Jessica Stephens

Responsible for accurate and consistent global revenue analytics from pipeline to financial actuals, while developing and defining key analytic measurements to support GTM decision making.

• Managed a team responsible for consistently timed sales metrics and analytics to identify trends and provide recommendations for driving performance.
• Drove business strategy with accurate, data-driven insights ranging from advanced analytics to ad-hoc reporting resulting in consistent global information to senior leaders and C-Suite at all times.
• Partnered with relevant GTM Teams and Sales Strategy to leverage performance analytics, influence cross-functional revenue programs and proposed solutions to relevant areas of opportunity.
• Identified opportunities to leverage automation to improve effectiveness, leading to an 85% reduction in production time while providing leadership with improved timeliness and accuracy of pipeline and forecast.
• Identified and onboarded a partner where I developed and launched an integrated account planning tool with D365 CRM resulting in improved global consistency, as well as developing metrics for sales interactions and penetration with our top tier accounts.
• Worked in tandem with our finance team for sales performance analytics, future year planning, quota assignment, and team modeling.

Built a sales operations framework to improve the overall productivity and effectiveness of the Hawk Incentives Direct sales organization, as well as driving increased lead generation through a new Sales Development team.

• Worked closely with organizational leadership and C-Suite to strategically affect operational direction.
• Created, hired, and trained a new sales development team (lead generation) that was successfully transitioned to the marketing organization.
• Owner for Hawk Incentive’s instance of Salesforce.com including administrative management, tool enhancement, overall sales utilization, pipeline reporting/analytics and dashboards.
• Delivered accurate sales forecast and performance analytics in easily consumable formats.
• Developed new sales training utilizing cross-functional SMEs and hired a Sales Enablement Director to further develop our training plan.
• Primary team member responsible for development, launch, and global training of Microsoft Dynamics 365 CRM globally which enabled leadership to see global sales activities and pipelines for the first time in one consistent location.

Responsible for the overall productivity and effectiveness of the Global Sales Organization, including Salesforce.com management, territory planning, pipeline and financial reporting, quota setting, sales process optimization, sales training, sales program implementation, sales compensation design and administration, and selection of sales force talent.

• Improved and managed accurate sales forecasting, planning, and budgeting processes.
• Developed sales compensation plan, administration, rules, policies, and procedures, as well as commission processing.
• Worked very closely with our General Counsel and contract team to review and redline contracts throughout the sales cycle.
• Created and assigned sales quotas and ensuring the company’s financial objectives are optimally allocated to all sales channels and resources within the company's priorities.
• Recommend executive leadership and C-Suite solutions on identified opportunities for sales process improvement.
• Implemented change in sales roles, coverage models, and team configurations to maximize sales productivity.
• Collaborated with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.
• Developed and oversaw the delivery of all training to the sales organization.

• Indirect Sales and Transition / Sales Operations Manager (2011 - 2013)
• Public Sector Sales Manager (2009 - 2011)
• Sales Operations Manager (2005 - 2008)
• Outbound Sales Manager (2002 - 2005)
• Outside Sales Executive (1998 - 2002)
• Inside Sales Executive (1997 - 1998)