Summary
Overview
Work History
Education
Accomplishments & Certifications
Skills & Interests
Timeline
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Jake Stone

San Francisco,CA

Summary

Extremely ambitious and accomplished Sales Development and Enablement Leader with experience in multiple segments of innovative technology, including, conversation AI, fin-tech, digital marketing, real estate, and manufacturing. Seeking a new opportunity to impact a GTM function with a diverse and unique skillset , one with a major focus on empathetic and empowering leadership, and an entirely data-driven and results-oriented approach.

Overview

3
3
years of professional experience

Work History

Director, Sales Development and Enablement

Tethr
09.2023 - Current
  • Was promoted from to Director from Senior Manager in 11 months
  • Built Sales Development Function from ground up including all foundational structure of multiple SDR functions (IB and OB), including talk track, sourcing strategy, AE-SDR relational framework, career pathing, hiring, and ramp framework, opening frameworks, closing frameworks, case study cheatsheet, etc.
  • Hired 8 total SDRs - Promoted 3 SDRs at least once
  • Acted as Salesforce Admin and general RevOps which consisted of managing entire tech stack consisting of Salesforce, Salesloft, LI Sales Nav, Zoominfo, Lavender, and Orum
  • Function build-out resulted in near immediate 2x of opportunity generation and 2.3x of pipeline generation resulting in $12.3 million in pipeline generation to date
  • Achieved 119% to overall quota and 152% to opportunities generated goal
  • Wrote 86 outbound cadences with constant A/B testing to drive high-quality email and social selling automation
  • Created culture of empowerment, work ethic, and professional development, using transparent and empathetic leadership
  • Collaborated with VP of Sales to create formalized new business sales process including prospecting playbook, discovery checklist, opportunity management worksheet, etc.

SDR Manager

Resolve
06.2022 - 10.2022
  • Created all sales development organizational framework (Cold Calling Bootcamp, Email Personalization Standards, Persona and Industry Driven Talk Tracks, Hiring Framework, Growth Pathing Framework, etc)
  • Single-handedly recruited and hired 3 team members
  • Created and implemented full onboarding plan including extensive documentation on product and company knowledge, SME led sessions, and full sales process training
  • Helped to create and implement hyper-targeted ABX outreach strategy from ground up in collaboration with Director of Demand Generation
  • Led vendor selection and implementation process of Orum
  • Happy to talk to why this was a short stint and give multiple references as to my performance during this time being at an extremely high and consistent level

Senior Manager, Sales Development

Fast Radius
08.2021 - 06.2022
  • Built or revamped 3 functions here as part of the go-public process and was promoted 2x in under 12 months (SDR Manager - Enterprise SDR Manager - SM, Sales Dev)
  • Hired 19 total SDRs - Promoted 14 SDRs at least once
  • Spearheaded vendor selection of, and implemented Vidyard, Drift, and LI Nav, in addition to using Gong, Outreach, SF, ZoomInfo, Dialpad, and LI Sales Navigator as comprehensive tech stack
  • Overhauled quota and commission systems (3xed Opportunities Generated and 3.5xed Pipeline Generation)
  • Wrote 76 outbound cadences with constant A/B testing to drive high-quality email and social selling automation
  • Overhauled career and growth pathing for SDR Function
  • Achieved 151% to overall quota and 221% to opportunities generated goal - directly resulting in $18.1 million in pipeline generation and 41 CW deals, totaling $3.17K in Overall Revenue Generation
  • Created foundational structure of multiple SDR functions, including talk track, sourcing strategy, AE-SDR relational framework, career pathing, hiring, and ramp framework, opening frameworks, closing frameworks, case study cheatsheet, etc.
  • Created culture of empowerment, work ethic, and professional development, using transparent and empathetic leadership

Midwest Team Lead

CloudKitchens
10.2020 - 08.2021
  • Stood up both ISR function and Outside SDR Function (Remote ISR, In-Market SDR) including hiring, training, and day-to-day management
  • Closed multi-year full-service ghost kitchen contracts with local and national restaurant brands totaling $2.14 million in ARR
  • #1 Ranked Key Account Executive in region, #3 ranked in the company despite selling in notoriously difficult market (next closest seller in region totaled $984K ARR)
  • Market opener for Midwest in addition to leading flagship market (Chicago) - Opened and sold out Minneapolis, St. Louis, and Iowa

Education

Bachelor of Science - Marketing Innovation And Intelligence

University of North Carolina At Charlotte
Charlotte, NC

Accomplishments & Certifications

6x Sales Development Function Builder | $30.4 Million in Team Pipeline Generation | $4.2 Million in Team Revenue Generated | 2x President's Club Honors | $3.3 Million in Personal Revenue Generated | Salesforce Certified Admin | Lean Six Sigma Black Belt

Skills & Interests

Salesforce | Zoom | Gong | Outreach | Vidyard | ZoomInfo | Salesloft | Orum | Lavender | LI Sales Navigator | Challenger Method | Solution Selling | Consultative Selling | Empowering Leadership | Democratic Leadership | Level 2 Somm 

Timeline

Director, Sales Development and Enablement

Tethr
09.2023 - Current

SDR Manager

Resolve
06.2022 - 10.2022

Senior Manager, Sales Development

Fast Radius
08.2021 - 06.2022

Midwest Team Lead

CloudKitchens
10.2020 - 08.2021

Bachelor of Science - Marketing Innovation And Intelligence

University of North Carolina At Charlotte

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