Kelley Tullos
Katy,TX
Summary
Forward thinking, results-oriented sales leader with extensive hands-on experience in driving revenue growth and team empowerment. Demonstrated success across diverse industries and global markets. Expertise in cultivating strong relationships with customers and partners to enhance business outcomes.
Overview
24
24
years of professional experience
Work History
Senior Director, Global Inside Sales/SDR & RevOps
Entersekt
06.2022 - Current
- Established Global Inside Sales and SDR team, exceeding first-year goals.
- Generated pipeline of $5.86 million against $5 million target in first year.
- Implemented onboarding and sales enablement programs utilizing MEDDIC methodology.
- Achieved 55% SQL to Opp conversion rate on ADS valued at $385,000.
- Increased sales revenue by 22% within six months through optimized processes.
- Pioneered the adoption of GONG and other AI sales engagement tools, boosting sales productivity by 35%.
- Collaborated with cross-functional stakeholders to realign sales territories based on analytical insights, resulting in a 20% increase in overall sales territory coverage.
Senior Director, Global Sales Development
Innovapptive
01.2022 - 06.2022
- Established SDR/ISR organization for a $17.8M startup, enhancing growth and efficiency.
- Managed the top-of-funnel pipeline, achieving a 43% conversion from MQLs to SQLs.
- Created a playbook and onboarding program incorporating the MEDDIC methodology for rapid team ramp-up.
- Improved sales process efficiency by 15%, resulting in faster sales cycles.
- Utilized sales data to identify key growth areas and implement targeted sales campaigns, resulting in a 10% increase in customer acquisition.
Director of Global Business Development
DELMIAworks/Dassault Systemes
06.2019 - 01.2022
- Established Global Biz Dev organization, leading a team of fifteen BDAs, one BD Support, and two BD Managers post-acquisition by Dassault Systems in January 2019.
- Implemented innovative outbound strategies, achieving 15% improvement in customer interaction ROI.
- Co-developed mentorship program for BDAs and AEs in collaboration with VP of Sales, exceeding $21 million target by 107%.
- Leveraged data and market analytics to redesign territories and POD alignment, boosting sales by 20% quarter over quarter through new client acquisition.
Head of Inside Sales
Bayshore Networks
01.2019 - 06.2019
- Established inside sales team and new partnership development for $5.5M industrial cyber protection startup.
- Gathered competitive intelligence and analyzed company position to recommend action.
- Assisted/supported channel partners, i.e., ATT/AlienVault, Critical Start, Leo Security, etc.
VP of Inside Sales
Securonix
09.2016 - 12.2018
- Established a sales organization of fifteen across the US, EMEA, LATAM, and APAC from inception.
- Improved sales conversion rates by 25% through CRM implementation and targeted outreach strategies.
- Achieved 100% of the target in 2017, generating $31 million in revenue.
- Demonstrated pipeline conversion rates of 13%, 23%, and 21% for 2016, 2017, and 2018.
Director, Inside Sales
Workiva
06.2015 - 09.2016
- Built a hybrid IS team from zero to fourteen members, enhancing the customer base in the U.S. territory.
- Achieved 107% of the annual quota, totaling $16.5M in 2016.
- Secured Department of Defense 'Certificate of Networthiness (CoN)' through strategic negotiations.
- Standardized consultative selling and cold-calling strategies, increasing conversion rates by 70%.
Manager, Corporate Sales
Citrix (SaaS Division)
11.2013 - 06.2015
- Hired to lead six to eight account managers across SMB and Enterprise segments.
- Achieved a 30% increase in productivity by establishing KPIs, heat maps, partner lists, and sales plays.
- Transformed an underperforming team by upgrading talent within two quarters.
- Led team to first-ever achievement exceeding 100% in third quarter.
Corporate Inside Sales Manager
Palo Alto Networks
08.2012 - 11.2013
- Achieved 108% of $30M annual quota, generating $32.2M in sales revenue.
- Drove over 10% sales growth for assigned Fortune 50 accounts.
- Facilitated weekly webinars, creating three new business opportunities per session.
