Erin Jones
Austin,TX
Summary
Experienced and results driven Sr. leader in software sales with a demonstrated track record of growing business and surpassing sales quotas. Able to quickly understand new markets, build a sales strategy, embed a data driven set of methodologies, all to empower sales success. Proven expertise in empowering SaaS sales teams, driving sales, forecasting, territory planning and increasing efficiency through process improvement.
Performance coaching is my passion. Whether I am leading my own team or collaborating with others, my goal is to help lead organizational and transformational change through engaged, well trained, and high performing Sales teams.
Overview
8
8
years of professional experience
Work History
Director - North America Revenue Operations
Auctane
04.2023 - Current
- Oversee end-to-end revenue operations, ensuring alignment between sales, marketing, and customer success teams to drive consistent revenue growth.
- Develop and implement revenue management strategies, optimizing pricing, discounting, and upsell/cross-sell opportunities to maximize profitability.
- Manage and refine CRM systems and sales tools, enhancing data integrity, pipeline visibility, and reporting accuracy across the organization.
- Collaborates with finance and executive leadership to forecast revenue, set targets, and develop actionable plans to meet or exceed quarterly and annual goals.
- Lead a team of analysts and operations specialists, providing strategic guidance, professional development, and performance management to achieve department objectives.
- Establish key performance indicators (KPIs) and dashboards to monitor and analyze revenue metrics, enabling data-driven decision-making and process improvements.
- Conduct regular audits of sales processes and systems, identifying and resolving bottlenecks to improve efficiency and effectiveness across the revenue cycle.
- Partner with sales and marketing leaders to design and execute go-to-market strategies, ensuring alignment with revenue goals and customer needs.
- Analyze market trends and competitive landscape, providing insights that informed pricing strategies, product positioning, and sales initiatives.
- Lead the integration of new sales technologies and tools, driving adoption and ensuring they supported revenue growth objectives.
Head of NA Sales and Customer Development
Auctane
03.2022 - 04.2023
- Led a high-performing sales development team, achieving a 37% increase in qualified leads and pipeline generation over a 1 year time period which lead to
- Developed and implemented scalable sales processes and strategies that resulted in a 10% improvement in closed won conversion rates from opportunities sourced by an SDR.
- Collaborated with marketing and product teams to align messaging and targeting, improving inbound lead quality.
- Mentored and coached a team of 4 Mangers and 32 sales development representatives, fostering a culture of continuous improvement and exceeding performance goals.
- Spearheaded the adoption of advanced sales tools and CRM systems, enhancing tracking, reporting, and overall team productivity.
- Established key performance metrics (KPIs) and reporting frameworks that provided actionable insights and informed strategic decision-making.
- Drove cross-functional initiatives to improve customer experience, resulting in increases in customer satisfaction and retention.
Director - Global Sales Development
Pluralsight
01.2021 - 03.2022
- Led and managed a team of sales development Managers and representatives (SDRs), driving the development and execution of strategies to generate qualified leads and build a strong sales pipeline.
- Developed and implemented training programs for SDR leaders that enabled them to enhance the teams skills in prospecting, qualifying leads, and effective communication in addition to the fundamental leadership skills needed to drive performance
- Collaborated with sales and marketing teams to ensure alignment on lead generation strategies, messaging, and target audience, resulting in an increase in lead quality and conversion rates.
- Established and monitored key performance indicators (KPIs) for the sales development team, regularly analyzing performance data to identify areas for improvement and drive continuous growth.
- Managed and optimized outbound lead generation campaigns, leveraging tools and technologies to increase outreach efficiency and effectiveness.
- Led the adoption and utilization of CRM systems and sales tools, ensuring accurate tracking of prospecting activities, lead status, and conversion metrics.
- Analyzed market trends and customer insights to refine targeting strategies, ensuring the team focused on high-potential prospects and markets.
- Developed and maintained strong relationships with key stakeholders across sales, marketing, and product teams to ensure seamless handoff of qualified leads and alignment on business objectives.
- Implemented and refined outreach strategies, including email campaigns, cold calling scripts, and social selling tactics.
