Summary
Overview
Work History
Skills
Certification
Tools
Timeline
Generic

Cori Lawson

Remote,NY

Summary

With over a decade in sales across diverse industries, I lead a top-performing SDR team in a startup environment, consistently exceeding quotas. I've guided my team to achieve record-breaking pipeline growth in SAAS, navigating the transition from SMB to enterprise. My passion for curiosity fuels my efforts to grasp my team's needs, optimize their performance, and address challenges with astute, practical, creative solutions.

Overview

10
10
years of professional experience
1
1
Certification

Work History

Sales Development Leader

Backblaze
02.2023 - Current
  • Mentor Enterprise SDR's for their career development, offering guidance and support to enhance their professional growth.
  • Set and managed team KPIs for on-track Pipeline ARR.
  • Transitioned team from completed meetings to opportunities created for quota.
  • Implement new tools, technology, and processes to increase efficiency within the team, ensuring alignment with industry best practices.
  • Regularly report on team and individual performance, identifying opportunities for improvement and implementing strategic changes.
  • Provide detailed forecasts to the leadership team regarding SDR performance, leveraging a data-driven approach and metric-based reporting.
  • Collaborated with Marketing, Sales Ops, AE, and BDR teams, ensuring seamless alignment of Objectives and Key Results (OKRs) for enhanced organizational efficiency. Facilitated effective communication channels, optimizing collaboration, and contributing to streamlined processes.
  • Demonstrated exceptional performance by over-delivering on team quotas each quarter: Q1 (187%), Q2 (166%), Q3 (over 200%), and Q4 (110%).
  • Transitioned the team from a focus on Small and Medium-sized Businesses (SMB) to a strategic enterprise.
  • Enhanced event revenue, planning, and processes, consistently optimizing efficiency after each event, ensuring SDRs surpassed ROI expectations for profitable marketing outcomes.

Team Lead

Backblaze
03.2022 - Current
  • Delivered exceptional results by surpassing quotas, achieving 210%, 700%, and over 1000% in consecutive quarters.
  • Transitioned from meetings booked to meetings completed for quota.
  • Demonstrated effective sales and business development strategies by generating a pipeline of $2.2 million in just 9 months.
  • Successfully mentored an intern, resulting in a full-time offer with the company.
  • Spearheaded a pivotal project in collaboration with sales ops to enhance analytics and refine disposition options for improved efficiency.
  • Directed call sessions and formulated sequence messaging strategies, contributing to team success and effectiveness.
  • Established a strong professional brand within the company as a go-to expert and top performer.
  • Invited by the VP to participate in the hiring process for a new CMO, showcasing the ability to connect and provide critical feedback.
  • Actively participated in a company-wide marketing campaign, with my idea and image being utilized for the successful launch of a new product.

Sr.SDR

ServiceTitan
09.2021 - 03.2022
  • Lead with curiosity-based selling, understanding each client has a unique process and getting them to explain their day and uncover the need for solution.
  • Uncovered current pains and got prospects to agree to a problem in workflow by acknowledging and then quantifying.
  • Cold call prospects and created curiosity to book meetings, while determining if they met current ICP and were a fit.
  • Held one-on-ones with new incoming SDRs to help with role-plays, how to overcome objections and basic sales and prospecting skills.
  • During ramping, time exceeded what would have been quota for ramped reps.
  • Created compelling sequences while utilizing real-life pain points from previous closed/wons and a "storytelling" approach.

Account Executive

Townsquare Media
04.2019 - 03.2020
  • Outpaced quota months in advance.
  • Prospecting new business by cold calling, doing walk ins, networking, asking for referrals and staying in tune with the current market and other competitors.
  • Conduct a deep dive on customer needs analysis to determine KPI of client, leaving no stone unturned to ensure best homework assignment to develop most effective plan of action.
  • Utilized digital marketing tools such as SEO, SEM, geo targeting, conversion zones dashboard analytics etc.
  • Creativity, great brainstorming ideas to get clients maximum ROI and become long term repeat business.
  • Come up with campaign ideas based on client needs and budgets. Stay in contact to keep in front of possible needs and wants of clientele.
  • Help clients in need of radio advertising, write commercials and decide on most effect schedule with advertising dollars to get best results.
  • Help write clients commercials as well as coach them when they voice over their own commercials in our in-house studio.
  • Contribute to event revenue with selling vendor and sponsorship to clients.
  • Hunt ideal prospects for our website services and convert them to use our products and services.

Revenue Recovery Specialist

Immediate Credit Recovery (Dept of Education)
09.2016 - 04.2019
  • Contracted for Department of Education for federally defaulted student loans.
  • Top collector in 2017, 2018 & 2019, consistently earning and maxing out bonuses.
  • Initiate outbound calls as well as taking inbound calls to customers, recouping payments for student loan debt.
  • Collect time sensitive and confidential paperwork to enroll & maintain customer's program requirements.
  • Follow strict scripts for FDCPA to stay in accordance and avoid bonus deduction fees.
  • Went above and beyond to make sure that the client completed the program and stayed in good standing.
  • Build strong rapport and relationships, remembering each customer's individual needs
  • Customer contact center environment, making 120+ calls daily.

Client Advisor

BMW
01.2015 - 09.2016
  • Spent time with clients performing a thorough discovery conversation before any test drives, the goal was to narrow down 2 cars that could be potential buys with all their needs met so we could compare them and then make a decision.
  • Evaluated trade in vehicles and held gross to increase front-end profit.
  • In control of numbers and held profit and adjusted interest rates.
  • Financed and closed deals.
  • Determined the needs of customers following our selection process.
  • Kept in touch with the customer base to maintain long-term relationships. Prospected to increase client base.

Skills

  • Critical thinking
  • Organizational skills
  • Active listening
  • Team building
  • Problem-solving
  • Time management
  • Adaptability and flexibility
  • Goal setting
  • Cross-functional teamwork
  • Coaching and mentoring
  • Strategic planning
  • Social selling
  • Cold calling
  • Reporting & Analytics decision making
  • ABM
  • Generative AI
  • Interpersonal communication
  • Career development

Certification

Justin Michael's Method-JMM INC

4/2023

Pipeline Generation · Pipeline Growth · Business Process Improvement · Enterprise · Audience Psychology · Strategic Planning


Audience Psychology and Executive Leadership-Joe Sabatino 7/2023

Public Speaking · Phycology · Executive Leadership · Leadership · People Management

Tools

  • Salesforce
  • Outreach
  • Zoominfo
  • LinkedIn
  • Sales Navigator
  • HG Insights
  • Salesloft
  • Orum
  • TechTarget
  • PowerPoint


Timeline

Sales Development Leader

Backblaze
02.2023 - Current

Team Lead

Backblaze
03.2022 - Current

Sr.SDR

ServiceTitan
09.2021 - 03.2022

Account Executive

Townsquare Media
04.2019 - 03.2020

Revenue Recovery Specialist

Immediate Credit Recovery (Dept of Education)
09.2016 - 04.2019

Client Advisor

BMW
01.2015 - 09.2016

Similar Profiles

CREATE PROFILE
Cori Lawson