Gretchen Dorfman

Denver,CO

Summary

Results-driven Account Manager with a proven track record of exceeding Net Revenue Retention targets and driving growth in the SaaS industry.

years of professional experience

Salesforce

08.2019 - Current

Managed an average of $10-35M in Slack renewals quarterly, consistently meeting or exceeding revenue targets and KPIs
Led high-stakes negotiations with C-suite executives and procurement leaders at strategic clients such as IBM, Warner Media, Target, Moody’s, Deloitte, Airbnb, and Boeing, strengthening partnerships and driving mutually beneficial outcomes
Increased average contract term length by 27% in FY25, driving greater account stability and long-term revenue growth
Drove over $1M in price uplift in FY25 ACV by strategically reducing discounts and maximizing renewal value
Spearheaded forecasting efforts for 6 Enterprise verticals during 6 month leadership absence, delivering accurate revenue projections and actionable insights to support strategic decision-making
Developed and implemented a comprehensive team onboarding program, equipping new hires with the knowledge and skills required for success in their roles
Developed a playbook outlining the renewal motion for how RMs work with cross-functional partners, establishing clear swim-lanes to enhance efficiency, optimize Annual Recurring Revenue, and attain superior outcomes
Onboarded and mentored three RMs, monitoring their progress through regular evaluations and constructive feedback sessions, ensuring their readiness to contribute to the business

Return Path

09.2016 - 07.2019

Managed book of Northern California key accounts totaling over 7 million dollars including Facebook, Wells Fargo, Shutterfly, Netflix, Salesforce, Adobe, Charles Schwab, and Docusign
Responsible for account renewals, upsells, cross-sells, and subsidiary new business sales
Consistently exceeded annual targets
Exceeded 2018 renewal quota by over 25% and exceeded 2018 new business quota by over 15%
Developed critical relationships with C-Level Executives by taking a consultative approach to sales and account management, ensuring the client was getting the best return on their investment
Managed team forecasting for West Coast Customer Success team
Served as mentor/trainer to new Customer Success Managers and played a principal role in their development at Return Path

Unbridled Solutions

10.2015 - 05.2016

Generated new sales by outbound cold calling, networking and aggressive outside sales with potential corporate clients
Exceeded Q1 revenue quota by 40%
Developed high-level relationships with clientele by taking a consultative approach to sales and account management, ensuring the client was getting the best return on their investment and was being managed at an optimal level
Played a principal role in planning and executing the events and programs I sold, including hotel sourcing and contract negotiation
Excelled at leading sales presentations to both small and large audiences
Adept at selling to and working with C-Level executives and decision makers

Kroenke Sports & Entertainment

04.2007 - 10.2015

Exceeded all sales goals each year; final year generated over $800k in new revenue, which was $250k above goal
Was consistently ranked in the top 10% among over 40 salespeople in the organization
Managed post-sale account activity, and serviced and retained over $1M in accounts
Took a leadership role in training new Account Executives and Inside Sales Representatives and frequently led sales training sessions geared towards helping peers better develop their skill set
Played a principal role in the development of the summer sales associate program for the Colorado Avalanche and Denver Nuggets, including hiring, training and management of the associates
Developed high-level relationships with clientele and served as a consultant to help corporate clients optimize their experience and get the best return on their investment
Corporate clients include GreatWest Life, Northrop Grumman, Ortho Colorado Hospital, WhiteWave Foods, Oracle, United Launch Alliance, & Einstein's, among others
Played key role in the implementation and activation of the Colorado Avalanche season ticket renewal program that helped grow new business by more than 10% in its first year

Gonzaga University

Spokane, WA

05-2003

Renewals & Retention Strategy – Expertise in maintaining high Net Revenue Retention (NRR) and mitigating churn risks
Growth & Expansion – Skilled in driving incremental Annual Contract Value (iACV) through discount optimization and upselling
Contract Negotiation & Term Optimization – Proven ability to extend contract terms and improve deal structure

Customer Lifecycle Management – Experienced in managing large books of business, reducing at-risk accounts, and ensuring long-term customer success
Forecasting & Pipeline Management – Strong ability to assess risk and opportunity within the renewals pipeline
Executive Communication & Influence – Experience working with C-suite and key decision-makers to drive favorable renewal outcomes