Kelsey Squarcia
Los Angeles,CA
Summary
Revenue-focused sales professional with a track record of building enterprise pipeline, exceeding performance targets, and leading high-impact business development teams. Trusted partner to Account Executives and sales leadership, with hands-on experience supporting discovery, qualification, and opportunity progression across complex sales cycles. Brings a data-driven, analytical approach informed by a background in healthcare systems engineering.
Overview
7
7
years of professional experience
Work History
Regional Manager, Business Development
BlackLine
Los Angeles, CA
02.2024 - Current
- Developed business development strategy for Enterprise West and Canada, directly supporting pipeline creation and revenue targets.
- Led team of 4 to 8 BDRs to deliver $30M in qualified pipeline in FY25, surpassing our annual ACV goal by 140%.
- Achieved company record of $1M in pipeline per BDR within a single month, totaling $4M and driving $9.9M in Q2, reaching 188% of goal.
- Partnered closely with ENT RVPs and AEs on deal strategy, account planning, and opportunity progression across complex sales cycles.
- Coached team on full-cycle sales skills, shifting focus from simple meeting generation to rigorous deal qualification, directly improving meeting-to-qualified pipeline conversion rates.
Enterprise Account Management – Business Development Representative
BlackLine
Los Angeles, CA
09.2021 - 02.2024
- Achieved recognition as #1 BDR in North America for FY22; earned exclusive Circle of Excellence spot.
- Generated 128 qualified opportunities, contributing approximately $4M in annual contract value pipeline.
- Consistently surpassed quota with over 100% attainment in 9 of 11 months, peaking at 220%.
- Drove enterprise account growth in collaboration with 10 Account Managers across East and Central regions.
Enterprise Business Development Representative
BlackLine
Los Angeles, CA
04.2021 - 09.2021
- Sourced new business opportunities from East Coast enterprises, resulting in $1.2 million in pipeline ACV.
- Surpassed annual quota by 105% in FY21, with a high of 200% in Q2.
- Brought in major new logos, including MSG Company and Fox Corporation, utilizing innovative prospecting skills.
- Earned Rookie of the Year recognition at BDR SKO FY21.
Sales Support Specialist
Farmers Insurance
San Jose, CA
06.2020 - 04.2021
- Identified new upsell opportunities while nurturing relationships with existing clients.
- Supported agents with policy processing and client inquiries.
Population Care Management Intern
Kaiser Permanente
Los Angeles, CA
11.2019 - 05.2020
- Executed cold calling strategies, establishing trust with patients through effective phone etiquette.
Education
Bachelor of Science - Health and Human Sciences
Loyola Marymount University
Los Angeles, CAMaster of Science - Healthcare Systems Engineering
Loyola Marymount University
Los Angeles, CASkills
- Business Development
- Enterprise Sales Strategy
- Customer Engagement
- Pipeline Management
- MEDDICC
- Salesforce
- Gong
- Orum
- Gainsight
- Office 365
Timeline
Regional Manager, Business Development
BlackLine
02.2024 - Current
Enterprise Account Management – Business Development Representative
BlackLine
09.2021 - 02.2024
Enterprise Business Development Representative
BlackLine
04.2021 - 09.2021
Sales Support Specialist
Farmers Insurance
06.2020 - 04.2021
Population Care Management Intern
Kaiser Permanente
11.2019 - 05.2020
Bachelor of Science - Health and Human Sciences
Loyola Marymount University
Master of Science - Healthcare Systems Engineering
Loyola Marymount University