Jason Miller
Franklin,MA
Summary
Results-oriented achiever with proven ability to exceed targets and drive success in fast-paced environments. Combines strategic thinking with hands-on experience to deliver impactful solutions and enhance organizational performance.
Overview
21
21
years of professional experience
Work History
HEAD OF GLOBAL BUSINESS DEVELOPMENT
GitGuardian
Boston, MA
05.2023 - Current
- USA employee #3 - New Build BDR team from 0 to 8. Global team 4 US and 4 EMEA
- Creator of content (templates, sequences), BDR playbook, Product demo webinars, writer of job descriptions (interviewing, hiring, onboarding new staff), designer of quota and comp plans, BDR progression plans and implemented tech stack
- Stakeholder partnership, building lead scoring system with marketing to increase MQL conversion and newly created MQA (qualified accounts) system and implemented PLG strategy
- BDR guinea pig: Self-sourced meetings with McDonald's, Philips Healthcare, ScotiaBank, GoDaddy, HP
- Additional team meetings with: Adobe, Ford, Uber LuluLemon, Boeing, ServiceNow, TikTok, Mastercard etc...
- Increased pipeline creation 125% from H1 to H2 in 2024
- 112% to pipeline creation quota Q1 2025 at $3.36m
- Q1 2025 - $1.1m closed won business resulted in BDR sourced meetings
LEADER OF SALES DEVELOPMENT
CybelAngel
Boston, MA
11.2022 - 05.2023
- Leading a team of global SDRs and Managers - booking qualified meetings to the AE team
- Increased pipeline creation Q4-Q1 by 100%
- Increased phone connect rates 200% and email reply rate 250%
- Identifying process gaps (top of funnel visibility) to increase efficiency and accelerate pipeline creation
- Tech stack review - lean management, reducing spend by $80k
- Onboarding and training of new hires
DIRECTOR OF BUSINESS DEVELOPMENT
ZAGENO
Cambridge, MA
11.2020 - 06.2022
- Multi-level manager of 15 BDRs and 1 Manager
- 7 BDR promotions to SR BDR and 4 to AE
- Skilled program builder - Hiring/Training/Promoting BDRs - Implementing new Systems (tech stack) - TAM Analysis - Developing Emerging Markets (Europe) - Creator of KPIs/Comp plans
- Process Improvement - Identifying workflow gaps to improve conversion efficiencies (AE followup). Including but not limited to: Hiring & onboarding, qualification, cadences, deal cycles
- Leading multiple BDR teams focused on:
- Supplier partnerships, SmB biotech, Enterprise Pharma
- 2021 Increased YoY total meetings & revenue per meeting 100% - 103% to Quota
- 2021 Increased wins attributed to BDR team YoY 50%
SALES DEVELOPMENT MANAGER
Riskmethods
Boston, MA
05.2018 - 10.2020
- Hired, trained and lead team of 8 SDRs for KPI and quota attainment, quality and quantity opportunities
- 108% 2020 quota achievement
- 101% quota achievement 2019: 106% quota achievement for 2018
- 5 SDR promotions - to SR and Enterprise SDRs
- Thought leader on emerging market/industry trends, and TAM analysis
- Reorganized SDR structure, mid/enterprise markets, and verticals to better align with outside sales team
- Implemented new sales enablement tools; Salesforce, DiscoverOrg, InsideView
- Creator of KPIs, sales methodologies, quotas and comp structure for team
- Creator of performance improvement plans, onboarding roadmap for new hires, and sales playbooks
- QBR presentations to Executive team, Founders, and Investors
SALES DEVELOPMENT - TEAM LEADER
The MathWorks
Natick, MA
03.2015 - 05.2018
- Award: 2016 Sales Development Team Leader of the Year: 125% to quota
- Lead a group of 2-3 SDRs for KPI and quota attainment
- Actively involved in onboarding process of new hires
- Training and development of Salesforce, MathWorks product knowledge, and Lead qualification
- Global presence as well, trained Ireland team at newly opened office
- Coaching for impact sessions: This was done by leading time management workshops, call calibration sessions, listen-ins, and increased product knowledge
- Lead daily morning rally meetings, weekly team meetings, and quarterly sales support meetings
- Active participant in marketing meetings to ensure quality lead volume
- Implemented new strategies among the team to improve efficiency and productivity, thus shortening sales cycles and increasing efficiency
- Automated the lead generation system, started call blitz hours, quick start contests, improved overall morale of team
GENERAL SALES MANAGER
Boston Sports Clubs
Canton, MA
01.2014 - 01.2015
- Spearheaded the launch of a new facility in a demographically difficult area with a negative history for health club/gym success, expertly overcoming initial objections and negative feedback on prior and similar companies
- Hired and trained 23 new employees, building cross-functional teams engaged in sales, fitness, front desk operations and housekeeping, overseeing performance and mentoring for achievement
- Designed a comprehensive marketing plan, and piloted a new High Value/Low Cost (HVLC) model being adopted by suburb clubs in an effort to reduce the cost of remaining competitive, in addition to promoting a high-traffic and fast-paced sales environment, and enforcing a daily commitment to 15 key sales strategies
GENERAL SALES MANAGER
Boston Sports Clubs
Boylston Street
01.2012 - 01.2014
- Increased total revenue from $3.6M to $4.5M in less than two years, and increased membership, formally on a downward trend of less than 3,500 with a large percentage of non-renewals, to 3,800, while significantly decreasing cancellations
- Created 11 new corporate fitness client accounts through referral based cold calling and external prospecting
- Signed up over 130 student athletes from Fisher College, setting up an ongoing membership program for the student body
- Won General Sales Manager of the Quarter for Q1 2014, achieved over 120% to goal five months of eight in 2013, and recognized as number one in the region for the same period
GENERAL SALES MANAGER
Boston Sports Clubs
Government Center, West Newton, Natick, Wellesley, Franklin
01.2004 - 01.2012
- Closed the first corporate client in three years at Gov Center the second month of hire, and reduced cancellations by 12% over a six-month timespan
- Achieved a 15% growth, bringing annual revenue to $1.5M during the 2011-2012 fiscal year within the facility that was notably smaller than most in the organization
- Increased overall profits in 2012 by 17% year over year, and achieved a revenue goal of $93K in 2011, exceeding profit goals by $33K
Education
Bachelor of Science - Sports Management (Minor in Hospitality)
Endicott College
Beverly, MA05-2003
Skills
- Friendly, positive attitude
- Teamwork and collaboration
- Customer service
- Problem-solving
- Multitasking Abilities
- Organization and time management
- Problem resolution
- Decision-making
- Flexible and adaptable
Accomplishments
SDR/BDR of the year at MathWorks 2016
Timeline
HEAD OF GLOBAL BUSINESS DEVELOPMENT
GitGuardian
05.2023 - Current
LEADER OF SALES DEVELOPMENT
CybelAngel
11.2022 - 05.2023
DIRECTOR OF BUSINESS DEVELOPMENT
ZAGENO
11.2020 - 06.2022
SALES DEVELOPMENT MANAGER
Riskmethods
05.2018 - 10.2020
SALES DEVELOPMENT - TEAM LEADER
The MathWorks
03.2015 - 05.2018
GENERAL SALES MANAGER
Boston Sports Clubs
01.2014 - 01.2015
GENERAL SALES MANAGER
Boston Sports Clubs
01.2012 - 01.2014
GENERAL SALES MANAGER
Boston Sports Clubs
01.2004 - 01.2012
Bachelor of Science - Sports Management (Minor in Hospitality)
Endicott College