Craig Henderson
Aiken,SC
Summary
Hardworking and driven sales management professional equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Successful at improving sales procedures to streamline and strengthen processes. Multifaceted leader with analytical and diligent approach to building and leading strong teams. Focused Sales Manager committed to motivating others and offering extensive knowledge penetrating new territories and promoting product lines. Highly effective mentor driven to assess individual and group performance to implement improvements and set goals. Determined individual with background in establishing and nurturing lucrative partnerships.
Overview
8
8
years of professional experience
Work History
US Head of Sales
Azeus Convene
09.2022 - Current
- Handpicked by the CEO to spearhead the development of the sales process, recruitment, and implementation of an Account Marketing GTM strategy for the United States Account Executive and Sales Development Team.
- Expanded market share with targeted sales initiatives and strategic partnerships.
- Streamlined sales processes, resulting in enhanced efficiency and increased productivity.
- Led a high-performing sales team to consistently exceed quotas and achieve top rankings within the company.
- Launched new products successfully by collaborating with cross-functional teams and executing comprehensive go-to-market plans.
- Mentored junior sales staff, fostering professional growth and contributing to overall team success.
- Analyzed market trends to identify new opportunities for business expansion and growth.
- Negotiated contracts with major clients, securing long-term partnerships that generated significant revenue streams.
- Implemented effective CRM tools to track leads, maintain accurate customer data, and optimize the sales process.
- Delivered engaging presentations at industry events, showcasing company offerings and attracting prospective clients.
- Conducted regular territory analyses to ensure optimal resource allocation and maximum coverage of target markets.
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Methodically grew and exceeded sales and revenue targets by 180% across 4 quarters during 2023 fiscal year.
Senior Manager Sales Development Americas
Talkwalker
10.2021 - 08.2022
- Revitalized and implemented the global Sales and Sales Development Playbook; credited with generating over $10 million in net new pipeline in Q1 alone
- Transformed a team of 20 Development Representatives by implementing a GTM strategy, transitioning them from a marketing-focused, inbound lead-dependent approach to a collaborative, personalized, team-oriented, outbound-enabled lead-generating machine
- Reduced costs, optimized resource allocation, and improved efficiency in managing projects.
- Developed strategic plans for business growth, resulting in increased revenue and market share.
- Implemented innovative solutions to overcome challenges, leading to enhanced productivity levels.
- Championed process improvement initiatives that led to significant cost savings without compromising on quality standards.
- Utilized data-driven insights to make informed decisions that resulted in higher returns on investments.
- Provided strong leadership to enhance team productivity and morale.
EGovernance Sales Advisor
Diligent Corporation
03.2021 - 10.2021
- Recruited by the largest governance, risk, and compliance (GRC) software-as-a-service (SaaS) provider to spearhead identifying and engaging potential clients across the U.S and Canada through persistent outbound prospecting
- Increased sales by establishing rapport with customers and identifying their needs.
- Developed long-lasting client relationships by providing exceptional customer service.
- Aggressively pursued sales targets, surpassing the goal by securing quota attainment 155% of target
- Strategically collaborated cross-functionally with Marketing, Product, and Sales teams to identify new Total Addressable Market (TAM)
- Revamped and implemented prospecting and discovery processes for the sales team, extending these changes across the company
- Monitored and analyzed sales metrics and KPIs, implementing strategies to optimize sales efficiency and effectiveness
- Implemented best practices and leveraged technology to streamline sales operations, resulting in a 20% improvement in efficiency and customer satisfaction.
Sales Manager
OnBoard
01.2019 - 03.2021
- Guided the team to achieve a remarkable 58% increase in annual revenue to $2.7M (128% of goal) in 2020
- Successfully secured significant new business opportunities with prestigious institutions like the University of Toronto and industry leaders like Robinhood
- Devised and executed innovative go-to-market (GTM) and account-based marketing (ABM) strategies to maximize the creation of new business opportunities
- Achieved three promotions within a prominent board management software provider, ultimately overseeing a 10-member team responsible for generating $2.1M in annual revenue across the U.S
- And Canada
- Played a pivotal role in the company's expansion into three new verticals, expanding the total addressable market (TAM) to $100M
- This strategic initiative also secured an additional $100M in funding through successful acquisition efforts.
Sales Team Leader
OnBoard
08.2015 - 08.2019
- Led a seven-member team responsible for securing $1.2M each quarter across the U.S and Canada
- Led weekly sales meetings to review performance metrics and develop action plans for continuous improvement.
- Analyzed market trends and competitor activity to identify new business opportunities for the team.
- Streamlined internal processes for increased efficiency in managing sales leads, proposals, and contracts.
- Contributed to the design of an enhanced sales process, incorporating improved value propositions and association partnership strategies, leading to a remarkable 300% increase in association relationships
- Led the team to achieve a substantial 68% increase in sales, reaching $1.7M (140% of goal) while personally contributing $320K (127% of goal) as an individual contributor
- Established and cultivated strategic partnerships with key organizations such as the Armed Forces Financial Network (AFFN), the Association of Governing Boards (AGB), and the Defense Credit Union Council (DCUC)
- Prepared regular sales reports and presentations for the executive team, providing insights into performance, market trends, and opportunities.
Education
Bachelor of Science - Management
Indiana Wesleyan University
Marion, IN08.2015
Skills
- Action-oriented mindset in a fast-paced, rapidly changing growth environment and ability to maintain confidentiality and exercise good judgment
- Proven track record in communicating market advantages to key stakeholders and a commitment to diversity and creating an inclusive workplace
- Strong interpersonal skills include leadership, cross-functional coordination, strategic thinking, problem-solving, analytical, value selling, data-driven, and problem-solving—excellent written, verbal, and presentation communication skills
- Tools: Microsoft Office Suite, Microsoft 365, Salesforcecom (SFDC), SalesLoft, Outreachio, InsightSquared, and Gong
- Technology Optimization, Time Management, Operational Efficiency
- Sales Process evaluation, creation, and engagement
- Sales Presentation, Collateral Design, Solution Selling, Revenue Target Achievement
Area Of Expertise
- Sales Development Leadership
- Data Analytics & Sales Optimization
- SDR Program Development
- Campaign Management
- Training and Development
- Presentation Skills
- Sales and Marketing
- Team Building
- People Management
Timeline
US Head of Sales
Azeus Convene
09.2022 - Current
Senior Manager Sales Development Americas
Talkwalker
10.2021 - 08.2022
EGovernance Sales Advisor
Diligent Corporation
03.2021 - 10.2021
Sales Manager
OnBoard
01.2019 - 03.2021
Sales Team Leader
OnBoard
08.2015 - 08.2019
Bachelor of Science - Management
Indiana Wesleyan University
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