Erin O’Brien
Chicago,IL
Summary
Strategic and people-first enterprise sales leader with over a decade of experience scaling revenue teams, driving go-to-market innovation, and exceeding performance targets. Proven ability to build new verticals, lead high-impact teams, influence product direction, and shape industry narratives. Known for delivering consistent growth, fostering inclusive cultures, and developing future leaders.
Overview
14
14
years of professional experience
Work History
Large Enterprise Sales Director, Financial Services
Sprout Social
Chicago, IL
01.2023 - Current
- Launched and scaled Sprout’s Financial Services Enterprise vertical, building the team and go-to-market strategy. Drove over 80% year-over-year growth in Q4 and a 62% increase in deal volume. Secured key wins (e.g., Stifel, MoneyGram), led strategic initiatives like Project Credibility Catalyst, and influenced the product roadmap to address compliance gaps and unlock $185K in revenue. Delivered strong team development, performance management, and industry thought leadership.
Director of Growth Sales, NAMER MM/Commercial
Sprout Social
Chicago, IL
08.2021 - 01.2023
- Second-line leader overseeing the North American SMB, Mid-Market, and Corporate Growth Sales Division, driving a 14% year-over-year revenue increase, and earning President’s Club honors (123% to FY21 target).
- Led a team of 39 AEs and 4 leaders across Canada, the U.S., and LATAM, improving performance by 18% through targeted coaching and development. Drove talent strategy, leading to 5 new leadership hires, 24 AE hires, and 27 promotions in under two years.
- Championed DEI as head of Women@Sprout, engaging over 800 members through events, mentorship, and inclusive hiring initiatives.
Sales Manager, MM and Corporate Growth
Sprout Social
Chicago, IL
06.2020 - 08.2021
- Led a sales team of eight AEs, consistently exceeding monthly quotas by 20%.
- Implemented sales training programs that enhanced onboarding and productivity through focus on effort, strategy, and skill.
- Conducted regular performance evaluations and set goals, achieving a 15% increase in individual performance.
Sales Manager, Sr. SMB/MM Account Management
Glassdoor
Chicago, IL
03.2020 - 06.2020
- 104% achievement in Q1 quota performance (Promotion results before joining Sprout Social)
Sales Manager, SMB Account Management
Glassdoor
Chicago, IL
04.2019 - 03.2020
- Directed team of 7 to 10 Account Managers, dedicated to enhancing existing business by renewing annual subscriptions and discovering upsell avenues.
- Awarded "Manager of the Year" after promoting 3 AEs and completing the fiscal year at 106% to quota.
Large Enterprise Account Manager
Glassdoor
Chicago, IL
02.2017 - 02.2019
- Communicated long-term value of Glassdoor’s Talent Solutions to Enterprise clients. Managed complete twelve-month sales cycle, conducting over 50 onsite client visits. Oversaw annual subscription renewals and upsold CPC advertising campaigns. Promoted targeted display ads and analytics services to enhance client engagement.
- Staffing Vertical (2019) earned President's Club distinction by surpassing the annual quota at 118%. Authored Staffing Growth Playbook to streamline tier strategies for partner development.
Commercial Account Manager
Glassdoor
Chicago, IL
02.2016 - 03.2017
- Articulated long-term value of Glassdoor’s Talent Solutions to N. America SMB clients. 102% to annual quota.
Account Representative
Groupon, Inc.
Chicago, IL
06.2014 - 01.2016
- Consulted with prospective businesses to develop customer acquisition strategies with offers on Groupon. 121% to annual target for FY15.
- I piloted a vertical-specific innovation team, Things to Do, in new business and growth sales, completing FY16 at 204% of the target.
Co-Founder and Co-CEO
Njabini Apparel
Njabini, Kenya
01.2011 - 06.2014
- Founded a social enterprise that economically empowers marginalized Kenyan mothers by providing them with the opportunity to be self-sufficient, provide for their families, educate their children, and save for the future. Managed US retail operations including sales and growth strategy and U.S based rotating management team.
Education
Bachelor of Science - Marketing
Providence College
Providence, RISkills
- Sales Strategy Development
- Team Leadership and Management
- Revenue Growth and Target Achievement
- Customer Relationship Management
- Strategic Partnerships and Networking
- Community Building and Engagement
- Market Analysis and Trend Identification
- Sales Training and Development
- Salesforce CRM
- Excellent Communication and Presentation Skills
Volunteer Experience
Flying Kites Global, Njabini, Kenya, 2011-01, Present, I summited Mt. Kilimanjaro and Base Camp of Mount Everest as a part of a fundraising and brand awareness campaign.
References
References available upon request.
Timeline
Large Enterprise Sales Director, Financial Services
Sprout Social
01.2023 - Current
Director of Growth Sales, NAMER MM/Commercial
Sprout Social
08.2021 - 01.2023
Sales Manager, MM and Corporate Growth
Sprout Social
06.2020 - 08.2021
Sales Manager, Sr. SMB/MM Account Management
Glassdoor
03.2020 - 06.2020
Sales Manager, SMB Account Management
Glassdoor
04.2019 - 03.2020
Large Enterprise Account Manager
Glassdoor
02.2017 - 02.2019
Commercial Account Manager
Glassdoor
02.2016 - 03.2017
Account Representative
Groupon, Inc.
06.2014 - 01.2016
Co-Founder and Co-CEO
Njabini Apparel
01.2011 - 06.2014
Bachelor of Science - Marketing
Providence College
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