Kathleen Columbia

• Own full-cycle sales opportunities, managing discovery, pricing, stakeholder alignment, and close to drive revenue growth.

• Created consultative talk tracks and ROI messaging for AI solutions and new customer products, simplifying complex product and pricing conversations into clear business value.

• Partner with executives, Customer Success, Marketing, and Enablement to uncover customer needs, improve messaging, and increase qualified pipeline.

• Use Salesforce and sales activity metrics to manage pipeline, prioritize accounts, and track progress against quota.

• Ramped in Q1 and remained on track to achieve 112% of quota in Q2.

• Supported both new logo and existing customer sales motions, generating qualified pipeline through inbound, outbound, and cross-sell campaigns.

• Built cadences, scripts, messaging, and win themes for Unanet’s first Cross-Sell BDR role, creating a repeatable customer-side sales motion.

• Partnered with Marketing, Sales, and Customer Success to improve lead routing, messaging, handoffs, and pipeline conversion.

• Exceeded quota across multiple quarters, achieving 145% in Q1, 120% in Q2, and 101% in Q3, while earning BDR of the Quarter.

• Built Unanet’s inbound lead qualification framework for AEC and GovCon prospects, increasing opportunity qualification by 50%.

• Designed repeatable inbound sales processes to improve qualification consistency, lead routing, and sales handoffs.

• Trained and onboarded 6 new BDRs on qualification, CRM workflows, and lead management processes.

• Managed chatbot and inbound sales inquiries, improving response efficiency and opportunity routing.