Dustin Abney

• Demonstrated proficiency in managing a diverse range of ten accounts, comprising two current customers and eight new business opportunities that I aggressively pursued.
• Aligned strategic goals with each account by developing and maintaining 10 comprehensive account plans supported by org charts.
• Achieved a 300% increase in one client's ACV during the initial year of account management.
• Succeeded in retaining a valuable customer facing potential churn by renewing their account
• Generated over $2M in qualified pipeline within the first year in the position.
• In the final stages of negotiating a new logo opportunity worth over $1M with one of the big four airlines, marking the company's first venture into the airline industry.
• Regularly traveled for customer visits where I executed executive level presentations
• Worked closely with SA, SDR, Partner, and ABM teams to ensure cohesive goal alignment for revenue maximization

• Exceeded sales goals and improved profitability by aligning sales strategies and business plans with market trends.
• Boosted team morale and overall sales volume by creating employee incentive sales contests.
• Formalized sales process to enhance operations and promote acquisition of new customers.
• Oversaw management and implementation of new revenue strategies, sales initiatives and customer engagement tactics to increase market share.
• Reduced process gaps by hiring, supervising and coaching employees on sales strategies and protocols, optimizing performance, growth and profitability.
• Tracked monthly sales to generate reports for business development planning.

• Launched the new business development function for Redgate’s U.S. presence in Q2 2020
• Front-line manage a team of 10+ sales and business development reps
• Grew pipeline contribution to the business from $1.6M to $4M+ over the first four quarters
• Successfully proposed a restructure of compensation plans for BDRs vs SDRs
• Coached and developed 3 BDRs into AE positions within our first 3 quarters of working together
• Global Strategic Lead – owning the strategy for the sales and business development function of the business globally for all four primary global offices. Included performing quarterly diagnoses of the function and creating action plans with KPIs to help drive each global region to success.
• Promoted to Enterprise Sales Manager role

• Dedicated account manager for 60 accounts
• Close partnership with BDR and ABM functionalities to strategize and execute account-specific prospecting campaigns
• Used effective communication and interpersonal skills when meeting and speaking with clients, promoting long-lasting relationships.
• Explained and demonstrated product solutions and services in terms client could understand and relate to.
• Put together and implemented personalized solutions for each client.
• Promoted and sold product concepts and offerings to multiple stakeholders across different departments within organization.
• Updated account plans based on changing markets, customer conditions and competitor activity.
• Stepped out of my IC role to take ownership of the new business development function for Redgate-Austin

Other responsibilities include:

• Assisting in the interviewing and hiring process of new reps
• POD leader coaching a group of Redgate sales reps

• Helped launch the new Redgate Austin office as one of the first AE hires in 2017
• Responsible for an annual $1.25-million quota
• Managed accounts across various territory assignments in the North East region
• Routinely met with and presented to customers through onsite visits
• Split selling time across small-mid market accounts and enterprise accounts
• Managed full sales cycle from prospecting to close.
• Responsible for all own outbound prospecting efforts as we had no xDR support in 2017 and early 2018
• Cultivated and developed customer relationships to enable sustained revenue growth.
• Prepared quotes for potential clients, upselling special packages and maintaining high levels of accuracy.
• Drove new business development and client acquisition through cold calling, lead generation and exceptional service.
• Acquired new business and drove revenue streams by providing cutting-edge services to clients.
• Managed complex technical proof of concepts requiring a multi-threaded deal management approach
• Promoted to Enterprise Account Executive

Sales Accomplishments:

• Austin Sales Top Performer: Q2-2017, Q4-2017, Q2-2018, Q3-2018, Q3-2019, & Q4-2019
• Closed the first seven-figure deal, $1.4MM, in company history
• Top producer across the entire company 2018
• Second highest producing rep in Austin for 2019.

• Work closely with my territories AGM to accelerate sales cycles and extend reach into targeted accounts.
• Connect with outbound and inbound prospects, approx 50 calls and 50 emails per day.
• Utilize tools RainKing and SalesLoft daily to build prospecting lists.

• Represented database architecture / management solutions.
• Drove new business development and client acquisition through cold calling, lead generation and exceptional service.
• Cultivated and developed customer relationships to enable sustained revenue growth.
• Q2-2016 Obtained 95% quota attainment of new territory assignment.
• Q3-2016 Exceeded closing sales quota with 195% attainment.
• Q4-2016 Obtained 105% Quote Attainment.

• Effectively built relationships with both established and potential customers.
• Determined business development opportunities and implemented effective strategy for client acquisition.
• Set up potential client contacts, cultivated relationships and followed through on service needs.
• Followed up on inbound leads with an expectations of 100 dials a day and two meetings booked per week

• Promoted business on social media platforms to maximize brand identity and generate revenue.
• Set pricing structures according to market analytics and emerging trends.
• Developed business and marketing plans and prepared monthly financial reports.
• Led startup and opening of business and provided business development, creation of operational procedures and workflow planning.

• Grew customer base through outside sales meetings.
• Directed day-to-day operations by spearheading implementation of short-term and long-term strategies to achieve business plan and profitability goals.
• Conducted performance reviews providing coaching and feedback to benefit both company and employee.
• Managed company operations with responsibility for profit and loss, scheduling, training and inventory control.
• Implemented policies and standard operating procedures and managed quality, customer service and logistics.
• Maintained safety and emergency readiness among personnel by disseminating information on and monitoring compliance with regulatory and organizational policies.