Jonathan Leach
Kenmore,WA
Summary
Dynamic and decisive Sales leader offering 10+ years of experience developing and maximizing telecom/SaaS sales teams through fostering a culture of excellence. An individual that, "lets their attitude dictate their day, not their day dictate their attitude", and possesses a bulletproof positive mindset, with endless enthusiasm to ensure goals and objectives are achieved against aggressive deadlines.
Committed to personal and professional goals, almost borderline obsessive with an unwavering work ethic. Charismatic, empathetic, and effective leader with a sophisticated emotional IQ that embodies a servant-leadership philosophy.
Infatuated with improvement, and enjoy solving complex problems through distilling the information to create processes, systems, and structures through collaboration with cross-functional teams. Always striving to nurture an encouraging, engaging, and exciting work environment to allow the team to grow, develop, and shatter their goals. A master in working under pressure, and adapting to new situations and challenges to best enhance the organization.
Overview
12
12
years of professional experience
Work History
EdTech LDR
AWS
07.2022 - Current
- Exceeded individual targets with an average attainment of 116% in 2022 and 118% in 2023.
- Attained AWS Cloud Practitioner, AWS Solutions Architect Associate, and AWS Associate Speaker certifications, demonstrating technical proficiency and communication acumen.
- Established a successful pilot with the Central Solutions Architect team by partnering with a dedicated CSA to proactively manage accounts, focusing on reengaging stalled contacts and advancing pipeline progression. The pilot's effectiveness led to its successful adoption across the EdTech LDR team.
- Conducted thorough SFDC hygiene audits across 700+ accounts, adding 1,629 contacts and disqualifying 570 outdated ones. This effort directly contributed to generating pipeline valued at $914k ARR.
- Collaboratively developed and co-led a training session on communication best practices for the EdTech LDR team, focusing on building rapport with customers, establishing credibility with gatekeepers, and optimizing call/email outreach.
- Mentored newly onboarded colleagues, instilling a systematic approach that emphasized organization, efficiency, cross-functional collaboration, and a positive mentality.
- Awarded “Bias for Action” and “Dive Deep” accolades for exceptional performance in FY22 Q3 and FY23 Q2, respectively.
Senior Inside Sales Manager / Senior Analyst
Yahoo Small Business
09.2020 - 06.2022
- Led a strategic revenue initiative with a vendor partner to establish an outbound sales team in record time (8 weeks), to quickly assist the business in converting revenue opportunities.
- Established the sales team's reporting requirements, KPIs, CSAT, QA audit processes, and also facilitated onboarding.
- Influenced cross-functional teams without formal authority, while planning, organizing, managing, and executing multiple complex projects across several organizations and stakeholders.
- Developed and established the first and only sales training program for Yahoo Small Business. The content is focused on sales mechanics, methodology, and mentality.
- The Sales Team has produced a 68% increase YoY (w/ 72% reduction in HC) on Website Design Service sales, our highest ARPU solution.
- Aligned efforts to meet business and customer needs through addressing critical inefficiencies with our Website Design Service product in an effort to reduce churn and increase revenue.
- Partnered with our Marketing and Social Media teams to ideate and create lead generation marketing campaigns in the absence of paid acquisition related marketing activities. I developed the concept and copy for the most successful Website Design Service email campaign to date, which generated a 332% increase in leads MoM, and led to the team achieving the most successful sales month for the product since launch.
- Ensured success of the Website Design Basic product launch through personal production (44% of sales while representing >1% of headcount), as well as collaboration with the Support Team to conduct sales best practice training on the product. There was a 200% MoM increase in their performance following the coaching sessions.
- Conducted upsell/cross-sell training modules for the Customer Care Team which led to a 600% increase in productivity.
Inside Sales
Yahoo Small Business
10.2018 - 09.2020
- Drove new B2B sales in an outbound and inbound sales environment.
- Built and maintained client relationships throughout the sales lifecycle.
- Used CRM Software (SFDC) to prospect new leads and manage pipeline.
- 200% goal achievement every month of 2020.
- Achievers Award recipient every quarter I've worked on the team in a sales capacity (2019 - Q1, Q2, Q3, Q4 & 2020 - Q1 and Q2). Recognized by upper management multiple times as the top performer for the Sales Team.
- Member of the Enterprise Localworks Multi-location Account (MLA) team, as well as a SME for Localworks and Website Design Service. Developed sales content library for the Yahoo Small Business Sales Team.
- Conducted client research to identify trends regarding Website Design Service purchasing habits of existing YSB clients to assist in persona mapping.
- Worked closely with Product and Marketing regarding revising the copy of our Website Design Service pre-sales pages and FAQs to reduce churn and increase retention on our highest ARPU solution.
President/CEO
Monumental Marketing Inc.
01.2015 - 08.2018
- Managed an office within an indirect agent sales channel for CenturyLink.
- Operated a Management Training Program which fostered growth within the areas of recruiting, sales, interviewing, training, operations, and leadership development.
- Recruited, onboarded, coached, trained, developed, and built highly successful full commission-based sales teams ranging from 25-35 people.
- Extensive experience related to talent acquisition strategies and techniques.
- P&L management, budgeting, payroll, forecasting, and all financial aspects related to operating the business.
- Developed and implemented the training content for the organization's Management Training Program.
- Streamlined processes and designed systems to increase productivity and efficiency within the market. My office was responsible for generating 61% of the Portland market's revenue across all channels in 2015.
- The company was voted one of the "100 Best Companies to Work For" (Oregon Business Magazine) as well as one of the "National Best & Brightest Companies to Work For" (National Assoc. for Business Resources) in 2016.
Sales Manager
Peak Incorporated
07.2012 - 12.2014
- Direct-sales and marketing assistant manager/trainer utilizing a 5-step sales cycle and consultative selling method in order to identify and exceed customers' needs in an effort to retain and acquire revenue for the telecommunications client Century Link.
- Excelled at public speaking, and frequently conducted training sessions and sales meetings.
- Successfully transferred knowledge in a classroom and field setting to new representatives.
- Recruited, coached, trained, developed, and built highly successful full commission-based sales teams ranging from 5-20 people.
- Achieved status of being #1 in the nation for highest quality sales on the CenturyLink campaign four times, while personally developing several other reps that went on to earn that distinction.
Education
Bachelor of Science - Business Administration
Colorado State University
Fort Collins, CO05.2012
Skills
- Cross-functional collaboration
- Strong leadership and team-building acumen
- Empowers high-performing sales teams
- Cloud computing
- AWS Certified Cloud Practitioner Certification
- AWS Certified Solutions Architect - Associate Certification
- SaaS sales
- Sales expertise
- Project management and CRM software
- Coaching and mentoring
- "Bulletproof" positive mindset
- Highly organized and detail-oriented
- Intrinsically motivated
- Entrepreneurial spirit
- "Blue-Collar" student mentality
- Staff, vendor, and campaign Management
- Sales reporting and performance monitoring
- Strategic planning and budgeting
- Market research and trend analysis
Timeline
EdTech LDR
AWS
07.2022 - Current
Senior Inside Sales Manager / Senior Analyst
Yahoo Small Business
09.2020 - 06.2022
Inside Sales
Yahoo Small Business
10.2018 - 09.2020
President/CEO
Monumental Marketing Inc.
01.2015 - 08.2018
Sales Manager
Peak Incorporated
07.2012 - 12.2014
Bachelor of Science - Business Administration
Colorado State University