Summary
Overview
Work History
Education
Skills
Research Experience
Timeline
Generic

Joseph Donovan

Johnson City,TN

Summary

Highly organized and motivated Account Executive with demonstrated track record of building relationships with clients, developing successful sales campaigns, and managing teams of account managers. Skilled in financial analysis, customer service and problem-solving. Experienced in coordinating activities with various departments to achieve strategic objectives.

Overview

6
6
years of professional experience

Work History

Account Executive - K12/HED

Bluum
02.2025 - Current
  • Initiated and executed a territory penetration strategy focused on Q1 public schools in Tennessee; identified key decisionmakers (e.g., technology directors, principals, procurement officers), and began positioning Bluum for inclusion on preferred vendor and bid lists across districts.
  • Developed an early-stage territory sales plan aligned to revenue and customer growth targets, combining proactive outreach, CRM activity tracking (Salesforce/HubSpot), and relationship-building site visits to uncover device, AV, and security project opportunities.

Member Success Associate

Function Health
11.2024 - 04.2025
  • Managed complex escalated member inquires across chat, email, and SMS.
  • Provided on-call support during member lab and clinic visits using an instant messaging system.

Business Development Director

Edstutia
10.2023 - 01.2025
  • Spearheaded outreach to over 50,000 new contacts, building a B2B pipeline of HR leaders, L&D decision-makers, technology directors, and DEI champions at corporations, universities, small/medium-sized businesses, and training organizations.
  • Prospected, qualified, and engaged leads via multi-channel outreach (email campaigns, webinars, and LinkedIn), securing discovery calls and product demos that led to $50K+ in new business for the ICXR immersive learning certification.
  • Delivered consultative sales by aligning Edstutia's immersive tech offerings with client learning objectives, including talent development, upskilling initiatives, and DEI integration through XR.
  • Used HubSpot to manage outreach cadence, track communications, and deliver transparent reporting on business development efforts; collaborated cross-functionally with marketing to tailor outreach assets and align lead gen strategy.

Account Executive - K12

Air Tutors
10.2023 - 11.2024
  • Developed and implemented a comprehensive sales strategy targeting boarding schools, private schools, and key public schools, generating $120,000 in gross revenue within one year.
  • Conducted market analysis to identify high-value segments, leading to organic growth in private tutoring programs for K-12 and college students.
  • Prospected and contacted over 150+ potential clients daily, achieving an 85% consultation-to-contract conversion rate with families.
  • Signed an average of 20-40 families monthly by building trust and delivering tailored educational solutions.
  • Converted 55% of website leads into paying clients, with an average sale price of $120/hour.
  • Expanded B2C revenue streams by leveraging parent-spending accounts in Virginia, Texas, and Arkansas, adding $80,000 in new revenue through this initiative.

Director of Regional Sales

Nerdy
04.2021 - 10.2023
  • Led a team of 15+ account executives, generating an average of $750K in gross monthly revenue by driving high-performance sales practices and coaching excellence.
  • Provided individualized sales coaching, documented coaching plans, and monitored performance through KPIs, resulting in 95% adherence to call quality scripts and consistent achievement of or surpassing sales quotas.
  • Designed and implemented dashboards using Looker and SQL for real-time sales pacing and performance monitoring, achieving 102% of daily sales goals.
  • Directed the transition from tutoring packages to a membership model, focusing on retention strategies that reduced churn by 12% monthly across 25,000 customer accounts.
  • Maintained a 96% monthly retention rate by fostering a customer-centric approach and leveraging data-driven insights.
  • Spearheaded the hiring and onboarding process for new consultants, managing the full cycle from screening to role offers to ensure a strong and cohesive team.
  • Presented weekly business updates to C-suite executives, providing actionable insights on team performance and sales trends.

Account Manager - Existing Sales

Nerdy
11.2019 - 04.2021
  • Leveraged consultative sales skills to renew accounts across territories including Miami, Jacksonville, Tampa, Houston, Dallas-Fort Worth, Nassau County, and Central Jersey, achieving an average of 149% to goal monthly.
  • Renewed an average of 75 families per month, selling tutoring packages with price points ranging from $3K to $15K for high-value deals.
  • Created and implemented a novel tool called 'Hotsheets,' boosting January 2020 sales performance to 249% of goal and shared the tool with the team to improve overall performance.
  • Maintained a book of business comprising 1,500 accounts across the United States, ensuring a low refund rate of
  • Consistently hit sales goals by tailoring solutions for K-12, AP/IB, Test Prep (ACT/SAT/ISEE/SSAT/HPST), and college students, driving customer satisfaction and retention.

Education

B.S. - Biology

Florida International University

B.S. - Chemistry

Florida International University

Skills

  • Operations
  • Finance Data Analysis
  • Sales Strategist
  • Data analysis strategist
  • Google Suite
  • CRM Management
  • Microsoft Office
  • Data-Driven Decision Making
  • Sales Operations

Research Experience

Epigenetics of Methamphetamine Self-administration in the Hippocampus Jun 2017 – May 2018

Worked under Dr. Jean Lud Cadet, investigating the epigenetic changes that occur upon methamphetamine self-administration in the rat hippocampus. Showed various genes that are activated or repressed upon methamphetamine exposure. Future aim looks at looking at these genes and identifying an underlying network that is dysregulated with chronic methamphetamine abuse.


Dynamic Network Analysis of DREAM Protein Dimer Interface Aug 2015 – May 2017

Studied the oligomerization interface of DREAM, or Downstream regulatory element antagonist modulator, under the supervision of Dr. Jaroslava Miksovska. It has been shown that calcium binding to DREAM induces protein dimerization, but the current project seeks to understand how the tertiary or quaternary structure of DREAM regulates ligand-bound association.

Investigation of TMIE as a Potential Mechanotransduction Channel in Hearing Jun 2016 – Aug 2016

Summer research project at UC Berkeley, California, working under the direction of Dr. Stephen Brohawn. The project aimed to determine whether TMIE is the ion channel involved in hearing and balance. Tools of molecular biology were employed to express and purify TMIE construct with the ultimate goal of running electrophysiological recordings.


Invention of New Tools and Experiments in Teaching Organic Chemistry Aug 2014 – Aug 2015

Conducted research in developing different experimental procedures when teaching organic chemistry under the guidance of Dr. Martin J. Quirke. The research aimed to provide students with visual reinforcement of abstract concepts taught in organic chemistry. The design, modification, and use of different glassware were used to maximize visual evidence or reaction outcomes.


Nucleoside Chemistry and Enzyme Inhibition of LuxS using nucleoside analogous  Jan 2014 – Apr 2014

Worked as a lab assistant under the guidance of Dr. Stanislaw Wnuk, acquiring many laboratory skills such as Thin-Layered Chromatography (TLC), Column Chromatography, Extraction, Vacuum drying, and NMR Analysis. Performed various reactions concerning the project regarding LuxS inhibition.

Timeline

Account Executive - K12/HED

Bluum
02.2025 - Current

Member Success Associate

Function Health
11.2024 - 04.2025

Business Development Director

Edstutia
10.2023 - 01.2025

Account Executive - K12

Air Tutors
10.2023 - 11.2024

Director of Regional Sales

Nerdy
04.2021 - 10.2023

Account Manager - Existing Sales

Nerdy
11.2019 - 04.2021

B.S. - Chemistry

Florida International University

B.S. - Biology

Florida International University