Grace Carter
Somerville,MA
Summary
Builder. Whether it's building pipeline, new systems and processes or creating departments from nothing - I pride myself on finding a way or making one.
There is always opportunity, sometimes you just have to build your own door.
Overview
5
5
years of professional experience
Work History
Manager of Student-Athlete Development
Bentley University
05.2024 - Current
- Create 4 year holistic development plan - "Flight Plan" - to improve 600+ DII Varsity Student-Athletes in: Career, Community, Wellness, Finance and Leadership.
- Work with campus partners to utilize resources that exist and create new programs with 0 budget.
- Implement tracking systems to obtain data analysis on completion
- Run SAAC and create leadership initiatives: Captain's Council & Leadership Lab
- Manage community partnerships and plan events for 200+ people at any given time
- Organize NCAA Mental Health Best Practices
- Revamp website to highlight development
- Create, run and grow Athletics LinkedIn page
Director of Global Business Development
Tulip Interfaces
02.2023 - 05.2024
- Proactively read Lightening Sales Ops book to create new process for BDR to AE lead handoff process to promote accountability and data hygiene
- Reduce onboarding time to 3 weeks through custom wiki website
- Grow outbound opportunities by 200% quarter over quarter and hit 50% increased quota in Q3
- Established relationship with marketing to align on messaging, target audience and improve conversion rates
- Created reports to track ROI of outbound activities and marketing initiatives
- Justify 50k worth of spend on AI dialer to increase team productivity by 3x
- Report directly to CRO on KPIs, headcount needs and strategy
- Continuously create & conduct sales enablement for entire organization on: MEDDICC, objection handling, prospecting skills and product knowledge
- Overseeing 16 direct reports (10 US, 2 Budapest and 4 EMEA) and 1 team lead
- Collaborating on a daily basis with marketing, GTM ops & sales leads to ensure alignment on GTM strategy
- Maintain expert level of product knowledge within industry and sales tools (SF, Linkedin, Outreach, Zoominfo)
- Continuously improve sales and handoff processes to be more lean
Business Development Manager
Tulip Interfaces
05.2022 - 02.2023
- Established team from ground up - growing to 10 BDRs in 9 months
- Create scalable training, processes, cadences, playbooks and work to improve free trial
- Define KPIs and create salesforce dashboards to implement metric driven approach to achieving quota to promote consistency and accountability
- Establish outbound motion, 1:1 weekly meetings, team cadence and handle all inbound
- Constantly evaluate processes quarter over quarter to make improvements - ex.) hybrid, round robin, inbound vs outbound teams
- Create career growth path, establish quota, territory alignment and compensation plans
Commercial Account Executive
Datadog
07.2021 - 05.2022
- Generated 45k month to month in pipeline ($500,000 ARR)
- Own entire outbound deal cycle for 100 accounts: prospecting, cold calls, emails, discovery product demo, evaluation, pricing, signature
- Manage multiple deals at once while maintaining pipeline generation and enforcing timelines
- MEDDICC & Challenger trained.
Enterprise Sales Development Representative
Dynatrace
07.2020 - 07.2021
- #1 in QSO in first full quarter of 10 person hiring class, 100% Q2, 150% quota in Q3
- Prospect into enterprise level accounts to generate interest: cold call, email, research, Linkedin
- Covered 4-6 reps to coordinate meetings and properly manage follow ups among prospects.
Education
Master of Science - Sports Administration
Boston College
12.2021
Bachelor of Arts - Political Science
Stonehill College
05.2020
Skills
- Team leadership
- Time management
- Decision-making
- Verbal and written communication
- Complex Problem-solving
- Staff training and development
- Strategic planning
- Operations management
- Cross-functional teamwork
- Lead generation
- Adaptability and flexibility
- Attention to detail
Accomplishments
- Built 4 year development plan and student-athlete development department from zero.
- Built a global BDR team of 15 from the ground up
- Documented and resolved lead handoff bottleneck which led to accurate pipeline and reasons for rejecting meetings between AEs and BDRs
- Improved speed to lead from 3 hours to 10 minutes
- Recipient of 2023 Tulip Grow Award (top 10% of company)
Timeline
Manager of Student-Athlete Development
Bentley University
05.2024 - Current
Director of Global Business Development
Tulip Interfaces
02.2023 - 05.2024
Business Development Manager
Tulip Interfaces
05.2022 - 02.2023
Commercial Account Executive
Datadog
07.2021 - 05.2022
Enterprise Sales Development Representative
Dynatrace
07.2020 - 07.2021
Bachelor of Arts - Political Science
Stonehill College
Master of Science - Sports Administration
Boston College