IVAN WESTBROOK
Tampa,FL
Summary
Business development and sales development leader with a track record of building outbound teams, coaching reps, and creating qualified pipeline in B2B technology and SaaS. Leadership has included global coverage, process improvement, recruiting, onboarding, KPI management, and close alignment with Sales and Marketing to improve conversion and handoffs.
Overview
15
15
years of professional experience
Work History
Business Development Director
Caring Transitions of Riverview
Riverview, FL
06.2026 - Current
- Lead business development and marketing initiatives focused on seniors and caregivers navigating major life transitions, including downsizing, relocation, and estate transitions.
- Promoted senior relocation, downsizing, estate liquidation, clean-out, and transition services to families, caregivers, senior communities, and professional referral partners, increasing service awareness.
- Cultivated referral relationships with assisted living facilities, skilled nursing facilities, and independent living facilities to enhance service visibility.
- Established community partnerships and generated opportunities through targeted outreach and relationship development, strengthening local market presence.
- Worked part-time in various roles to support business operations.
Global SDR / BDR Manager
PLOCKMATIC GROUP
01.2025 - 01.2026
- Generated $3M–$5M+ annual pipeline by establishing regional account strategies, standardizing outbound cadences, and measurable prospecting expectations across EMEA, LATAM, and APAC.
- Led a geographically distributed BDR organization and built the operating structure needed to create predictable outbound pipeline across multiple international markets.
- Improved meeting-to-SQL conversion approximately 25% by analyzing qualification gaps, refining messaging, and coaching representatives against real call and pipeline data.
- Developed repeatable BDR operating rhythm—including 1:1s, pipeline reviews, KPI scorecards, coaching sessions, and performance plans—to convert individual activity into measurable pipeline outcomes.
- Directed recruiting, onboarding, development, and performance management while setting clear expectations for productivity, quality, and career progression.
- Partnered with Sales and Marketing to align ICP targeting, messaging, account prioritization, and pipeline handoffs with regional GTM objectives.
- Streamlined multi-channel prospecting across phone, email, LinkedIn, and account-based outreach, leveraging performance data to refine effective strategies.
- Global Team | EMEA, LATAM & APAC | 5 Direct Reports | $3M–$5M Annual Pipeline
Sales Development Manager
CHETU
01.2024 - 01.2025
- Generated $1.5M–$3M+ annual pipeline by combining disciplined account targeting, structured outbound sequences, personalization, and consistent performance management.
- Managed a B2B technology sales development function with responsibility for team performance, outbound strategy, coaching, and pipeline creation.
- Improved rep performance through Gong call reviews, KPI inspection, individualized coaching, and weekly development plans, creating accountability around both activity and conversion.
- Established prospecting benchmarks and operating standards that clarified expectations for representatives and enabled early identification of performance gaps.
- Increased email response rates to over 30% by analyzing campaign performance and coaching representatives on relevant, persona-specific outreach.
- Used ZoomInfo and LinkedIn Sales Navigator to improve ICP targeting, territory planning, account research, and contact-level personalization.
- Worked closely with Account Executives to improve meeting quality, qualification, opportunity creation, and SDR-to-AE handoffs.
- Applied Kaizen principles to outbound processes, testing messaging, cadences, and workflows based on measurable results.
- Supervised four direct reports. $1.5M–$3M Annual Pipeline
Sales Development Manager | Global Business Development Leadership
FLUKE RELIABILITY
01.2014 - 01.2024
- Led one of the largest sales development organizations in my career, transforming business development into a scalable pipeline-generation function that supported enterprise technology sales.
- Generated $44M+ in pipeline contribution by building a structured global outbound engine around clear ICP targeting, sales development processes, rep productivity, qualification, and measurable performance standards.
- Led and developed 30+ SDR/BDR professionals, scaling performance through recruiting, structured onboarding, ongoing coaching, career development, and formal performance management.
- Improved lead-to-SQL conversion 15–20% by identifying funnel leakage, refining messaging and qualification standards, and coaching representatives against conversion data.
- Created management infrastructure for consistent production, integrating KPIs, dashboards, call reviews, pipeline inspections, 1:1s, performance plans, and coaching frameworks.
- Built outbound strategies providing representatives with a repeatable methodology for identifying target accounts, engaging decision-makers, qualifying business needs, and generating sales opportunities.
- Partnered closely with Sales and Marketing leadership to align target accounts, campaigns, lead quality, qualification criteria, and SDR-to-AE handoffs.
- Developed future sales leaders by giving high-performing representatives increased responsibility, coaching them on leadership behaviors, and creating clear development paths.
Sales Development Manager
EMANT
01.2012 - 01.2014
- Generated $10M+ pipeline contribution by creating foundational outbound processes, qualification standards, prospecting cadences, and performance expectations.
- Built and managed an SDR organization supporting an enterprise SaaS sales environment.
- Built a 12-person SDR team through structured recruiting, onboarding, coaching, and performance management.
- Drove 8–12 qualified meetings per representative per month while maintaining 100–110% quota attainment.
- Established repeatable coaching process leveraging activity, conversion, meeting, and pipeline metrics to identify performance gaps and enhance rep effectiveness.
- Introduced continuous improvement practices to enable team to test and refine messaging, prospecting workflows, and qualification processes.
- Partnered with closing sales teams to enhance lead quality and strengthen SDR-to-AE handoffs.
- 12 Direct Reports | $10M+ Pipeline Contribution
Education
Associate of Applied Science - Information Technology
Micro Technology
East Orange, NJ06-1998
Skills
- BDR/SDR Team Leadership Outbound Strategy Pipeline Generation SaaS sales development Recruiting & Onboarding Performance coaching Salesforce SalesLoft / Outreach Gong LinkedIn Sales Navigator ZoomInfo Account Targeting Messaging & Cadence Strategy KPI Management Sales alignment Lead Qualification Pipeline Forecasting Process Optimization
- Salesforce SalesLoft Outreach Gong Chorus LinkedIn Sales Navigator ZoomInfo HubSpot Microsoft Office
- Microsoft Office
- Strategic thinking
- Problem solving
- Territory planning
- Account targeting
- Sales strategy
- Lead qualification
- Revenue forecasting
- Strategic thinking
- Team leadership
- Problem solving
- Pipeline development
- Sales leadership
- Sales training and leadership
Personal Information
Title: BDR MANAGER | GLOBAL SALES DEVELOPMENT | OUTBOUND PIPELINE & TEAM LEADERSHIP
LEADERSHIP VALUE
- Build the Team: Recruit, onboard, coach, retain, and develop high-performing BDRs.
- Build the System: Create repeatable outbound strategies, messaging, cadences, KPIs, and operating rhythms.
- Build the Pipeline: Connect activity to qualified opportunities, pipeline creation, conversion, and revenue.
- Build the Culture: Establish accountability through transparent metrics, frequent coaching, recognition, and continuous development.
- Build for Scale: Partner with Sales and Marketing to continuously improve ICP targeting, campaign execution, lead routing, qualification, and funnel conversion.
Timeline
Business Development Director
Caring Transitions of Riverview
06.2026 - Current
Global SDR / BDR Manager
PLOCKMATIC GROUP
01.2025 - 01.2026
Sales Development Manager
CHETU
01.2024 - 01.2025
Sales Development Manager | Global Business Development Leadership
FLUKE RELIABILITY
01.2014 - 01.2024
Sales Development Manager
EMANT
01.2012 - 01.2014
Associate of Applied Science - Information Technology
Micro Technology