the business.
• Developed 7+ team members into AE and other revenue-facing roles, establishing the team as a strong feeder program for the broader sales organization.
• Regularly partnered with Sales Enablement and Operations to optimize account targeting, outreach workflows, lead routing, dashboard reporting, SLA visibility, and Salesforce hygiene, improving BDR execution and leadership visibility.

Progressed through roles of increasing responsibility across sales, leadership, inside sales management, and enterprise field sales within Verizon’s wireless organization.

Sr. Account Executive | 08/2019–07/2021

• Managed a portfolio of SMB and mid-market wireless accounts, driving renewals, expansion, and new revenue generation.

Inside Sales Manager | 01/2017–08/2019

• Led an inside sales team serving consumer and SMB segments, achieving 100%+ quota attainment and earning Winner’s Circle recognition for top 10% national performance.

Assistant Store Manager | 01/2015–01/2017

• Supported retail team coaching, performance management, and day-to-day sales execution.

-Retail Sales Representative | 04/2009–01/2015

-Retail Customer Support Specialist | 12/2007–04/2009