Summary
Overview
Work History
Education
Skills
Accomplishments
Timeline
Generic

Doug O'Day

Summary

Highly accomplished B2B sales leader with 20+ years' experience exceeding sales targets, nurturing client relationships, and fueling revenue growth. Competitive SaaS salesperson known for delivering results by understanding client challenges and developing effective business strategies.

Overview

16
16
years of professional experience

Work History

Enterprise Account Executive

4SITE by CORT
11.2022 - 11.2023
  • Sold software-as-a-service (SaaS) proptech platform to provide utilization and occupancy data for corporate real estate, facilities, and workplace experience teams. As of November 2023, 4SITE was dissolved.
  • Generated over $5.2MM in new sales pipeline for the east coast territory.
  • Led end-to-end sales processes including prospecting, discovery, needs assessment, product demo, proposal development, negotiation and contract.
  • Performed market research, attended industry events and prospecting activities to identify potential high-quality leads resulting in a 30% increase in lead generation.

Enterprise Account Executive

Zerocater
07.2022 - 11.2022
  • New business sales for corporate catering SaaS platform targeting high growth and enterprise companies.
  • Developed over $1MM in new sales pipeline opportunities for northeast territory - 56% increase over previous 6 months.
  • Directed a comprehensive sales cycle involving prospecting, discovery calls, stakeholder identification, needs evaluation, product demo, proposal, pricing and contract negotiation.
  • Implemented lead generation strategy resulting in 78% increase over previous quarter.

Consultant

Kinney + Kinsella
09.2017 - 06.2022
  • Consulted with integrated branding and creative services agency on client strategy and business development.
  • Prospected, qualified and pitched brands for agency representation.
  • Consulted clients on media strategy and produced co-op media plans for 40 brands. Worked with media partners to develop strategic added value programs for clients.
  • Developed OOH strategy for Perry Ellis and Original Penguin. Secured North America media buy at 34% discounted rate.

Sales Director

Pace Communications
08.2019 - 01.2020
  • Sales lead on the Hilton Hotels and Resorts luxury portfolio for print and digital advertising.
  • Directed the sales and advertising strategy for the sales team. Developed budget and revenue expectations. Led the development of category presentations and sales materials.
  • Managed global sales team. Forecasted revenue projections and approved advertising contracts. Increased revenue per page results by 21% over previous issue.
  • Prospected agencies and brands for new advertising partnerships. Conducted presentations and negotiated rates for new advertising partnerships with luxury brands and agencies.

VP, National Sales

Adspace Networks
05.2015 - 07.2017
  • Led new business development efforts for retail, luxury goods, beauty, CPG and fashion categories.
  • Spearheaded a highly successful new business initiative, resulting in the acquisition of over 25 new clients and the generation of $1.5MM in new revenue.
  • Promoted from Director to Vice President due to sales results.
  • Led marketing redesign of presentations and collateral materials. Coached the sales team on strategies to sell to luxury, fashion and beauty accounts.

Sales Manager-National Accounts

EYE Corp Media
02.2012 - 04.2015
  • Sold Out-of-Home (OOH) advertising, specializing in the retail, luxury goods, beauty and fashion categories.
  • Highest revenue producer on sales team for 2014 & 2015 surpassing 110% of goal for 2014 with $3.7MM in revenue.
  • Generated 28 new accounts in 2013 & 2014 resulting in $1.4MM in new business.
  • Coached New York sales team of 2 reps and mentoring one to surpass 100% of sales quota.

Senior Account Manager, Enterprise

eMarketer
02.2009 - 01.2012
  • Promoted to enterprise account lead on Fortune 1000 client list for digital marketing intelligence SaaS platform.
  • Established strategic relationships with C-level and senior clients in advertising, media, financial, CPG and pharmaceutical sectors, exceeding a 92% renewal rate for 2009, 2010 and 2011.
  • Generated new revenue by upselling and creating enterprise subscriptions across client list. Secured a global enterprise agreement with Ogilvy resulting in $1MM in annual recurring revenue (ARR) and a 470% increase in spending.
  • Established contract terms with stakeholders and procurement teams. Increased the AOL enterprise subscription 300%, elevating the Annual Contract Value (ACV) from $75K to $300K.

Business Development Manager

eMarketer
03.2008 - 02.2009
  • Led business development efforts to sell market research, data and digital marketing intelligence platform to agencies and brands.
  • Exceeded quota by achieving 150% of goal. Sold enterprise subscription to Omnicom Media Group EMEA - largest new business win of the year for eMarketer.
  • Devised territory sales plan and controlled pipeline opportunities through stages of lead generation, qualification, meetings, buyer consideration, proposals, deal close and post-sale.

Education

Bachelor of Science (B.S.) -

West Virginia University
Morgantown, WV

Skills

  • Enterprise Sales
  • Consultative Selling
  • Business Development
  • Sales Prospecting
  • Negotiation
  • Key Account Management
  • Sales Presentations
  • Proposal Development
  • Pipeline Management
  • Objection Handling
  • Relationship Building
  • Sales Strategy
  • Forecasting
  • Product Demonstrations
  • Customer Relationship Management
  • Value-based selling

Accomplishments

  • Sold $1MM global enterprise agreement - one of the largest in eMarketer history
  • Generated over 25 accounts totaling $1.5MM in new business with Adspace Networks
  • Achieved 150% of quota developing new business for eMarketer international expansion
  • Renegotiated AOL enterprise subscription by 300% - second largest increase in eMarketer history

Timeline

Enterprise Account Executive

4SITE by CORT
11.2022 - 11.2023

Enterprise Account Executive

Zerocater
07.2022 - 11.2022

Sales Director

Pace Communications
08.2019 - 01.2020

Consultant

Kinney + Kinsella
09.2017 - 06.2022

VP, National Sales

Adspace Networks
05.2015 - 07.2017

Sales Manager-National Accounts

EYE Corp Media
02.2012 - 04.2015

Senior Account Manager, Enterprise

eMarketer
02.2009 - 01.2012

Business Development Manager

eMarketer
03.2008 - 02.2009

Bachelor of Science (B.S.) -

West Virginia University

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Doug O'Day