Kelsey Lopez
Spokane,WA
Summary
Results-driven sales professional with a proven track record of consistently surpassing quotas and driving exceptional revenue growth in competitive SaaS markets. Successfully propelled ARR growth from $1M to $5M as a Senior Account Executive at XBuild, leveraging strategic account acquisition and closing enterprise deals. Recognized for employing a consultative sales approach, adept at identifying client pain points and developing tailored solutions that yield tangible business outcomes. A recipient of the prestigious President's Club and MVP awards on two occasions. Deeply passionate about achieving measurable results and assisting organizations in their success through innovative, client-centric strategies.
Overview
11
11
years of professional experience
Work History
Senior Account Executive / Sales Lead
XBuild
01.2023 - Current
- Surpassed sales quotas by 150%, driving ARR growth from $1M to $5M within one year through strategic account acquisition and expansion
- Closed two high-value enterprise deals, adding over $1M in ARR by addressing client needs with tailored solutions
- Optimized Salesforce CRM processes to enhance pipeline visibility and forecasting, contributing to a 40% reduction in reporting time
- Partnered with cross-functional teams to deliver innovative solutions that amplified recurring revenue by 10x
- Attended industry events and conventions to explain sales opportunities.
Mid-Market Sales Manager
Gong
06.2022 - 01.2023
- Led a team of 7 Mid-Market Account Executives to exceed revenue targets through strategic prospecting and multi-threaded engagement with key decision-makers
- Reduced sales cycle length by 25% while boosting win rates with a consultative, value-based approach
- Delivered impactful presentations and proposals to C-level executives, driving significant market expansion
- Attended industry events and conventions to explain sales opportunities.
Director, Sales
Egnyte
07.2021 - 06.2022
- Led a team of 3 managers and 24 account managers overseeing $50M in ARR, achieving 120% team quota attainment
- Accomplished a 40% YoY increase in upsells by developing cross-functional strategies with sales and product teams
- Optimized the customer journey, identifying high-impact expansion opportunities within target segments
- Conducted data analysis and market research to increase brand awareness.
Manager, Account Manager Sales
Egnyte
10.2018 - 07.2021
- Guided a team of 8 account managers to achieve 30% YoY revenue growth across a $20M ARR portfolio
- Surpassed team quota by 110% through mentoring, pipeline oversight, and customized growth strategies
- Enhanced customer loyalty with a 15% increase in Net Promoter Score (NPS)
- Cross-trained existing employees to maximize team agility and performance.
Enterprise Account Executive
Egnyte
01.2016 - 10.2018
- Consistently achieved 120%+ quota attainment, managing a $20M portfolio of enterprise clients
- Generated a 40% YoY increase in upsell revenue by aligning solutions with client goals
- Improved customer satisfaction by 15% through proactive account management and cross-functional collaboration
- Asked appropriate questions to identify prospects' needs and pinpoint solutions for best fit.
Account Manager
Egnyte
01.2014 - 01.2016
- Surpassed sales quotas by achieving 120%+ annually, earning top performer recognition
- Strengthened client relationships with customized solutions, contributing to a 35% increase in sales efficiency
Education
Business
Southern Connecticut State University
New Haven, CTSkills
- Product and service expertise
- Sales strategies implementation
- Strategic Prospecting & Pipeline Generation
- Full-Cycle Sales & Quota Attainment
- C-Level Engagement & Consultative Selling
- CRM Optimization (Salesforce Admin)
- Product and Industry Knowledge
- AI & Technology Integration in Sales
- Customer-Centric Solutions & Value-Based Selling
- Competitive Analysis & Deal Strategy
Awards
XBuild Salesperson Q1 & Q2 2024
Sales Manager of the Year | Egnyte 2021
Top Salesperson of the Year | Egnyte 2019
President's Club | Egnyte 2018, 2019, & 2021
Timeline
Senior Account Executive / Sales Lead
XBuild
01.2023 - Current
Mid-Market Sales Manager
Gong
06.2022 - 01.2023
Director, Sales
Egnyte
07.2021 - 06.2022
Manager, Account Manager Sales
Egnyte
10.2018 - 07.2021
Enterprise Account Executive
Egnyte
01.2016 - 10.2018
Account Manager
Egnyte
01.2014 - 01.2016
Business
Southern Connecticut State University
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