- Promoted multiple representatives, enhancing team capabilities and leadership.
- Managed 12 Major Account ISR's across a portfolio of 50 accounts.
Sr. Manager/Director - Customer Success & Renewals
Trend Micro
12.2009 - 08.2012
- Achieved $78M annual quota with 15% year-over-year growth, earning President's Club recognition in 2012.
- Generated 80% conversion rate for customers enrolled in automatic renewal program.
- Directed 38 employees, mentoring three leaders managing 11 renewal representatives each.
- Recruited by former McAfee VP for newly created role, to enhance U.S. customer loyalty and drive renewals.
Regional Sales Manager
Oakwood Worldwide
Carrollton, TX
04.2008 - 12.2009
- Achieved 123.2% of goal by booking $11,880.17 and securing President's Club recognition in first year.
- Ranked #1 Sales Leader among nine peers with 47% growth over previous year.
- Transformed underperforming team of 50% within first quarter, consistently exceeding quota.
Sr. Channel Sales Manager
Blue Coat Systems (Packeteer) Acquired by Symantec
Dallas, TX
09.2006 - 04.2008
- Achieved 105% of annual quota, totaling $6M for 2008.
- Secured new pipeline worth $342K within initial 60 days.
- Exceeded sales channel partner target by 10% in five months through establishment of eight new partnerships.
Regional Sales Mgr/Channel Mgr
McAfee
Plano, TX
07.2001 - 07.2006
- Managed eight to eleven inside sales representatives across designated U.S. territories.
- Achieved annual sales plan of $8 million to $10 million, surpassing goals by 127%.
- Received nine awards over two years for exceptional performance as manager.
- Oversaw channel management for PC Connection, Zones, CompUSA, and Best Buy for Business.
Education
Gemological Institute of America
Texas Institute of Jewelry Technology
University of Chicago
Skills
- Sales process optimization
- Market analysis and forecasting
- Performance management
- Advanced CRM platform optimization
- Forecasting and pipeline management
- Revenue optimization
- Sales analytics and operations
- Change and growth management
- Data-driven decision making
- Cross-functional alignment
- Mentorship development
- Culture transformation
- Leadership and people development
Timeline
Senior Director, Global Inside Sales/SDR & RevOps
Entersekt
06.2022 - Current
Senior Director, Global Sales Development
Innovapptive
01.2022 - 06.2022
Director of Global Business Development
DELMIAworks/Dassault Systemes
06.2019 - 01.2022
Head of Inside Sales
Bayshore Networks
01.2019 - 06.2019
VP of Inside Sales
Securonix
09.2016 - 12.2018
Director, Inside Sales
Workiva
06.2015 - 09.2016
Manager, Corporate Sales
Citrix (SaaS Division)
11.2013 - 06.2015
Corporate Inside Sales Manager
Palo Alto Networks
08.2012 - 11.2013
Sr. Manager/Director - Customer Success & Renewals
Trend Micro
12.2009 - 08.2012
Regional Sales Manager
Oakwood Worldwide
04.2008 - 12.2009
Sr. Channel Sales Manager
Blue Coat Systems (Packeteer) Acquired by Symantec
09.2006 - 04.2008
Regional Sales Mgr/Channel Mgr
McAfee
07.2001 - 07.2006
Gemological Institute of America
Texas Institute of Jewelry Technology
University of Chicago
Similar Profiles
Avuyile MasekoAvuyile Maseko
EXPERIENCE Product Owner at EntersektEXPERIENCE Product Owner at Entersekt
Miranda SoutherlandMiranda Southerland
Administrative & Event Assistant at Katy Independent School DistrictAdministrative & Event Assistant at Katy Independent School District
Brayden ArnoldBrayden Arnold
IT Professional at Texas A&M Transportation InstituteIT Professional at Texas A&M Transportation Institute
Alyssa BurkesAlyssa Burkes
Office Assistant at Tectrad Inc.Office Assistant at Tectrad Inc.
Lyann NeagleLyann Neagle
Certified Clinical Medical Assistant at Anthony G. Lendino LLCCertified Clinical Medical Assistant at Anthony G. Lendino LLC