Salesforce
Cristina (Tina) Montanez
Minneapolis,MN
Summary
Experienced entrepreneurial sales professional with 6+ years of expertise in acquiring and retaining high-value accounts, developing sales channels, and optimizing connections. Demonstrates exceptional organizational, multitasking, and territory building skills. Expert in growing networks, developing creative sales strategies and promoting customer satisfaction through a consultative and transparent approach.
Overview
9
9
years of professional experience
Work History
Sales Project Consultant
Freelance
05.2024 - Current
- Provide full-time and part-time support and guidance to clients in various industries including, but not limited to SaaS, IT & Technology, Manufacturing, Professional Services, Retail, Restaurants, and Financial Services
- Work with clients on specific projects, ranging from conducting outbound sales to assisting with new-hire sales training, building out sales processes within clients' CRMs, building out sales playbooks and content, aiding in customer support/success, and assisting in data clean-up
- Perform outbound sales campaigns for clients via email, calling, and LinkedIn, which has led to an average 22% increase in qualified leads for clients' Sales departments
- Conduct product demonstrations and answer customer inquiries via Zoom & Google Meet, facilitating informed purchasing decisions for decision-makers and C-suite executives
- Partner with sales teams to identify upsell opportunities, contributing to a 19% increase in average deal size for a client
- Record notes in CRMs such as HubSpot, Salesforce, Zoho, and Excel to help with the steps to onboard new customers and provide account managers with the most accurate prospect and customer profiles
- Train teams of upwards of 25 sales reps per client to efficiently utilize their technology stack(s), prospecting practices, and opening and closing methods.
Outside Sales Territory Manager
Heartland Payment Systems
11.2023 - 05.2024
- Responsible for selling merchant services offerings to small and growing businesses ($2-5 mil in revenue), specifically payment processing software and hardware to hit their monthly quota of $8k mRR.
- Responsible for daily client management activities, including outbound prospecting, contract negotiations, customer presentations, account sign-up and activation, and account management of a portfolio of existing customers.
- Daily prospecting activities included identifying revenue opportunities within assigned territory through face-to-face or door-pulling, prospecting and meetings, cold-calling, utilizing marketing programs for outreach, and participating in networking groups to build partnerships
- Conducted in-person and virtual assessment meetings with prospects to identify appropriate contacts, qualify, and drive leads through the pipeline.
- Identify and close additional product and service sales with existing clients to further develop client relationships.
- Continuously built and developed knowledge of Heartland’s current product/service portfolio and changes and developments within the payments industry to remain up-to-date.
Head of Sales Development
maxRTE
03.2023 - 08.2023
- Reported directly to the CEO and was responsible for building the SDR function strategy and processes from scratch in HubSpot to support the Sales Directors.
- Led the new Sales Development function within maxRTE’s go-to-market team to help find new business for the Discovery and RTE products.
- Successfully cleaned up CRM data to support the Sales Directors and Customer Success Team in providing accurate information so they could effectively target accounts and prospects and properly serve existing customers.
- Built out the sales cadence sequences, email templates, playbooks, and call scripts to assist the Sales Directors and the SDR team in streamlining outbound outreach while building out reports and dashboards to gauge the outreach effectiveness.
- Initiated the hiring process of two new SDRs with the expectation of training them to meet and exceed SDR quotas for prospective contacts and book qualified meetings.
Sales Manager
HubSpot
02.2018 - 01.2023
- Developed and managed a sales team of 8 reps to meet monthly goals: activity, pipeline, forecasted opportunities, and revenue targets, in addition to helping them develop critical sales tactics and strategies to sell HubSpot’s products better and improve their sales acumen
- Averaged a 101% team attainment for monthly quota during 11 months as Manager
- From November 2022 to January 2023, I assisted the Ramp Manager in revamping the new-hire training processes for enhanced sales enablement content.
- Built out PowerPoint decks and ran training sessions with new hire cohorts, including sales reps in their first-month in-seat, up to 12 months in-seat.
- Additionally, ran division-wide training sessions that could have upwards of 120 reps joining a single session.
- Built out a Small Business Rep Handbook that served as the new content all new-hire reps utilized to get ramped up in training.
- Worked closely with executive management, sales enablement, recruiting, marketing, and product teams on tasks that helped move more significant company initiatives forward and drive overall business success.
- As a data-driven organization, I was required to use various measurement tools, including HubSpot CRM, dashboards and reports, scorecards, and surveys, to gauge the effectiveness of my work within my team.
- Built skills, confidence, and trust with my reps, as well as providing developmental feedback for continuous improvement.
- Worked and collaborated with other sales managers, directors, and executives across our sales organization to convey and execute company initiatives and directions.
- Maintained and grew team headcount through recruiting, selecting, and training new sales talent.
- Maintained professional and technical knowledge of HubSpot’s entire product suite to effectively train my team on the product use cases and positioning statements for each tool
Senior Inbound Growth Specialist- L4 (Account Executive)
HubSpot
03.2021 - 03.2022
- Promoted to Senior L4 Growth Specialist due to attainment, successfully achieved 147% of annual quota attainment
- Qualified for HubSpot’s President’s Club, given to reps who hit a minimum of 125% of annual quota attainment and have balanced performance.
