Kelly Crump
Warrenton,Virginia
Summary
Results-driven sales professional with over 10 years of experience in business development, sales leadership, pipeline generation, and business growth. Proven success in building and coaching top-performing sales teams, driving outbound strategy, and collaborating cross-functionally to exceed pipeline and revenue goals. Known for being data-driven, and for developing and executing GTM plans to exceed pipeline and revenue goals. Experienced in onboarding new leaders, and fostering scalable, high-impact sales development programs.
Overview
10
10
years of professional experience
Work History
Senior Business Development Manager
Salesforce
McLean, Virginia
02.2025 - Current
- Led and developed a high-performing team of nine BDRs, focused on outbound prospecting and pipeline generation for the Public Sector organization.
- Hired, trained, and coached team members, resulting in improved productivity, higher KPI attainment, and professional growth.
- Created and executed strategic outbound campaigns in partnership with internal stakeholders to increase pipeline and revenue attainment.
- Provided detailed reporting and insights to senior leadership regarding performance on the business and BDR team.
- Developed the GTM strategy for the Local Government and Canada BDR teams.
- Fostered a culture of accountability, continuous learning, and high performance.
- Onboarded and mentored the new Canada BDR Manager, providing leadership guidance, process training, and ongoing support as they ramped up.
Business Development Manager
Salesforce
Reston, VA
06.2022 - Current
- Developed short-term and long-term vision and strategy to achieve targeted sales objectives.
- Managed high performing team of Business Development Reps who achieved greater than 100% on overall KPI attainment.
- Mentored, coached and developed team of Business Development Reps regarding inbound/outbound prospecting activities to achieve KPI metrics and pipeline quota.
- Worked cross functionally in alignment with GTM, sales leadership, marketing, product strategy and support teams to achieve strategic visions and YoY growth.
- Responsible for reporting and communicating with sales leadership on monthly, quarterly and annual performance metrics.
- FY25 Q4 Sales Development Manager of the Quarter.
Account Executive - State and Local Government
Salesforce
Reston, VA
05.2021 - 06.2022
- Established and maintained trusted relationships with key stakeholders.
- Led the S&L ECS Team in closed revenue for FY23 Q1.
- Found, drove and closed new business within account base.
- Aligned to team's strategic initiatives with state agencies.
- Achieved $750k+ in pipeline for ECS driven opportunities every quarter.
- Mentored new hires as they joined the ECS team.
- Mentored BDRs in their career development.
- Worked closely with BDRs supporting mutual accounts to strategize and find new business.
Business Development Representative - Federal
Salesforce
Reston, VA
04.2020 - 05.2021
- Generated business pipeline totaling $9.8 million.
- Achieved greater than 100% every quarter for KPI metrics.
- FY21 Federal BDR of the Year.
- FY21 Q3 Federal BDR of the Quarter.
- FY21 Q2 Rookie of the Quarter.
- FY22 Q1 Federal BDR of the Quarter.
- Led the Public Sector in Stage 2 Opportunities for FY21.
- Reviewed and approved all Federal Stage 2 Opportunities as the Q4 Federal Team Lead.
- Mentored Federal BDR new hires.
Sales Representative
MillerCoors
Fairfax, VA
04.2017 - 04.2020
- Achieved 113% of my quota and exceeded 100% of my Monthly Business Objectives.
- #1 Sales Rep for exceeding distribution goals.
- Lead meetings to discuss quarterly performance expectations/goals for my team.
- Meet with accounts weekly (minimum of 40 meetings) to develop strategic partnerships and grow MillerCoors portfolio in assigned accounts, helping accounts grow revenue in beverage sales by introducing/selling in key retail solutions.
- Prepare and disseminate information to customers management team and staff to ensure they have the proper knowledge and tools to successfully educate consumers on products.
- Maintain contact with managers regarding the performance of our team and distributor partners and negotiate incentives.
- Develop strong relationships with on premise account owners and staff in approximately 75 accounts.
- Work cross-functionally with distributors and retailers to ensure expectations are being met or all parties involved.
- Conduct training's to my distributor partners on the MillerCoors applications to use in market (Salesforce, AdvantagePoint).
Business Development Manager
Redhawk Network Security
Austin, TX
10.2016 - 04.2017
- Prospecting, selling and on-boarding all new clients in my territory (Midwest & TOLA).
- Managing the relationships with all the clients from the beginning to the end of the sales cycle and communicating pipeline progress to leadership team.
- Act as a liaison between the new client, accounting team and operations team to ensure the engagement goes smoothly.
- Schedule, plan and lead annual review meetings with clients.
- Present all Statement of Works and contracts to the clients and negotiate details and pricing surrounding the engagement.
Business Development Representative
Redhawk Network Security
Austin, TX
11.2015 - 10.2016
- Generated, negotiated and presented proposals to prospects/new clients.
- Created and maintained sales pipeline.
- Responded and coordinated proposals/statement of works to RFP's.
- Redhawk Employee of the Month - September 2016.
- Software utilized - Salesforce, DiscoverOrg, RainKing, LinkedIn Sales Navigator, MailChimp, ZoomInfo.
Sales Development Representative
MemoryBlue
Austin, TX
07.2015 - 11.2015
- Hired by my client Redhawk Network Security in 3 months (avg. is 7-9 months).
- Mentor and coach new hires.
- Software utilized: Salesforce, HubSpot, DiscoverOrg, ZoomInfo.
Education
Bachelor of Science - Business
Virginia Tech - Pamplin College of Business
Blacksburg, VA05.2015
Skills
- People Leadership
- Rapport building
- Strategic planning
- Process improvements
- Problem solving
- Business Development
- Strong communication
- Cross-functional collaboration
Timeline
Senior Business Development Manager
Salesforce
02.2025 - Current
Business Development Manager
Salesforce
06.2022 - Current
Account Executive - State and Local Government
Salesforce
05.2021 - 06.2022
Business Development Representative - Federal
Salesforce
04.2020 - 05.2021
Sales Representative
MillerCoors
04.2017 - 04.2020
Business Development Manager
Redhawk Network Security
10.2016 - 04.2017
Business Development Representative
Redhawk Network Security
11.2015 - 10.2016
Sales Development Representative
MemoryBlue
07.2015 - 11.2015
Bachelor of Science - Business
Virginia Tech - Pamplin College of Business
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