DAN BERGSTROM
Issaquah,WA
Summary
Strategic-thinking leader experienced in turning low-performing organizations into top pipeline producers. Able to manage complex challenges and provide creative solutions. Strong operational and communication skills that create visibility and trust from stakeholders.
Overview
24
24
years of professional experience
Work History
Senior Director of Global Sales Development
Okta/Auth0
02.2020 - 12.2023
- Restructured the global team to achieve 125% of pipeline target YoY
- Implemented an inbound/outbound dedicated motion that provided focus and increased productivity and pipeline output
- Improved process and alignment on outbound motion that resulting in better SDR/AE prospecting netting $320M in pipeline
- Team was responsible for generating 90% of all closed revenue
- Lead planning and execution of the global team through acquisition.
Director of Sales Development
Narvar
03.2019 - 02.2020
- Built out the sales development motion including creating process and hiring a starting team of 10
- Ramped team to 100% attainment within 2 months
- Generated 45% of revenue within the first 9 months.
Director of Sales Development/Operations
Unifi Software, Inc.
06.2017 - 03.2019
- Recruited and hired new team that generated more revenue quarter over quarter than any other team
- Logos included Safelite, Webcor, HotelBeds, BYU
- Managed Partnerships with Microsoft and Amazon that resulted in $3.5M in pipeline in 6 months
- Designed and implemented sales and marketing operations, allowing total pipeline visibility
- Created and manage an inside sales team selling deals directly to SMB and mid-market prospects
- Generated over $10M of net new pipeline in two quarters and increased average deal size by 20%.
Vice President of Global Sales Development
xMatters, Inc.
07.2015 - 03.2017
- Opened a new sales office that produced 35% of company revenue within 6 months
- Hired team of managers and reps, trained them and exceeded ramp expectations by one quarter
- Worked to build out and implement a new process to have the BDR team work deals to 30%
- Generated deals within companies like Oracle, Cisco, Salesforce.com, Comcast, and many more Fortune 500
- Generated over 900 opportunities in first year valued at over $30,000,000 in pipeline coverage.
Manager/Director of Sales Development
WorkFront, Inc.
07.2012 - 07.2015
- Started with a team of 6 SDR's generating 345 qualified sales opportunities and ended with a team of 65 globally generating over 1100 opportunities quarterly
- Generated 95% pipe coverage for a sales team of over 70 that created 45% year over year growth for the company
- Created a BDR outbound prospecting team that is responsible for 40% of the qualified opportunities
- The process created was featured in both the Salesforce.com appexchange blog and a SiriusDecisions best of breed case study
- Implemented a successful coaching program that increased the lead to qualified lead ratio from 5% to 9%.
Sales Development Manager
ADP
01.2012 - 07.2012
- Developed a sales development process from the ground up
- Documented and trained senior executives on the process
- Hired and managed a team of 6 sales developers
- That created over $250,000 in monthly pipeline and over $50,000 in closed monthly revenue in the first 4 months
- Lead a team of sales and marketing leadership in implementing a full digital marketing program
- Responsible for generating 70% of opportunities through outbound prospecting efforts.
Sales Development Lead/Account Executive
inContact
11.2008 - 12.2011
- Managed team of 9 sales developers that generated qualified opportunities for the sales team
- Developed procedures to streamline the process of qualified leads
- Follow up with past leads and uncover new opportunities
- Work closely with both inside and outside representatives to achieve performance goals
- Generated opportunities with VAR partners and resellers that resulted in ongoing strategic partnerships.
Outside Sales Representative
Peak Mobile Com
02.2006 - 10.2008
Messaging Developer/Analyst
ModusLink Corp
04.2000 - 02.2006
Education
Bachelor of Science in Business Administration - Business Administration
University of Phoenix
Salt Lake City01.2003
Skills
- Leadership Development
- Account Based Marketing
- Collaborative Leadership
- Lead Conversion Analysis
- Inbound/Outbound Lead Generation
- Career Mentor
- Salesforcecom Reporting/Dashboards
- Pipeline Analysis
- Project Management
- Culture Transformation
Timeline
Senior Director of Global Sales Development
Okta/Auth0
02.2020 - 12.2023
Director of Sales Development
Narvar
03.2019 - 02.2020
Director of Sales Development/Operations
Unifi Software, Inc.
06.2017 - 03.2019
Vice President of Global Sales Development
xMatters, Inc.
07.2015 - 03.2017
Manager/Director of Sales Development
WorkFront, Inc.
07.2012 - 07.2015
Sales Development Manager
ADP
01.2012 - 07.2012
Sales Development Lead/Account Executive
inContact
11.2008 - 12.2011
Outside Sales Representative
Peak Mobile Com
02.2006 - 10.2008
Messaging Developer/Analyst
ModusLink Corp
04.2000 - 02.2006
Bachelor of Science in Business Administration - Business Administration
University of Phoenix
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