Jennifer O'Brien
North Chesterfield,VA
Summary
Seasoned SaaS account executive and sales trainer with nine+ consecutive years of demonstrated success exceeding quota. Strong knowledge of B2B sales, product implementation and relationship management with college and universities. Team leader with excellent attention to detail who thrives in a fast-paced environment.
Overview
14
14
years of professional experience
Work History
Director of Business Development
Hawkes Learning
08.2023 - Current
- Participate in sales presentations and closures, leveraging strategic insights to secure new business
- Collaborate with the C-Suite on GTM for private equity investment initiatives in the sales department
- Assist with GTM strategy for 9 new editions and 2 new product launches including internal and external collateral
- Recruit, train and manage a team of high-performing SDRs, and recruit and train Sales Reps.
Business Development Manager
Hawkes Learning
07.2021 - 07.2023
- Drive market share by assisting sales team in closing high-level, complex adoptions in higher education institutions
- Responsible for recruiting, training, and leading a team of SDRs, and recruiting and training Sales Reps
- Participate in strategic product roadmap decisions, initiatives, and partnerships to promote company growth
- Collaborate with Marketing to optimize sales messaging, outreach and events.
Sales Enablement Solutions & Learning Manager
Hawkes Learning
06.2018 - 07.2021
- Collaborate with sales reps on high-stakes sales opportunities including in-the-field support
- Consult and advise Sales Reps on SPIN and Solution Selling to maximize sales potential
- Design, implement, and deliver the onboarding program for new Sales and Customer Success Reps including product training modules, assessments, and playbooks
- Present ongoing department-wide and 1:1 training for Sales, Marketing, and Customer Success teams regarding product knowledge, competition, process, and professional development
- Analyze competitor products and create internal and external collateral highlighting key differentiators to drive sales messaging for the department
- Work cross-functionally with Product and Content teams advocating for customers and driving innovation for all new edition, product, and feature initiatives
- Develop and streamline processes and documentation to improve new account implementation.
Account Executive
Hawkes Learning
07.2009 - 05.2018
- Consistent top performer – surpass every annual quota by up to 250% and within top 10% of sales reps
- Nationwide travel (~ 50%) to sales presentations, implementation meetings, and tradeshows
- Lead individualized solutions for complex national new accounts and expanded customer accounts
- Manage the full sales cycle, including market research, identifying and prospecting sales opportunities, and delivering client customization across a 9-12 state portfolio
- Actively and accurately managing CRM including customer information, contacts, sales opportunities and pipeline
- Consult university administration including deans and department heads on how to design technology-based curriculums to enhance instruction, minimize costs, and increase success rates
- Provide implementation assistance, training and support to pilot and customer and pilot accounts.
Education
Bachelor of Business Administration in Economics -
James Madison University
05.2008
Skills
- Sales Training and Leadership
- Strategic Partnerships
- Training and Development
- Organization and project management
- Public speaking
- Managing and growing dedicated sales territory
Timeline
Director of Business Development
Hawkes Learning
08.2023 - Current
Business Development Manager
Hawkes Learning
07.2021 - 07.2023
Sales Enablement Solutions & Learning Manager
Hawkes Learning
06.2018 - 07.2021
Account Executive
Hawkes Learning
07.2009 - 05.2018
Bachelor of Business Administration in Economics -
James Madison University
Similar Profiles
Matt O'NeillMatt O'Neill
Account Management and Sales at Hawkes LearningAccount Management and Sales at Hawkes Learning
Jiby JacobJiby Jacob
Medical Unit Registered Nurse at Hawkes Bay District Health BoardMedical Unit Registered Nurse at Hawkes Bay District Health Board
Angela BauerfeindAngela Bauerfeind
Office Administrator at Rockgas Hawkes BayOffice Administrator at Rockgas Hawkes Bay