Kelsie Stonehocker

Own Sales Operations and Enablement across GTM teams to drive growth through operational efficiency and skill development, and keep all teams accountable to revenue.

• Deliver detailed metrics and forecasting to C-suite to support company goals and tracking towards Series B fundable milestones.
• Develop forecast models with Finance, Marketing, Sales, and Customer Success leaders to create annual and quarterly projections for new and expansion ARR.
• Build and deploy standardized revenue dashboards across commercial business, resulting in 50% increase in forecasting accuracy
• Partner with CRO, Head of Sales, and CMO on CAC analysis to improve sales efficiency metrics.
• Hired, trained and managed revenue department team members and developed engaged, high-functioning performers.
• Worked within core team to streamline business processes and internal controls, resulting in scalable and detailed set of procedures.
• Functioned productively in matrix organization across organizational levels and organized and prioritized responsibilities to meet commitments.
• Identified issues regarding delayed or incomplete payments and followed through to resolution.
• Created financial dashboards to provide insights into key performance indicators.
• Analyzed business processes to identify cost savings and operational efficiencies.
• Collaborated with C-level executives and stakeholders to develop long-term financial plans.
• Evaluate, implement, and enable new and existing tools for Revenue teams, as well as track adoption and ROI in support of business strategies and objectives.
• Own SFDC implementation and instance company wide. Gather stakeholder requirements, scope and test with consultants, and lead Enablement taskforce to train and deploy.
• Own Sales Enablement across tools, new products, and value positioning, as well as develop and track training outcomes and success metrics. Reduced time to impact for new hires from 8 months to 90 days.
• Drive alignment of Finance and Revenue Team to manage compensation and tighten Revenue Recognition.
• Design and implement Rep and Manager level compensation plans to align sales goals to business objectives.
• Overhaul the quote-to-cash process to streamline workflows for sales contracts while tightening payment and collection terms, leading to accelerated deal velocity and 120% higher ACV.
• Drive pricing refresh strategy to test new product monetization and bundling, as well as restructure contracts to ensure scalability with the business.

• Hired and scaled Sales team 250%, resulting in 200% YoY ARR growth in 2023. Worked cross-functionally across Revenue team to redesign, implement, and operationalize sales methodology improving win rate from 15%-80%. Created model and tracking for full funnel analysis and insights, and facilitated weekly executive meetings to review top deals, discuss trends, and determine necessary actions and coverage.
• Met with clients, delivering presentations, and educating on product and service features and offerings.
• Resolved customer issues quickly to close deals and boost client satisfaction.
• Identified, hired and trained highly-qualified staff by teaching best practices, procedures, and sales strategies.
• Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
• Attended industry shows, conventions, and other meetings with primary mission of expanding market opportunities.
• Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
• Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
• Maintained ethical and positive working environment to reduce turnover and promote high retention rates.
• Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
• Recruited and hired top-level talent to add value and expertise to sales department.
• Managed and mentored team of account executives.
• Evaluated performance against goals and implemented appropriate development plans.
• Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
• Directed sales support staff in administrative tasks to help sales reps close deals.
• Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
• Implemented systems and procedures to increase sales.

• Minimized resource and time losses by addressing employee or production issue directly and implementing timely solutions.
• Evaluated employee skills and knowledge regularly, training, and mentoring individuals with lagging skills.
• Coached team members techniques necessary to perform at the highest caliber.
• Consistently attained quota while teaching the team to do the same

• Employed proactive and collaborative approaches to strengthen relationships and manage customer needs.
• Met with new customers to share product and service information, listen to needs and learn about business operations.
• Obtained pricing deals, negotiated contracts, and solidified beneficial agreements.
• Sold new products and services and developed new accounts to maximize revenue potential.
• Trained and coached sales team members on how to be more productive and efficent.
• Analyzed data to discover trends, informing market strategies and objectives.
• Cold called prospects to explain partnership benefits, representing company values.
• Researched emerging industry trends, applications, and concepts to enhance products and services.
• Analyzed key competitors to respond to competitive threats.
• Designed training program, increasing customer satisfaction and new account rates.
• Set and monitored sales targets and identified potential customers.
• Prepared documentation, finalized sales and maintained records.
• Motivated team members to meet and exceed sales targets.
• Prepared forecasts to gain understanding of measures needed to grow business.
• Contributed to annual revenue goals by selling new services and developing new accounts.
• Established customer relationships, interfacing with representatives and collaborating to achieve mutually beneficial results.
• Networked at events and prospected for new customers with diverse strategies.

• Attended networking events to build relationships and identify sales opportunities.
• Negotiated sales deals between customers and agency, resulting in mutually beneficial agreements and cultivated relationships.
• Reached average of 209% of sales goals each year.
• Managed sales cycle to maintain solid customer base.
• Provided sales forecasts within 10% accuracy each quarter and each year for long-term strategic planning.
• Developed and managed strong and growing pipelines of prospective small business customers.
• Collaborated with current and potential small businesses extensively to understand needs before proposing specific solutions.
• Mastered and constantly improved sales prospecting, follow-up and upsell processes.
• Leveraged CRM to collect, organize and manage sales data and customer information.
• Attained deep and thorough knowledge of company's products and solutions to help accomplish mutual success and partnership between buyer and seller.
• Trained clients on product features and updates to secure buy-in.
• Contributed long-term sales strategy ideas to team to promote continuing business success.
• Researched potential customer markets thoroughly before beginning personal contacts.
• Engaged in daily cold calls in-person and via telephone and followed up with small business prospects monthly to verify pipeline sufficiency.
• Kept detailed track of sales and customer information in company system.
• Provided exceptional customer service to foster client loyalty and satisfaction.
• Trained, coached, and mentored new sales associates for maximum performance.
• Worked closely with other departments to understand full scope of available offerings and provide top-notch salesmanship to customers.
• Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.