Gabriel Norwood

• Client Acquisition & Market Positioning: Led outreach to mid-sized and large personal injury law firms in competitive U.S. markets (e.g., South Florida, DMV, Philadelphia), leveraging SEMrush and Apollo to identify SEO visibility gaps and PPC inefficiencies.
• Value-Based Selling: Articulated EverSpark’s core differentiators—exclusive market partnerships, measurable ROI (signed cases), and full-service SEO + PPC strategy—resulting in increased interest from firms previously dissatisfied with agency transparency.
• SEO & PPC Strategy Familiarity: Gained deep exposure to legal marketing solutions including technical SEO, local SEO, backlink strategy, LSA/PPC campaigns, and high-intent content marketing.
• Performance & KPIs: Consistently met weekly outreach goals (200+ cold emails, 200+ calls), generated SQLs from cold outbound in saturated markets, and contributed to pipeline acceleration through strategic account targeting.
• Collaboration & Enablement: Worked closely with the Director of Strategy to deliver custom SEO audits and marketing proposals, participated in discovery calls, and helped optimize outbound messaging based on real-time market feedback.

Sales Development Representative → SDR 2 (Inbound/Outbound Hybrid) → Business Development Representative (New Business – Public and Nonprofit Sectors).

• Career Growth: Started as an Inbound SDR, handling incoming leads, and optimizing conversion processes. Promoted to SDR 2 with a hybrid inbound/outbound role. Advanced to BDR, specializing in new business development within the public and nonprofit sectors, focusing on governance and compliance-driven solutions.
• ESG & ARC Solutions Expertise: Worked extensively with ARC and ESG solutions, ensuring organizations align with governance, risk, and compliance (GRC) best practices. Achieved ESG Pitch Certification early in tenure, demonstrating deep expertise in environmental, social, and governance (ESG) frameworks.
• Lead Conversion & Pipeline Management: Led personalized responses to inbound leads, enhancing lead conversion by 43% through multi-channel engagement.
• Outbound Strategy & Client Acquisition: Spearheaded outbound campaigns, increasing new client acquisition by 20% with targeted strategies.
• Sales Performance: Managed a $5.9M sales pipeline, directly contributing to over $1.7M in business wins through strategic outreach.
• Quota Attainment and Efficiency: Achieved 95% of sales quotas by prioritizing high-impact opportunities, while maintaining a 92% conversion rate for 2024.
• Governance & Public Sector Focus: Developed relationships with public sector and nonprofit organizations, aligning solutions with governance and compliance mandates.
• Collaboration and Training: Partnered with account executives for seamless lead handoff, conducted daily lead prioritization meetings, and participated in more than 15 product demos monthly for skill development.
• Developed expertise in Diligent’s Governance, Risk, Compliance, and ESG solutions, mastering key talk tracks.
• Engaged almost exclusively with C-suite executives to drive interest and pipeline growth.
• Earned an ESG Pitch Certification early in tenure, demonstrating deep knowledge of sustainability solutions.

• Lead Qualification: Assisted in identifying and qualifying leads, contributing to the overall sales development process by supporting cold outreach and lead nurturing efforts
• Sales Training: Gained expertise in sales development frameworks and methodologies, focusing on the BANT qualification framework and using tools like Salesforce, ZoomInfo, and Outreach

• Team Leadership: Managed a team of 3 UX designers, reporting directly to the CTO and CCO, ensuring that design goals were met with a 97% success rate
• UX Research & Design: Spearheaded user-centered design initiatives through A/B testing, user interviews, competitive analysis, and SWOT analysis to optimize products based on customer feedback and market trends
• Stakeholder Engagement: Delivered impactful presentations to senior leadership, including stakeholders and chief officers, to align design decisions with business objectives
• Process Optimization: Led daily Scrum sessions and monthly progress reviews, ensuring all design and development tasks were on track and aligned with the company roadmap

• Event Logistics: Managed event coordination, including contract negotiations, vendor management, and technical support for a large-scale music and technology festival
• Team Management: Coordinated with teams to resolve scheduling conflicts and ensured seamless execution of technical and logistical elements during high-pressure events