JENNA LICHTIG
El Dorado Hills,US
Summary
Sales Director who is agile, comfortable embracing change, a true team-player, and loves working with sellers and sales leaders to drive company KPI's and support customers.
Overview
11
11
years of professional experience
Work History
Director of Sales
Northstar Money - Financial Wellness Benefit
08.2022 - Current
- Responsible for driving sales growth and achieving revenue targets for GTM sales organization ($4.5 Million Annual Quota)
- Manages team of 8 Account Executives and one Sales Development Manager to achieve ARR goals
- Built & executed hiring pipeline & goals to align with the company revenue targets
- Monitored and coordinated workflows to optimize sales team efficiency; implemented sales playbook and systems needed to support a high-growth team
- Managed revenue models, process flows, operations support and customer engagement strategies.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
Director of Sales
Classy.org - Nonprofit Software
05.2021 - 08.2022
- Directly oversaw 9 Account Executives while carrying a 2.5million dollar quota
- Reported directly to Chief Growth Officer to ensure pipeline generation goals, ARR goals, & accurate forecasting were accomplished
- Spearheaded quarterly/annual business objectives & KPIs while working with C-Suite
- President's Club/Top Director for FY22 (114% Attainment) - FY23 Top Director for
Q1 & Q2 (Q1 174%, Q2 114%) - Developed and executed a strong talent management plan and implemented Business Development team
to support Account Executive's at a 2:1 ratio to generate pipeline
Senior Sales Manager
Classy.org
02.2019 - 05.2021
- FY21 Q1 Attainment - 130%, FY21 Q2 Attainment - 118%, FYQ3 Attainment - 110%, FYQ4 Attainment - 114%
- Managed and maintained rigor and thought leadership across 8 Account Executive's while being a trusted leader and mentor - maintained consistency around pipeline goals & ARR targets
- Actively involved in quarterly and annual business objective planning & KPIs to drive excellence - FY21 Manager MVP (Highest Attainment)
- Maintained consistency and focus on hiring and recruiting for potential sellers - Promoted 4/7 reps in FY21
Enterprise Sales Manager
Classy.org
10.2018 - 02.2019
- Managed team of 8 Account Executive's selling into organizations of $20-50million in revenue annual quota of $10.8 million ARR)
- Performed both inbound and outbound sales techniques using MEDDICC
- Liaison between Enterprise and Mid-Market teams while working alongside marketing cross-functionally
- Actively recruited team of Account Executives and maintained recruiting pipeline on quarterly basis
- Coached and led team towards forecasting accuracy, pipeline management & stage movement
Mid-Market Sales Manager
Classy.org
07.2016 - 09.2018
- Managed team of inside Sales Reps from cold call to close in sales process - Coached Account Executives on cold call tactics, prospecting best practices and nonprofit industry knowledge to drive deals forward and execute on team quotas
- Q1 - Quota Attainment 113%, Q2 Quota Attainment 103%, Q3 - Quota Attainment - 93%, Q4 - Quota Attainment - 109%
Mid-Market/Lower ENT Account Executive
Classy.org
07.2015 - 07.2016
- Sold into new business for organizations from 5million-50million in annual revenue
- Stack ranked Top Rep for Q1-Q3 in new bookings on team of 9 reps
- Identified sales opportunities and converted client meetings into revenue via a targeted approach
- Maintained over 100%+ of quota for 4 consecutive quarters
- Prospected and objection handled for all new business while generating AE sourced pipeline to exceed goals - Pioneered Team Lead role and was Team Lead for Mid- Market Segment for 3 quarters
SMB Account Executive
Classy.org
01.2014 - 07.2015
- Created & qualified net new leads/accounts from $100K-$500K in annual revenue
- Generated new appointments/ran full cycle demo's for nonprofit organizations
- Organized promotional events and interacted with community to increase sales volume
- Top AE Rep for 4+ Quarters (100%+ Attainment) - Promoted to SMB Team Lead Role 6months into ramp quota
SMB Account Executive
ACTIVE Network
10.2012 - 12.2014
- Sold into New Camps/Schools for camp and class management software
- Performed full sales cycle from outbound prospecting to facilitating demos and contract negotiation
- Performed ROI & pricing calls for school and camp Directors
- Achieved sales goals and service targets by cultivating and securing new customer relationships
- Top 3 AE for FY2014 (104% Attainment)
Education
Bachelor's Degree - Pre-Law
San Diego State University
San Diego01.2011
Bachelor of Science - Business
John Cabot University
Rome, Italy02.2010
Skills
- MEDDICC, Challenger Sale, BANT, Sandler Selling
- CRM Experience: Salesforce, Hubspot
- Zoominfo, Outreach, Salesloft, Apolloio, LinkedIn Sales Navigator
- Responsive, Notion, Lattice, Ironclad
- RFP Responses & Procurement Negotiation
Associations
- President's Club/Top Director for FY22 (114% Attainment)
- Director of Sales Member (WISE)
- HR Tech/SHRM Member
IRONMAN Triathlon, Snowboarding, Raising 2 good humans
As a life-long athlete & mom of 2, I have a strong sense of discipline, an un-matched work ethic and excellent time management and people skills. I am a goal-oriented and results-focused individual who has a strong & consistent track record of success.
Timeline
Director of Sales
Northstar Money - Financial Wellness Benefit
08.2022 - Current
Director of Sales
Classy.org - Nonprofit Software
05.2021 - 08.2022
Senior Sales Manager
Classy.org
02.2019 - 05.2021
Enterprise Sales Manager
Classy.org
10.2018 - 02.2019
Mid-Market Sales Manager
Classy.org
07.2016 - 09.2018
Mid-Market/Lower ENT Account Executive
Classy.org
07.2015 - 07.2016
SMB Account Executive
Classy.org
01.2014 - 07.2015
SMB Account Executive
ACTIVE Network
10.2012 - 12.2014
Bachelor's Degree - Pre-Law
San Diego State University
Bachelor of Science - Business
John Cabot University
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