Jonathan Lawton
Boylston,MA
Summary
Goal-driven, competitive Sales Manager invested in further developing successful sales professionals. Promotes a team-winning environment, and enjoys working across departments to achieve common KPIs. Experience setting up training programs for over achievement as well as professional development. Works closely with senior leadership to maintain consistent forecasts, and upkeep of crucial sales metrics. Looking to continue to grow personally, as well as continuously learning the traits of sales leadership.
Overview
13
13
years of professional experience
Work History
Sales Manager
Forrester Research Inc.
Cambridge, MA
09.2021 - Current
- Lead a combined team of Sales Executives (New business) and Account Managers (Growth) through both Federal and SLED sales cycles
- Conduct weekly, monthly, and quarterly individual and team meetings to assure a consistent operating rhythm
- Cross functional meetings to assure communication and joint-effort with Marketing, CS, Product, and Research
- Onboard, train, and develop a team of sales professionals for several roles across the organization
- Assist in the closing process for complex or high-value deals
- Organized education and training sessions for target personas and current Public Sector topics
Sales Manager
LogicManager
Boston, MA
07.2020 - 04.2021
- Lead a combined team of Sales Executives (New business) and Account Managers (Growth) through both Federal and SLED sales cycles
- Conduct weekly, monthly, and quarterly individual meetings for professional development and pipeline management
- Cross functional meetings to assure communication and joint-effort with Marketing, Client Success, Product, and Research
- Onboard, train, and develop a team of sales professionals for several roles across the organization
- Assist in the closing process for complex or high-value deals
- Lead education and training sessions for target personas and current Public Sector topics
- Designed, planned, and hosted several H2 Sales Kickoffs for our government sector
Corporate Account Executive
HubSpot
Cambridge, MA
10.2016 - 06.2020
- Built a pipeline 3x of annual quota consisting of both net-new and install opportunities
- Align Marketing and Sales leaders with solutions to hit KPI's
- Educate and develop an Inbound strategy with marketing teams
- Work with sales teams to establish best practices around productivity and CRM software
- Assess technology gaps in current Install-Base accounts for up-sell opportunities
- Use LinkedIn, Datanyze, Vidyard, and other to prospect into 700+ accounts
- Coach and develop BDRs to increase opportunity creation
Inside Sales District Manager
RSA Security, the Security Division of EMC
Bedford, MA
04.2014 - 09.2016
- Lead 8 Inside Sales Representatives to achieve 114% to goal in 2015
- 14 successfully sourced candidates
- Trained and developed 22 quota-carrying Inside Sales Reps
- Set and executed quarterly development paths for each ISR.
- Remodeled the Manager Onboarding guide for new hires
- Conducted group exercises; such as 360 deal reviews, role-plays, best-practice sharing with other departments (engineering, deal desk, contracts, etc.)
- Reported quarterly forecasts and other sales metrics to senior management with suggested feedback
Senior Inside Sales Representative
RSA Security, the Security Division of EMC
Bedford, MA
04.2013 - 03.2014
- Ran channel and individual prospect campaigns to drive new business
- Pursued and closed both install and new business opportunities
- Conducted account reviews, product demos and resolved c-sat issues to protect install base
- Three quarters of exceeding quota expectations
- Lead training sessions for new hires around both technology and features of RSA
Account Executive
CVS/Caremark
Lincoln, RI
01.2012 - 04.2013
- Manage and retain a book of 17 clients, totaling $110 mil in revenue.
- Strategically align a client's culture and goals to their drug spend.
- Partner with senior-management to meet strict fiscal and budget requirements.
- Create revenue through continuous relationships with an annual target
- Renew clients with an assigned budget across my book of business.
- Manage both client and consultant relationships through acquisitions and mergers
- Work with Coalitions and Consultant Groups in an effort to lead mutual clients
Education
Bachelor of Science - Business Administration, General Management, Marketing
Nichols College
2007
Skills
- Relationship Selling
- Account Management
- Territory Management
- Strategic Planning
- Consultative Selling
- Professional Development & Coaching
- Sales Forecasting
- Sales process Improvement
- Sales Technology Evaluation
- Inbound marketing
- Solution selling
- Install Base Selling
- Pipeline Management
- Government Contracting
- Onboarding
Timeline
Sales Manager
Forrester Research Inc.
09.2021 - Current
Sales Manager
LogicManager
07.2020 - 04.2021
Corporate Account Executive
HubSpot
10.2016 - 06.2020
Inside Sales District Manager
RSA Security, the Security Division of EMC
04.2014 - 09.2016
Senior Inside Sales Representative
RSA Security, the Security Division of EMC
04.2013 - 03.2014
Account Executive
CVS/Caremark
01.2012 - 04.2013
Bachelor of Science - Business Administration, General Management, Marketing
Nichols College
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