Interim Manager
HubSpot
08.2021 - 09.2021
- Took over a team of 5 reps to temporarily work as their interim manager while their manager was out on sabbatical
- Mentored, helped close deals and ran training sessions while carrying my rep quota
- I successfully managed the team to attain 110% for the month and overperformed my sales quota, hitting 117% for the same month
- Before taking over my team as an official Sales Manager, I did not miss quotas for 24 consecutive months.
Team Lead
HubSpot
03.2021 - 09.2021
- In addition to performing my sales activities and carrying a personal quota, I was selected as a Team Lead to mentor our team of 9
- Assisted and guided new hires and tenured reps in learning the product more technically, improving their individual sales processes, and aiding in their deal progression and closing
- Designed and built training sessions for the team to help with areas of struggle and areas on which the team wanted more education or practice.
Inbound Growth Specialist- L3 (Account Executive)
HubSpot
08.2020 - 09.2021
- Promoted to L3 due to attainment, successfully achieved 137% annual quota
- Qualified for HubSpot’s President’s Club, given to reps who hit a minimum 125% annual quota attainment and have balanced performance.
Inbound Growth Specialist- L2 (Account Executive)
HubSpot
02.2018 - 08.2020
- Identified new business opportunities through cold calling, networking, marketing and prospective database of leads.
- Positioned the value of HubSpot’s software and the Inbound Methodology, focusing on companies primarily between 5-250 employees.
- Met with customers to discuss and ascertain needs, tailor solutions, conduct product demonstrations and close deals.
- Negotiated prices, terms of sales and service agreements for new-net as well as an existing customer portfolio for any upsell/cross-sell opportunities.
- Personally demonstrated HubSpot’s product suite, depending on the use case and needs of the prospect or customer, keeping up-to-date on product and marketplace knowledge.
- Partnered with marketing and technology departments to execute sales strategy as the company introduced enhancements to existing solutions and releases of new products.
- Successfully achieved 101% of annual quota in 2018 and completed 88% of annual quota in 2019.
Business Development Manager
Addison Group
06.2016 - 01.2018
- Successfully billed 21 new clients throughout 2017 who had previously not worked with the organization.
- Was responsible for prospecting new and expanding business for the Boston Finance and Accounting division.
- Researched, identified, and sold to potential users of temporary or permanent staffing firms by contacting prospective clients through prospect calls, ad calls, lead follow-up, MPC (most placeable candidate) calls, reference checks, etc., and developed a marketing plan to break new accounts
- Validate candidates’ references and communicate with previous employers to qualify capabilities and verify work history.
- Scheduled and attended meetings with hiring managers for sales activities such as client visits, prospecting, and networking events.
- Demonstrate working knowledge of finance and accounting principles to leverage candidates and create strategic selling plans.
Recruiter- Finance & Accounting Division
Addison Group
07.2015 - 06.2016
- Responsible for initiating, developing, and maintaining relationships with candidates to assist with their career development specific to Finance and Accounting through in-person meetings, Skype meetings, quality/expansion calls, and emails.
- Facilitated the full-cycle recruitment process across all candidate levels; areas of focus for recruiting included CFOs, Controllers, SOX/Internal Controls Specialists, Internal Auditors, Tax Professionals, Staff/Senior Accountants, AP/AR Specialists, Payroll Specialists, CPAs, FP&A, and Financial Reporting professionals.
Education
Bachelor of Arts - International Studies
University of Wisconsin - Madison
Madison, WIBachelor of Arts - Spanish Literature & Linguistics
University of Wisconsin - Madison
Madison, WIImmersive Study Abroad Program
Universidad Complutense De Madrid
Skills
- MEDDIC Selling
- SPIN Selling
- Sandler Training
- Challenger Sales
- Customer / Account Management
- Sales Enablement
- Full-Cycle Sales Process
- Process Improvement
- Customer Success
Software
HubSpot
Zoho
Mondaycom
Atlas
Bullhorn
Workday
Greenhouseio
Asana
Gongio
LinkedIn Sales Navigator
ZoomInfo
Slack
Zoom
Vidyard
Google Workspace
Looker
Calendly
Timeline
Sales Project Consultant
Freelance
05.2024 - Current
Outside Sales Territory Manager
Heartland Payment Systems
11.2023 - 05.2024
Head of Sales Development
maxRTE
03.2023 - 08.2023
Interim Manager
HubSpot
08.2021 - 09.2021
Senior Inbound Growth Specialist- L4 (Account Executive)
HubSpot
03.2021 - 03.2022
Team Lead
HubSpot
03.2021 - 09.2021
Inbound Growth Specialist- L3 (Account Executive)
HubSpot
08.2020 - 09.2021
Sales Manager
HubSpot
02.2018 - 01.2023
Inbound Growth Specialist- L2 (Account Executive)
HubSpot
02.2018 - 08.2020
Business Development Manager
Addison Group
06.2016 - 01.2018
Recruiter- Finance & Accounting Division
Addison Group
07.2015 - 06.2016
Bachelor of Arts - International Studies
University of Wisconsin - Madison
Bachelor of Arts - Spanish Literature & Linguistics
University of Wisconsin - Madison
Immersive Study Abroad Program
Universidad Complutense De Madrid
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