Summary
Overview
Work History
Education
Skills
Timeline
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Keith Devlin

Holbrook,MA

Summary

Dynamic sales leader and former educator with over a year of management experience in the EdTech industry. Proven track record of driving business development, managing high-performing BDR teams, and generating $12M+ in pipeline through data-driven strategies. Expertise in coaching, outbound prospecting, and cross-functional collaboration. Passionate about aligning innovative education solutions with the needs of schools and districts while fostering meaningful relationships to drive revenue growth. Committed to putting people first.

Overview

7
7
years of professional experience

Work History

Manager of Business Development

Panorama Education
Boston, MA
09.2023 - 11.2024
  • Generated $12M+ in sales pipeline by implementing a data-focused, high-performance business development strategy, significantly contributing to overall revenue growth.
  • Transitioned from an individual contributor to a management role in 2023, driving a 23% increase in pipeline for my segment through the implementation of targeted outreach strategies, enhanced team performance, and a focus on data-driven decision-making.
  • Recruited, hired, and trained a team of 8 Business Development Representatives (BDRs), expanding the team from 4 to 8 members and establishing structured onboarding and development programs that consistently resulted in pipeline generation and qualified meetings.
  • Implemented and tracked aggressive KPIs, leveraging data-driven insights to ensure the team consistently met and exceeded targets in pipeline generation, lead qualification, and outbound activities.
  • Specialized in the REKS coaching framework, conducting structured 1:1 coaching sessions that facilitated the professional growth of 5 BDRs, leading to their successful promotions within the organization.
  • Utilized the SPICED sales framework to train BDRs on advanced cold calling techniques, enabling them to deeply explore prospects’ pain points and significantly improve lead conversion rates.
  • Led strategic team trainings on outbound prospecting focused on state-level education initiatives, driving personalized outreach at scale that aligned with key EdTech trends and customer needs.
  • Developed comprehensive product knowledge training sessions to equip BDRs with the skills needed to effectively sell new platform features, including AI tools and Pathways Graduation Tracking, enhancing their confidence and effectiveness in addressing customer needs.
  • Collaborated cross-functionally with marketing teams, defining and executing Service Level Agreements (SLAs) that improved lead quality and enhanced alignment between marketing and sales.
  • Partnered with sales management teams to cultivate a collaborative, results-driven environment, optimizing the handoff process and increasing close rates through seamless communication between BDR and closing teams.
  • Implemented a mentorship program that paired new BDRs with experienced team members, resulting in faster ramp-up times and improved overall team performance.

Sales Development Team Lead

Panorama Education
Boston, MA
06.2022 - 09.2023
  • Collaborated with sales management to drive SDR performance, supporting team members in achieving 100%+ goal attainment and consistently building a strong sales pipeline.
  • Led 1:1 meetings with SDRs to develop personalized prospecting action plans, track progress toward goals, and provide data-driven feedback using Chorus.ai to improve discovery calls and overall performance.
  • Leveraged Salesforce to assist SDRs in identifying high-potential target accounts and ideal leads, enhancing territory prospecting and ensuring efficient pipeline generation.
  • Facilitated team-wide training sessions on key topics such as research-based prospecting, personalized outreach, AI integration in XDR workflows, effective discovery calls, and product knowledge, boosting team efficiency and expertise.
  • Led cross-functional discussions between Account Executives (AEs) and SDRs, promoting best practices sharing, improving collaboration, and fostering a results-driven, cohesive sales environment.
  • Organized virtual team-building activities to maintain engagement and motivation among SDRs in a remote work setting, ensuring a connected and high-performing team culture.

Sales Development Representative

Panorama Education
Boston, MA
08.2021 - 09.2023
  • Sourced over $6M in sales pipeline within two years by consistently meeting and exceeding daily KPI metrics to secure qualified discovery calls.
  • Executed research-based prospecting strategies, delivering personalized, targeted messaging that resonated with key decision-makers in the education sector.
  • Created Salesforce reports and dashboards to strategically identify and prioritize target accounts, driving more efficient outreach and pipeline growth.
  • Led in-depth discovery calls with prospects, leveraging consultative techniques to uncover pain points and position Panorama Education’s solutions as the ideal fit for their needs.
  • Developed customized Outreach.io sequences, aligning messaging with top-of-mind state education initiatives to increase engagement and drive meaningful connections with decision-makers.
  • Leveraged former experience as a School Counselor and deep understanding of the educational landscape to build rapport with prospects, fostering empathetic and relevant conversations.
  • Collaborated closely with marketing to create impactful client success stories, utilizing them as social proof in outbound prospecting efforts to build trust and credibility.

Sales Development Representative

OnDemand Storage
Randolph , MA
12.2020 - 08.2021
  • Developed and executed a comprehensive outbound sales strategy leveraging LinkedIn, video outreach, cold emailing, and cold calling to cultivate B2B relationships and drive significant revenue growth.
  • Consistently exceeded quarterly sales goals by effectively closing inbound and outbound leads through strong verbal communication and advanced diagnostic sales techniques.
  • Collaborated with company co-founders to analyze sales data, identifying trends and assessing the effectiveness of outbound strategies to inform larger business decisions and optimize performance.
  • Played a key role in the flagship Partnership Program, managing relationships with partner companies in Atlanta, Dallas, Raleigh, and Jacksonville, and collaborating with decision-makers to close leads and enhance revenue.
  • Oversaw OnDemand Storage’s contract with the University of Florida, working closely with university officials and partner companies to coordinate the pickup, storage, and return logistics for over 500 students.
  • Hosted and produced a podcast featuring local real estate professionals, utilizing it as a dynamic business development tool to enhance brand visibility and engage potential clients.

School Counselor

Braintree Public Schools
Braintree, MA
08.2017 - 12.2020
  • Collaborated with a multidisciplinary team of educators, administrators, nurses, psychologists, and parents/guardians to create a supportive environment that fosters student growth and development.
  • Supported a diverse caseload of 250+ students (Grades 6-8) in understanding and addressing personal challenges, enabling them to overcome barriers and achieve their academic and personal goals.
  • Designed and executed comprehensive behavioral analyses to collect relevant data, enhancing the understanding of individual student needs and informing tailored intervention strategies.
  • Developed and implemented a Social-Emotional Learning (SEL) curriculum to address identified issues such as anxiety, social media use, and bullying, promoting resilience and emotional well-being among students.
  • Applied research-based relationship-building techniques to establish trust with students, delivering personalized messaging that educates them on the impact of their habits on their overall progress.
  • Employed Dr. Steve de Shazer’s Solution-Focused Brief Counseling approach to assist students in formulating specific, measurable, and positive goal statements, empowering them to find practical solutions to their challenges.

Education

Master of Arts - Education: School Counseling

Bridgewater State University
Bridgewater, MA
05.2017

Skills

  • Sales Strategy & Pipeline Management
  • Coaching & Team Development
  • Advanced Prospecting Techniques
  • Salesforce CRM
  • Outreachio
  • Chorusai
  • Cross-Functional Collaboration
  • Data-Driven Decision Making

Timeline

Manager of Business Development

Panorama Education
09.2023 - 11.2024

Sales Development Team Lead

Panorama Education
06.2022 - 09.2023

Sales Development Representative

Panorama Education
08.2021 - 09.2023

Sales Development Representative

OnDemand Storage
12.2020 - 08.2021

School Counselor

Braintree Public Schools
08.2017 - 12.2020

Master of Arts - Education: School Counseling

Bridgewater State University

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Keith Devlin