Kelly Cattaneo Kilby
Petaluma,California
Summary
Results-oriented Senior Tech Sales Leader with experience strengthening customer relationships and crushing quotas. Strong active listening and persuasion skills. Adaptable and motivated by new challenges.
Overview
38
38
years of professional experience
1
1
Certification
Work History
Sr. Account Executive
Modo Labs
10.2023 - Current
- Drive pipeline growth for new and expansion sales by securing new partnerships and solidifying enterprise-wide connections with valued customers. Established Go-to-Market Strategy for 130 priority target accounts and have exceeded quarterly quotas by 110%.
- Deliver sales discovery meetings, proposals, and C-Suite demonstrations through contract close/quota attainment.
- Serve as the statewide relationship contact for higher education systems, including the California Community Colleges (CCC) and California State Universities (CSU) Systems.
- Utilize Salesforce & HubSpot CRM tools effectively to manage client information and track progress on accounts, leading to more accurate forecasting and pipeline management.
Director, Partner Development
EAB Global/Hobsons/Starfish
03.2014 - 10.2023
- Exceeded sales quotas by over 130%, year-over-year, for higher-ed SaaS solutions
- Developed expertise in selling eight new SaaS enterprise-level tech products after acquisition by EAB
- Led strategic account teams in California and founded and matured a statewide User Group
- Grew to be the largest revenue-producing account on record through account nurture and expansion
- Served as primary executive contact for the California Community Colleges and the California State University Systems and managed the Starfish Enterprise Go-to-Market strategy
- Crafted innovative brand and expansion strategies while delivering expert consultative support to drive partner objectives.
Owner/Chief Operating Officer
Higher Education Financial RX, LLC
01.2007 - 01.2014
- Founded and managed this student financial services LLC
- Provided 3rd party loan consolidation sales, personalized in-person financial counseling, and online financial literacy resources to support graduate and health profession students.
District Manager-West Region
American Student Assistance/SALT
01.2011 - 01.2013
- Recruited, trained, and managed a top-performing western sales team
- Exceeded quota by 120% in a new territory with new products
- Promoted financial management tech solutions and services and supported C-Suite presentations
- Formulated comprehensive territory budgets, plans, forecasts, and strategies to drive sales efforts.
Vice President
Cology, Inc.
01.2005 - 01.2007
- Implemented a high-volume student loan engine and support services for colleges across the West
- Exceeded the student loan origination-sales projections by over 100% for this start-up
- Contributed to the executive team by recruiting, hiring, and training the team and provided team leadership, coaching, training, and guidance to national sales executives.
Vice President of Sales
Nelnet
01.1995 - 01.2005
- Served on the corporate executive team during the acquisition of 12 organizations and the subsequent launch of Nelnet's IPO and growth to become a Fortune 500 financial services corporation
- Established and shaped the national Go-to-Market strategy and developed talent
- Led special projects and technology product development, representing the CEO's vision
- Nurtured Nelnet’s top revenue-producing customer and vendor relationships
- Maintained the positions of top individual and top team performances (west region), growing student loan origination revenue by hundreds of millions of dollars and exceeding quotas by over 500%
- Recruited, hired, coached, and trained sales team
- Oversaw accurate sales pipeline and forecasting - exceeded quota delivery via solution sales
- Delivered C-Suite level presentations and managed the fastest-growing territory's sales team
- Led and organized annual sales meetings
- Collaborated with internal teams to ensure client success and delivery and managed sales budgets
- Oversaw the Higher Education Executive Board and regional meetings.
Director of Financial Aid, School of Law
Pepperdine University
01.1987 - 01.1991
- Supervised the School of Law financial aid department and led a team of five professionals
- Awarded all law student financial aid
- Managed a six-million-dollar budget, interpreting, communicating, and managing all institutional, state, and federal regulations and reporting
- Upgraded and expanded the usage of the school's SIS system
- Recruited law students nationally
- Introduced financial literacy video series and counseling presentation initiatives for law students.
Education
Bachelor of Arts - B.A - Communication-Intercultural Affairs
Pepperdine University
MalibuSkills
- Sales Quota Achievement
- Sales Team Leadership and Coaching
- Strategic Account Management
- SaaS and Enterprise Technology Sales Strategy
- Organization Skills
- C-Suite Level Public Speaking
- Higher Education
- Budgeting & Forecasting
- Go-to-Market Strategy
- Customer Relationship Management (CRM)
- Strategic Planning
- Partnership Development
Certification
Proficiency achieved in a wide range of sales and productivity tools, including Microsoft Windows, Salesforce CRM, Slack, Workday Prod, Box, Asana, Basecamp, Jira, Calendly, Concur, Expensify, Zoom & ZRA, Gong, Webex, Google Meet, Google Cloud, Google Apps, SAP Concur, ChatGPT and Grammarly.
Trainings and Proficiencies
- Top Line Leadership Executive Certification
- Strengths-Based Leadership 2.0
- Solution Sales
- The New Solutions Selling
- Slow Down Sell Faster
- Challenger Sales
- MEDDIC
- BANT
- The JOLT Effect
- LinkedIn Learning’s AI Mindset sessions
Gallupstrengthfinders
- Responsibility * Developer + Strategic * Belief * Connectedness
Saleshonorsandawards
- Annual Sales Incentive Trip – EAB Global - Jan 2022 – 125% quota achievement/sales trip
- Pinnacle Club - Hobsons - Jan 2021 - Top sales award (exceeded quota by 130%+)/sales trip
- Salesperson of the Year - Hobsons - Jan 2021 - Top performer (exceeded quota by 600%)/sales trip
- Pinnacle Club - Hobsons - Jan 2020 - Top Sales Award (exceeded quota by 130%+)/sales trip
- Service & Dedication Award - Hobsons - Mar 2019 - Project Management Recognition
- Account Manager of the Year - Hobsons - Jan 2020 - Top dual-role Performer (AM & New Sales) - exceeding quota by 130%+/sales trip
- President's Club - Hobsons - Jan 2019 - Top Sales Performer-exceeded quota by 130%+/sales trip
- President's Club - Hobsons - Jan 2018 - Top Sales Performer-exceeded quota by 130%+/sales trip
- MVP-2017 - Hobsons - Sep 2017 - Most Valuable Player award -New Sales Performer
- Starfish Retention Solutions, Inc. - 2014 - Most Prospect Engagement of the Year award
- Top Team Sales Performance 2011-12-exceeded quota by 120% - American Student Assistance
- Chairman's Circle Award - Nelnet - Jan 2005 - Lifetime Chairman's Circle Platinum Award-exceeded quote by 500%
- Chairman's Circle Award - Nelnet - Jan 2004 - Top Sales Performer and top team performance-exceeded quota by 300%
- Chairman's Circle Award – Nelnet – exceeded quota by 150% - Jan 2003 (first year of Nelnet awards) - Top Sales Performer and top team performance
Timeline
Sr. Account Executive
Modo Labs
10.2023 - Current
Director, Partner Development
EAB Global/Hobsons/Starfish
03.2014 - 10.2023
District Manager-West Region
American Student Assistance/SALT
01.2011 - 01.2013
Owner/Chief Operating Officer
Higher Education Financial RX, LLC
01.2007 - 01.2014
Vice President
Cology, Inc.
01.2005 - 01.2007
Vice President of Sales
Nelnet
01.1995 - 01.2005
Director of Financial Aid, School of Law
Pepperdine University
01.1987 - 01.1991
Bachelor of Arts - B.A - Communication-Intercultural Affairs
Pepperdine University
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