DONALD C. KELLY
West Palm Beach,FL
Summary
Sales Enablement and Revenue Leader with 15+ years of experience spanning individual contributor sales, sales leadership, and global enablement. Proven track record building scalable enablement programs that increase win rates, accelerate ramp time, and improve pipeline discipline across B2B SaaS, technology, financial services, and regulated industries. Through training programs, workshops, speaking engagements, and a globally ranked sales podcast with over 5M all-time downloads, has directly and indirectly trained millions of sales professionals worldwide. Enablement frameworks and sales systems have contributed to $1B+ in revenue generated by client sales teams. Trusted partner to CROs, Sales Leaders, Product Marketing, Legal, and RevOps. Salesforce Top Sales Influencer (2022-2025) and LinkedIn Top Voice in Sales.
Overview
20
20
years of professional experience
Work History
FOUNDER & PRINCIPAL - SALES ENABLEMENT & REVENUE STRATEGY
The Sales Evangelist
01.2015 - Current
- Designed and delivered end-to-end enablement programs covering discovery, pitching, demos, deal strategy, negotiation, and close.
- Trained millions of sellers directly and indirectly through workshops, executive training, university programs, and digital platforms.
- Built structured onboarding programs that reduced new-hire ramp time by 20-40% across multiple client organizations.
- Developed certification frameworks validating rep readiness in discovery, pitching, demos, and negotiation.
- Created manager coaching systems enabling consistent pipeline reviews, deal inspections, and performance coaching.
- Partnered cross-functionally with Sales, Product Marketing, Product, Legal, and RevOps to align messaging and deal execution.
- Enablement programs contributed to $1B+ in cumulative revenue impact across client sales organizations.
- Built and led sales enablement programs for SaaS, technology, and services organizations from mid-market to enterprise.
- Representative Organizations Trained: Salesforce ecosystem companies, VMware, Intuit, Allstate, Bloomberg, Armor, Quorum, Rock Venture (Quicken Loans), HairClub, Charter Spectrum, Yotpo, Citi Group, New York Life, Consolidated Electrical Distributors.
ACCOUNT EXECUTIVE
Advanced Processing & Imaging
01.2012 - 01.2015
- Carried quota selling document management and process automation solutions to public and private sector organizations.
- Prospected, qualified, and closed mid-market B2B deals end-to-end.
- Managed full sales cycles from discovery through contract negotiation and close.
- Built multi-stakeholder relationships and consistently advanced pipeline.
- Now Upland Software
INSIDE SALES REPRESENTATIVE
Advanced Processing & Imaging
01.2012 - 12.2012
- Generated and qualified inbound and outbound opportunities.
- Supported pipeline creation and deal progression for senior AEs.
MARKETING COORDINATOR / FIELD SALES
Portable Medical Diagnostics
West Palm Beach, FL
01.2010 - 06.2010
- Closed 6 new assisted-living accounts in one month through face-to-face selling.
- Managed relationships with 50+ healthcare facilities.
- Designed operational systems that reduced file retrieval time by 20%+.
- Provided support in the planning, coordination, and execution of promotional campaigns.
ACCOUNT EXECUTIVE / SALES & MARKETING COORDINATOR
Comptec Computer Career Center
01.2006 - 01.2008
- Generated $500,000+ in revenue in 8 months selling training programs via phone, email, and in-person sales.
- Designed and executed a $10,000 radio advertising campaign across South Florida.
- Represented organization at recruiting fairs and industry events.
INSIDE SALES REPRESENTATIVE
DISH Network
Rexburg, Idaho
05.2006 - 09.2006
- High-velocity transactional sales environment with 1-2 call closes.
- Made hundreds of outbound dials weekly and consistently closed new customers.
Education
Bachelor of Science - Sales & Sales Management
Brigham Young University-Idaho
Rexburg, ID01-2010
Skills
- Sales Enablement Strategy
- Global Sales Onboarding
- Value-Based Messaging
- Deal Strategy & Negotiation
- Pipeline Management & Forecasting
- Sales Playbooks & Certifications
- Manager Coaching Frameworks
- Win/Loss Analysis
- Cross-Functional Alignment
- MEDDICC
- Challenger
- SPIN
- BANT
Personal Information
Title: Sales Enablement Director | Revenue Enablement | B2B SaaS & Services
Websites
Thought Leadership And Recognition
- Salesforce Top Sales Influencer (2022-2025)
- LinkedIn Top Voice in Sales
- Author, Sell It Like A Mango
- Host, The Sales Evangelist Podcast (5M+ downloads, listeners in 155+ countries)
Education And Teaching
ADJUNCT PROFESSOR - SALES & SALES MANAGEMENT, Brigham Young University-Idaho, Taught professional selling and sales management., Co-authored Professional Selling and Advanced Selling & Sales Management courseware used in 90+ universities by 5,000+ students.
Timeline
FOUNDER & PRINCIPAL - SALES ENABLEMENT & REVENUE STRATEGY
The Sales Evangelist
01.2015 - Current
ACCOUNT EXECUTIVE
Advanced Processing & Imaging
01.2012 - 01.2015
INSIDE SALES REPRESENTATIVE
Advanced Processing & Imaging
01.2012 - 12.2012
MARKETING COORDINATOR / FIELD SALES
Portable Medical Diagnostics
01.2010 - 06.2010
INSIDE SALES REPRESENTATIVE
DISH Network
05.2006 - 09.2006
ACCOUNT EXECUTIVE / SALES & MARKETING COORDINATOR
Comptec Computer Career Center
01.2006 - 01.2008
Bachelor of Science - Sales & Sales Management
Brigham Young University-Idaho