- Conducted regular performance reviews and coaching sessions with SDR leaders, providing feedback and development opportunities to enhance team performance and individual career growth.
- Drove the creation of scalable processes and playbooks that standardized sales development practices, improving efficiency and consistency across the team.
- Monitored and reported on sales development metrics, providing insights to executive leadership on pipeline health, lead flow, and areas for strategic focus.
Executive Director Sales Development
Kazoo
12.2019 - 01.2021
- Built and scaled the sales development function from the ground up, creating processes, playbooks, and metrics that aligned with the company’s rapid growth objectives.
- Recruited, hired, and trained the initial team of sales development representatives (SDRs), fostering a high-performance culture focused on innovation, agility, and results.
- Developed and implemented lead generation strategies
- Collaborated closely with the founding team and other department leaders
- Led the adoption and integration of CRM systems and sales tools
- Identified and prioritized high-potential market segments, focusing the team’s efforts on opportunities with the greatest potential for rapid customer acquisition.
- Worked directly with product and marketing teams to iterate on messaging and positioning based on real-time feedback from the market, ensuring the value proposition resonated with prospects.
- Provided hands-on coaching and mentorship to SDRs, rapidly developing their skills and preparing them for future leadership roles as the company grew.
- Monitored and reported on key sales development metrics, using data to make agile adjustments to strategies and ensure continued alignment with the startup’s evolving goals.
Executive Director Inside Sales
Compeat
10.2018 - 12.2019
- Led and managed a high-performing inside sales team, driving revenue growth through effective sales strategies, coaching, and performance management.
- Developed and implemented scalable inside sales processes, optimizing lead qualification, follow-up, and closing techniques to maximize conversion rates and revenue.
- Monitored and analyzed key performance metrics (KPIs), providing regular reports and insights to executive leadership to inform strategic decision-making and identify areas for improvement.
- Conducted regular training and development sessions for inside sales leaders and representatives, focusing on enhancing product knowledge, sales techniques, and customer engagement skills.
- Led the development and execution of outbound and inbound sales campaigns, tailoring approaches to different customer segments and market opportunities.
- Fostered a culture of accountability and continuous improvement, driving the team to consistently meet or exceed sales targets and performance benchmarks.
- Managed the recruitment, onboarding, and development of inside sales talent, building a team capable of scaling with the company’s growth.
VP Inside Sales
Civitas Learning
09.2016 - 10.2018
- Lead a SaaS enterprise Sales development team, responsible developing $60m+ in qualified pipeline annually by engaging with C-level executives in higher education.
- Led and managed a team of inside sales representatives, focused on driving sales growth within the SMB market segment through effective prospecting, qualifying, and closing techniques.
- Provided ongoing training and coaching to inside sales representatives, enhancing their product knowledge, sales skills, and customer engagement techniques to improve overall effectiveness.
- Managed the end-to-end sales process for SMB clients, from initial outreach to contract negotiation and closing, ensuring a smooth and positive customer experience.
Education
Master of Science - Business Administration And Management
University of Phoenix
Los Angeles, CA06.2023
Bachelor of Science - Business Administration And Management
University of Phoenix
Los Angeles, CA05.2021
Skills
- Sales Strategy Development
- Leadership & Team Management
- Revenue Growth & Profitability
- Market Penetration & Expansion
- Customer Relationship Management (CRM)
- Contract Negotiation & Deal Structuring
- Budgeting & Financial Management
- Cross-Functional Collaboration
- Sales Forecasting & Analysis
Timeline
Director - North America Revenue Operations
Auctane
04.2023 - Current
Head of NA Sales and Customer Development
Auctane
03.2022 - 04.2023
Director - Global Sales Development
Pluralsight
01.2021 - 03.2022
Executive Director Sales Development
Kazoo
12.2019 - 01.2021
Executive Director Inside Sales
Compeat
10.2018 - 12.2019
VP Inside Sales
Civitas Learning
09.2016 - 10.2018
Master of Science - Business Administration And Management
University of Phoenix
Bachelor of Science - Business Administration And Management
University of Phoenix
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