Hollis Naylor
Austin
Summary
Dynamic sales operations leader with a proven track record at Salient, driving 40% revenue growth through strategic Salesforce CRM enhancements and cross-functional collaboration. Expert in sales strategy and data analysis, I excel in optimizing processes and fostering team productivity to achieve exceptional results.
Overview
13
13
years of professional experience
Work History
Vice President, Sales Operations
Salient
07.2024 - Current
- Drove recurring revenue renewal growth from $6.9M to $9.7M (40%) over two years by scaling renewal volume and increasing average contract value
- Implemented a renewal performance strategy resulting in 20%+ YoY revenue growth and 7-8% annual growth in renewal volume
- Increased average revenue per renewal by 22% through improved outreach strategies and discount structures
- Created an enhanced tracking process for recurring revenue expirations, which resulted in improved ‘on time’ renewal rates
- Responsible for all aspects of Salesforce CRM to manage customer data, track pipeline trends, marketing/engagement history, and lead conversion data to provide business intelligence to the Executive Team
- Created strategies and implemented automations in the CRM to improve forecasting, data integrity, and efficiency.
- Evaluated and implemented a new sales automation platform (Salesloft) for the Business Development Team to increase productivity, trackability, and provide better insights to the Marketing Team on lead quality.
Sr. Director of Sales Operations
Salient
10.2022 - 07.2024
- Lead the recurring revenue renewals team, overseeing all aspects of the renewal process, including customer outreach, contract negotiations, and revenue retention strategies.
- Develop and implement renewal forecast models to accurately predict renewal rates and identify opportunities for revenue expansion.
- Utilize Salesforce CRM to track and manage customer renewal data, analyze renewal trends, and generate insights to drive renewal performance
- Implement best practices for Salesforce CRM usage, including customizing dashboards, reports, and workflows to meet the sales team's needs.
- Developed and implemented strategic initiatives to drive sales growth, optimize sales processes, and maximize sales team productivity
- Collaborate with cross-functional teams, including sales, marketing, finance, and product management, to align sales strategies with overall business objectives and ensure seamless renewal processes and customer satisfaction
- Design and implement sales performance metrics and KPIs to measure and track the effectiveness of sales initiatives.
Director of Inside Sales
Salient
12.2019 - 09.2022
- Led and developed Salient’s Inside Sales team
- Created and implemented a recurring revenue renewal process
- Increased
- Developed and implemented a strategy for capturing recurring revenue for software maintenance agreements from existing and new customers
- Average of 72% growth in recurring revenue renewals since 2019
- Developed and implemented lead generation process for inbound leads.
Inside Sales & Technology Partner Manager
Salient
01.2016 - 12.2019
- Increased recurring revenue sales by an average 29% YOY (2017-2019)
- Documented and maintained customer integration requests.
- Worked closely with the Product Management team to prioritize requests and gathered business-case information for each request.
- Held quarterly meetings with key technology partners to understand product roadmap and mutual customer requests and projects.
Sales Program Coordinator
Salient
10.2014 - 01.2016
- Provide direct support to the VP of Sales, Sales Directors (Eastern, Western & International), Regional Sales Managers, District Sales Managers, and Manufacturing Rep Firms
- Provide quotes and system designs to resellers and the Salient sales team
- Responsible for recurring revenue sales and renewals, Yearly Upgrade Program
- Managed and maintained the Registered Account Program and End User Support Agreement Program
- Responsible for our Hardware and Software Evaluation and Demo programs
- Provide customer service to resellers for general pre and post sales questions
- Responsible for RMA processing and logistics
- Works with manufacturing to resolve urgent order issues and expedite requests
- Works with the marketing department on Sales Program data sheets.
Inside Sales Representative
Salient
10.2012 - 10.2014
- Provide support to all Regional Sales Managers
- Verify information for all hardware and software orders
- Responsible for order processing, order status, and order entry
- Deliver software license information to resellers and end customers
- Offer support to resellers/customers with general sales inquiries
- Distribute daily reports to inform all staff of reseller application statuses and daily order reports.
Education
Bachelor of Science - Psychology
Louisiana State University
Baton Rouge, LA08-2011
Skills
- Sales Operations
- Salesforce CRM
- Salesloft
- Zoominfo
- Marketing Cloud Account Engagment
- Inside Sales
- Lead generation
- Revenue Growth
- Sales Strategy and Process
- Cross-Functional Collaboration
- Data Analysis
- Forecasting
- Sales Performance Metrics
Timeline
Vice President, Sales Operations
Salient
07.2024 - Current
Sr. Director of Sales Operations
Salient
10.2022 - 07.2024
Director of Inside Sales
Salient
12.2019 - 09.2022
Inside Sales & Technology Partner Manager
Salient
01.2016 - 12.2019
Sales Program Coordinator
Salient
10.2014 - 01.2016
Inside Sales Representative
Salient
10.2012 - 10.2014
Bachelor of Science - Psychology
Louisiana State University