Kelsey Ericks
San Francisco,USA
Summary
Results-driven sales and business development leader with 15+ years of experience driving revenue growth, scaling global GTM teams, and building high-performing sales cultures. Proven track record in SaaS, AI-driven sales optimization, and enterprise pipeline generation. Expert at aligning cross-functional teams (Sales, Marketing, Alliances, CS) to deliver measurable results. Passionate about developing talent, championing diversity, and enabling organizations to thrive in highly competitive markets.
Overview
22
22
years of professional experience
Work History
Senior Director, Global Pipeline Generation
Copado
02.2025 - 09.2025
- Lead global SDR/BDR org across AMER, EMEA, and APAC; manage 4 managers and 40+ reps.
- Owned an annual $113M business pipeline across Sales, Business Development, and Alliances, consistently achieving 90%+ attainment.
- Delivered consistent top-of-funnel growth, aligning Marketing, Sales, and Alliances.
- Built structured career progression program, promoting 11+ reps into AE, CSM, and Renewals roles.
- Partner with Salesforce for joint territory planning and co-sell pipeline acceleration.
Global Director of Business Development
Copado
02.2024 - 02.2025
- Scaled and led global BDR org generating $54M in SAO ACV in one fiscal year.
- Directed 4 managers overseeing 4 regional teams: New Orleans, Denver, Chicago, and London (EMEA/APAC).
- Drove performance culture with “coach up or out” framework; promoted 11+ into closing roles.
- Unified global execution across 4 offices (Denver, Chicago, EMEA, New Orleans).
Director of Business Development (AMER)
Copado
05.2023 - 02.2024
- Built AMER BDR org, managing teams in Chicago & Denver; developed 2 BDR managers.
- Established scalable processes and expanded to global model adopted company-wide.
- Created culture of accountability, leading to multiple SDR→AE promotions.
Sales Director, Mid-Market Segment
Copado
08.2022 - 05.2023
- Managed 3–6 AEs; exceeded $600K quarterly quota with consistent overachievement.
- Closed strategic deals across CI/CD, Testing, Compliance, and Analytics solutions.
- Authored AE sales playbook to accelerate ramp and drive repeatable execution.
Director, Sales Development
Demandbase (Acquired InsideView)
06.2021 - 08.2022
- Managed multiple SDR teams & managers post-acquisition, integrating InsideView teams.
- Oversaw 20+ SDRs driving $20M+ quarterly pipeline.
Director of Sales Development
InsideView Technologies
05.2019 - 05.2021
- Scaled SDR org from 11→16 reps, delivering $10M+ pipeline quarterly.
- Reduced SDR ramp time by 50%; created SDR Playbook and onboarding program.
- Promoted 10+ SDRs into AE, SE, and CS roles; hosted 2021 SKO.
Head of Sales / Sales Manager
XiO, Inc.
01.2017 - 01.2019
- Managed AE & SDR teams (9 reps) generating $2M annual revenue.
- Cut sales cycle by 50%; implemented compensation model & sales methodology.
- Increased company revenue 200% in 3 quarters as Lead AE before promotion.
Sales Team Lead & Senior Account Executive
Sungevity
01.2014 - 01.2016
- Exceeded quota at 110–175%; top 3% nationally for sales/installs.
- Closed $5M+ revenue with 300+ opportunities won.
- Delivered training and onboarding for sales consultants; recognized company-wide.
Account Manager
AT&T
01.2004 - 01.2012
- 5× President’s Club winner, Top 10% nationally.
- Consistently exceeded quota by 165–275%.
- Sold advanced enterprise telecom/data/cloud solutions to SMB & enterprise accounts.
Education
Associate of Science -
San Diego Mesa College
San Diego, CASkills
- Sales Methodologies: Challenger Selling, Solution Selling
- CRM/Tools: Salesforce (Admin), Outreach, LinkedIn Sales Navigator, Gong
- Leadership: Global team building, coaching, performance frameworks
- AI in Sales: Pipeline optimization, forecasting, lead scoring
Websites
Key Highlights
- Pipeline Leadership: Owned an annual $113M business pipeline across Sales, Business Development, and Alliances, achieving 90%+ attainment.
- Global Team Leadership: Directed 4 managers and 40+ SDRs/BDRs across AMER, EMEA, and APAC; scaled global orgs and unified execution across 4 regions.
- Revenue Impact: Consistently delivered $50M+ in annual pipeline and 200%+ revenue growth in sales orgs.
- Demand Generation: Drove inbound & outbound pipeline creation, co-sell with Salesforce, and GTM alignment.
- Talent Development: Promoted 20+ SDRs/BDRs into AE, CS, and Renewals, building internal career ladders.
- Sales Methodologies: Challenger Selling | Solution Selling | AI-powered pipeline optimization.
Timeline
Senior Director, Global Pipeline Generation
Copado
02.2025 - 09.2025
Global Director of Business Development
Copado
02.2024 - 02.2025
Director of Business Development (AMER)
Copado
05.2023 - 02.2024
Sales Director, Mid-Market Segment
Copado
08.2022 - 05.2023
Director, Sales Development
Demandbase (Acquired InsideView)
06.2021 - 08.2022
Director of Sales Development
InsideView Technologies
05.2019 - 05.2021
Head of Sales / Sales Manager
XiO, Inc.
01.2017 - 01.2019
Sales Team Lead & Senior Account Executive
Sungevity
01.2014 - 01.2016
Account Manager
AT&T
01.2004 - 01.2012
Associate of Science -
San Diego Mesa College
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