Grace Gurley
Revenue Enablement Manager
Charleston,SC
Summary
Resourceful and cross-functional revenue booster with expertise in lead cultivation, issue resolution and relationship-building. High-level sales cycle knowledge and strong collaborative skills leading to optimum GTM outcomes company-wide.
Overview
2
2
years of professional experience
Work History
Revenue Enablement Manager
MadCap Software Inc
06.2023 - Current
- Continually assess all outbound lead messaging gaps and skills across sales team.
- Develop and maintain outbound lead generation and pipeline growth plans that can be leveraged across GTM teams.
- Establish key cross-departmental relationships to recruit advocates for revenue enablement.
- Create compelling content for enablement training.
- Implement various buyer intent tracking technologies
- Manage MQL to SQL pipeline.
- Find and close lost opportunities
Account Executive
MadCap Software Inc
02.2023 - 06.2023
- Qualified leads, built relationships and executed sales strategies to drive new business.
- Resolved issues promptly to drive satisfaction and enhance customer service.
- Introduced and analyzed sales outbound strategies to iteratively improve lead generation.
- Collaborated with CRO and Lead AE to bring clarity to ICP during economic downturn.
- Created and tested cadences to grow MadCap's post-webinar meeting rate by 50%.
- Trained SDR team on prospecting methods that led to 450% increase in meetings booked.
Sales Development Representative
GoodUnited
01.2022 - 02.2023
- Established relationships with prospects and customers to promote product understanding and drive sales growth.
- Won new business by articulating full value of company's capabilities to prospects.
- Drove 60% of deals created in 2022 for Sales and Marketing
- Aligned Sales and Marketing team on traditional MQL to SQL model
- Ran Qualification calls and Discovery calls to push deals through the pipeline
- Utilized video prospecting to drive 4 enterprise deals in one campaign
- A/B tested cold email strategy
- Worked on a collaborative team to generate interest for our rebrand
- Represented GoodUnited at industry tradeshows
Skills
- Profit and Revenue-Generating Strategies
- Pipeline Development
- Sales Presentation
- Persuasive Negotiations
- Sales Strategies Implementation
- Strategic Selling
- Prospecting and Cold Calling
- Client Rapport-Building
Tech Stack
- LinkedIn Sales Navigator
- Salesloft (admin)
- Salesforce
- Zoominfo (admin)
- Drift (admin)
- Guru
- Hubspot
- Lattice
- Greenhouse
- Gong
- Chili Piper
- Apollo
- ChatGPT
- LavendarAI
Timeline
Revenue Enablement Manager
MadCap Software Inc
06.2023 - Current
Account Executive
MadCap Software Inc
02.2023 - 06.2023
Sales Development Representative
GoodUnited
01.2022 - 02.2023
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