JEFF ROBINSON
Sacramento,CA
Summary
Global Director of Sales Development with over a decade of expertise in leading transformative sales strategies and expanding team capabilities. Demonstrates a visionary approach in achieving a 262% increase in outbound pipeline and securing substantial funding, leveraging skills in Salesforce, ABM, and market research to drive growth and enhance stakeholder relationships. Committed to optimizing sales processes and fostering innovative solutions for sustained business success.
Overview
10
10
years of professional experience
Work History
GLOBAL DIRECTOR OF SALES DEVELOPMENT
Simpplr
Redwood City, CA
08.2024 - Current
- Oversee global sales development, boosting outbound pipeline by 262% annually.
- Secure $51M in pipeline funding, enhancing business growth and opportunities.
- Create onboarding programs, reducing ramp time and improving SDR skills.
- Implement pre-ABM strategies, using analytics to identify and drive interest.
- Optimize outbound processes, improving efficiency and response rates.
- Orchestrated cross-functional alignment between sales development and marketing teams to maximize pipeline quality and conversion rates
GLOBAL DIRECTOR OF BUSINESS DEVELOPMENT
Tungsten Automation
Irvine, CA
12.2023 - 08.2024
- Increased yearly pipeline by 120%, securing $25M in accepted deals.
- Restructured a 30-member international BDR team to enhance global collaboration.
- Led onboarding of external BDRs, improving support for lower-tier products.
- Crafted messaging aligned with ICP pain points, boosting response rates by 50%.
SR. DIRECTOR, SALES DEVELOPMENT
PubNub
San Francisco, CA
06.2020 - 11.2023
- Expanded SDR team from 2 to 30, surpassing pipeline goals by over 100%.
- Introduced outbound SDR role, boosting opportunities by 257% in two years.
- Sales Development efforts contributed to over 70% of company pipeline.
- Promoted 6 SDRs to advanced roles, enhancing career growth.
- Created a standardized SDR playbook for company-wide implementation.
SR. SALES DEVELOPMENT MANAGER
Demandbase
San Francisco, CA
09.2017 - 06.2020
- Led team to exceed sales targets by 110% and 105%, boosting revenue and morale.
- Guided SDR team to top industry performance in 2018, earning recognition.
- Strategically planned targets, enhancing team efficiency and dynamics.
- Created collaborative environment, improving team output and cohesion.
- Analyzed metrics to refine strategies, achieving measurable success.
SENIOR SDR
Demandbase
08.2015 - 09.2017
- Led SDR team to surpass sales goals, achieving $3.2M in 2016 deals.
- Set records for monthly sales and pipeline growth in 2016.
- Excelled in strategic outreach, boosting SDR ranking and revenue.
Education
BACHELOR OF SCIENCE - BUSINESS ADMINISTRATION
CALIFORNIA STATE UNIVERSITY
SACRAMENTO06.2004
Skills
- ABM (Demandbase, 6sense)
- CRM (Salesforce, Hubspot)
- Demand Conversion (Chilipiper, Drift)
- Revenue Orchestration (LeanData)
- Sales Engagement (Outreach, Salesloft)
- Sales strategy
- Sales pipeline management
- Team building
- Employee training
- Market research
- Performance metrics
- Cross-functional collaboration
- Stakeholder engagement
- Effective communication
Awards
- Core Value Award, PubNub, 01/01/22
- Highest Performing SDR Team Award, Demandbase, 01/01/18
Affiliations
- Ran the Honolulu Marathon
- Hiked Machu Pichu
- Recently broke 80 in golf for the first time
Timeline
GLOBAL DIRECTOR OF SALES DEVELOPMENT
Simpplr
08.2024 - Current
GLOBAL DIRECTOR OF BUSINESS DEVELOPMENT
Tungsten Automation
12.2023 - 08.2024
SR. DIRECTOR, SALES DEVELOPMENT
PubNub
06.2020 - 11.2023
SR. SALES DEVELOPMENT MANAGER
Demandbase
09.2017 - 06.2020
SENIOR SDR
Demandbase
08.2015 - 09.2017
BACHELOR OF SCIENCE - BUSINESS ADMINISTRATION
CALIFORNIA STATE UNIVERSITY
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