Summary
Overview
Work History
Education
Skills
Interests
Timeline
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Jamal Gauthier

Senior Sales Professional
Brooklyn,NY

Summary

Sales development professional in high-growth SaaS and open-source markets, specializing in pipeline generation, outbound strategy, and account planning for enterprise and mid-market accounts. Recognized for applying MEDDPICC, Challenger, and Value Selling frameworks to influence buying cycles and for building repeatable processes that elevate team performance.

Overview

2
2
years of professional experience

Work History

Senior Sales Development Representative /Team Lead

Elastic
04.2025 - Current
  • On track to finish FY26 Q2 at 135%+ attainment, marking 5 consecutive quarters above 100% (FY25: Q2 154%, Q3 147%, Q4 129%; FY26: Q1 121%, Q2 135%+).
  • Contributed to $10.1M+ in influenced pipeline across inbound (contact-me forms, cloud trials, MQLs) and outbound prospecting (net-new + expansion) in the Mid-Market business segment.
  • Sourced a $1.3M enterprise opportunity with Sonar Software via cold outbound, advancing into late-stage evaluation and forecasted to close by FY26.
  • Applied MEDDPICC, Challenger Sale, and Value Selling principles to qualify opportunities, uncover whitespace, and influence multi-stakeholder evaluations across enterprise and mid-market accounts.
  • Designed outbound frameworks combining territory planning, targeted cadences, and multithreading, adopted as repeatable best practices team-wide.
  • Partnered with AEs, Sales Engineers, and cross-functional stakeholders to align technical use cases with business value and penetrate enterprise buying cycles.
  • Mentored SDRs on workflow optimization, sequencing, and industry targeting — reducing ramp time and raising average attainment across the pod.
  • Selected by leadership to represent the company at industry events and engage C-level prospects, strengthening market position in competitive SaaS and open-source ecosystems.

Sales Development Representative

Elastic
01.2024 - 04.2025
  • Transitioned from inbound-heavy to outbound-driven SDR model at beginning of FY25, sustaining 45 qualified meetings per month and continually sourcing on average $1.4M pipeline per quarter.
  • Qualified and routed high-volume opportunities from trials, MQLs, and contact-me forms across enterprise, mid-market, and strategic accounts.
  • Leveraged Salesforce, Outreach, LinkedIn Sales Navigator, and AI-driven account scoring to segment territories, identify whitespace, and prioritize campaigns.
  • Collaborated with AEs on account planning and outbound campaigns, directly contributing to pipeline for new SaaS and open-source use cases.
  • Recognized for standardizing outbound best practices and codifying cadences, driving consistency and higher conversion rates across the sales org.

Senior Sales Specialist

Brooklyn Running Company
08.2023 - 01.2024
  • Ranked in the top 20% of sales associates for revenue per shift, regularly exceeding daily sales targets.
  • Delivered 10–15 personalized gait analyses per day with a high conversion rate, ensuring most consultations resulted in immediate purchase.
  • Increased average transaction value by ~15% through consultative cross-selling of accessories (Garmin, Ciele, nutrition) alongside core footwear sales.
  • Partnered with brand reps to launch seasonal collections, driving record weekend sales spikes of 25–30% compared to baseline.
  • Co-hosted community demo runs and in-store events that attracted 100+ participants, creating repeat customer traffic and measurable lift in loyalty program sign-ups.

Sales Advisor

On
08.2023 - 01.2024
  • Closed 20–30 customer consultations per shift through one-on-one gait analyses and personalized product recommendations, consistently ranking among top sellers on the floor
  • Increased average transaction size by 15%+ through effective upselling of apparel, accessories, and wearables alongside footwear purchases
  • Generated repeat business by helping scale the flagship store’s weekly run club to 50+ participants, converting community members into loyal, high-value customers
  • Partnered with store leadership and brand reps to provide front-line feedback on customer preferences that influenced merchandising strategy

Education

B.S. - Strategy, Management, and Operations

Busch School of Business
Washington, D.C
06.2021

Skills

account management & value-based sales; pipeline generation & prospecting; outbound strategy & enterprise engagement; relationship building & executive communication; solution selling & customer success; workflow optimization & process improvement; SaaS & open-source familiarity; event planning & industry partnerships

Interests

AI & emerging technologies in sales; SaaS & open-source ecosystems; data-driven storytelling & visualization; language learning & cross-cultural communication; sustainability & tech for social impact

Timeline

Senior Sales Development Representative /Team Lead

Elastic
04.2025 - Current

Sales Development Representative

Elastic
01.2024 - 04.2025

Sales Advisor

On
08.2023 - 01.2024

Senior Sales Specialist

Brooklyn Running Company
08.2023 - 01.2024

B.S. - Strategy, Management, and Operations

Busch School of Business

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