Josh Gregory
Seattle,WA
Summary
Dedicated and results-driven Sales Manager with 9 years of experience in leading high-performing sales teams to achieve and exceed revenue targets. Proven track record of building and nurturing client relationships, developing effective sales strategies, and driving profitability. Seeking a challenging Sales Manager role to contribute expertise in sales management and maximize business growth.
Overview
9
9
years of professional experience
1
1
Certificate
Work History
Full Cycle Sales Manager | Comercial SMB
Pushpay
Seattle, Washington
02.2022 - Current
- Grew the team from two to seven AEs within 6 months while also ending FY23 with a 510% increase in MRR
- Championed Outreach.io adoption across the entire sales floor which led to 250% increase in self generated opportunities in just 6 months
- Developed key cross departmental relationships to mitigate sideways energy and reduce customer churn by 8%
- Created new sequence, customized cadences, and built sales plays using a variety of sales and automation tools and drove relationships and meetings
- Cut average days to close by 50% in 6 months by developing a high velocity sales model
MDR Manager
Pushpay
Seattle , WA
11.2020 - 02.2022
- Worked with marketing to create a synergistic outbound cadence for MDRs to execute
- Created list views with Operations team and Marketing team for MDRs to target and prioritize daily
- Built out in-house cadence tool with Salesforce Lightning for MDRs saving the company over $100k annually on licensing
- Increased MDR meeting to CB rate by 9% adjusting MDR compensation plans with clearer meeting criteria and focusing on quality calls over 4 minutes
Mid Market Sales Manager | Pod
Pushpay
Seattle, WA
06.2020 - 10.2020
- Hired and trained 8 SDRs and 3 AEs to become the highest performing team in just 4 months
- Ran effective pipeline reviews weekly with each rep using MEDDPICC, Spin and Gap selling
- Ran effective sales calls with AEs co-piloting to display correct discovery and presentation techniques
- Increased average deal size by $220 month over month through training around alternative products to sell and creative ROI presenting
Enterprise SDR Manager
Pushpay
SEATTLE, WA
11.2016 - 05.2020
- Launched an Account Based Sales Development team using territories and named accounts
- Drove performance from 6 meetings per SDR a month to 17 meetings per month (183% increase)
- Led team to over 100% of quota performance
- Responsible for 20M in pipeline growth every month which was instrumental in growing the company from $50M to $100M between Q1 2017 and Q3 2019
- Coordinated cross-functional projects and communication interdepartmentally
- Known for coaching to mindset by my peers and team
Acting SDR Director
PUSHPAY
SEATTLE, WA
08.2016 - 11.2016
- Created monthly reports outlining SDR department initiatives for board members and senior leadership
- Implemented SDR career path to incentivize growth and reduce SDR churn
- Responsible for four teams of 10 SDRs driving 80% of the company's opportunities
- Provided projections and forecasting monthly and quarterly for the VP of Sales
Sales Development Manager
PUSHPAY
SEATTLE, WA
09.2015 - 08.2016
- Coached and managed 8-12 SDRs with 90% or more achieving quota monthly
- Interviewed and hired over 30 SDRs to achieve hyper-growth opportunity goals
- Launched a new team and dialer tool resulting in 360% increase in opportunities created per SDR each month
- Created incentivizing compensation plans for SDR teams that had no past success, resulting in a complete turnaround in performance
Sales Development Representative
PUSHPAY
SEATTLE, WA
02.2015 - 09.2015
- Made 80-100 cold calls a day to get eight or more prospects on the phone
- Scheduled 40+ initial phone calls a month with Account Executives
- Facilitated 133 sales meetings in one month (which remains unbeaten), within a 50 hour work week
- Described by teammates as the "TQO Whisperer"
Education
Associate of Applied Science - Auto Technician
South Seattle Community College
Seattle, WA05.2010
Skills
- Territory sales management
- New Logo & Driving Revenue
- Data Analytics/ Forecasting
- Salesforce
- Pipeline Generation
- Revenue Ops & Enablement
- Outreach & Kia
- Product Demonstrations
- Expansions & Renewals
- Story Development & Telling
- Exceeding quota
- SaaS Sales
- MEDDPICC
- Sequence writing
- LeadIQ & MapAnything
- Marketo
Certification
Outreach.io Admin Specialist
Outreach.io Manager Specialist
Timeline
Full Cycle Sales Manager | Comercial SMB
Pushpay
02.2022 - Current
MDR Manager
Pushpay
11.2020 - 02.2022
Mid Market Sales Manager | Pod
Pushpay
06.2020 - 10.2020
Enterprise SDR Manager
Pushpay
11.2016 - 05.2020
Acting SDR Director
PUSHPAY
08.2016 - 11.2016
Sales Development Manager
PUSHPAY
09.2015 - 08.2016
Sales Development Representative
PUSHPAY
02.2015 - 09.2015
Associate of Applied Science - Auto Technician
South Seattle Community College
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