Kevin Perry

Led transformative initiatives for a healthcare provider network, with a dual focus on building an outbound sales infrastructure across 40 states and refining the inbound sales motion for improved efficiency and scalability. Spearheaded strategic improvements in sales performance through technology integration, advanced reporting, and process optimization, resulting in measurable gains in both sales outcomes and operational efficiency.

Outbound Sales Infrastructure:

• Took ownership of frontline sales initiatives, defining sales cycles, customer segmentation, and key sales metrics to establish clear ramp expectations and drive alignment across the sales organization.
• Collaborated cross-functionally with the development team to build a proprietary CRM with defined sales stages, enabling better tracking, forecasting, and performance measurement, while leveraging sales metrics to drive decision-making.
• Spearheaded the development and execution of a refined GTM strategy, focusing on segmenting customer profiles, optimizing sales cycles, and enhancing cross-team alignment, leading to more targeted, data-driven sales efforts and improved efficiency.

Inbound Sales Refinement:

• Standardized the use of HubSpot for managing and harnessing sales data, streamlining and simplifying reporting structures, enabling the inbound team to manage their business with data, improve pipeline visibility, and drive accountability through more accurate, actionable insights.
• Refined and standardized sales motion within HubSpot, including automation of key processes, to align sales practices across the team, leading to increased consistency and efficiency in daily operations.
• Reduced inbound lead response time from 3 days to 1 day, improving overall sales velocity and customer engagement.
• Increased inbound close rate from 68% to 81%, driving higher conversion and revenue generation.

Relay Payments is an Atlanta-based, venture-backed fintech, building a digital payment network in the transportation, logistics, and supply chain industries.

• Scaled and led the Inbound Strategic Partnership sales team, contributing over 2,400 new fleet customers and 15,000+ trucks to the Relay ecosystem within 8 months.
• Launched and executed a sales optimization strategy that increased productivity by 35%, driving improvements in activity levels, conversion rates, and pipeline health.
• Designed and implemented an automated, self-serve motion for hyper-local fleets, increasing acquisition efficiency while reallocating human capital to higher-value segments—delivering a 20% boost in operational ROI.
• Partnered cross-functionally to architect backend CRM infrastructure and lead scoring models, enabling a Salesforce “command center” that surfaced next-best actions and optimized seller prioritization.
• Built and delivered a scalable onboarding and enablement program, including a full playbook and weekly training cadences, improving ramp speed and reinforcing pipeline hygiene, deal strategy, and value-based selling.
• Recruited and onboarded six new sellers, aligning hiring profiles with ICP coverage needs and future growth priorities.

The ad monetization arm of SiriusXM, offering exclusive access to live and on-demand content across SiriusXM, Pandora, SoundCloud, and top podcast networks

• Oversaw a $50M+ revenue portfolio, driving scalable growth across thousands of transactions and multiple customer segments.
• Built and scaled a 60-person sales organization and 5 frontline leaders from the ground up, implementing structure and rigor to support rapid growth.
• Led teams that delivered the highest new business revenue in the company for six consecutive years, consistently outperforming national benchmarks.
• Surpassed annual revenue goals in 2018, 2019, 2021, 2022, and 2023, exceeding quota by $20M+ in 2021 alone.
• Guided team through 2.5 years of fully remote operations while maintaining top performance and high engagement.
• Designed and implemented a scalable onboarding, enablement, and sales training framework in partnership with L&D, accelerating ramp and improving team productivity.
• Established an outsourced BDR and full-cycle sales partnership to efficiently capture hyper-local market share and expand pipeline coverage.
• Championed talent development, promoting high-potential sellers into leadership and specialist roles across the organization.
• Co-founded and chaired a DE&I committee within the SMB org, promoting culture, inclusion, and equity at scale.
• Played a key role in post-merger team integration, aligning GTM strategies across SiriusXM, Pandora, and acquired entities.
• Partnered cross-functionally to streamline processes and improve operational efficiency, contributing to a 10% reduction in cost of sales.

• Delivered outsized performance in an enterprise sales role, closing complex, multi-stakeholder deals and consistently surpassing revenue targets.
• Achieved 166% of quota in first year (2016), driving the highest YoY cumulative agency growth across the regional sales team.
• Led team in new business sales, setting the pace for strategic account growth and expansion.
• Served as a player/coach, mentoring peers and elevating team performance by sharing winning strategies, pipeline management discipline, and client engagement best practices.
• Promoted to Sales Director in 2018 and relocated to support broader sales initiatives and organizational growth.

Urban One is the largest distributor of urban content in the U.S., with over 40 years as the leading voice for Black America, first through local urban radio, and later as the top syndicator of urban programming.

- Promoted from individual contributor to Sales Manager, successfully re-built regional 10 person sales team and turned-around two-year down trend in annual sales revenue.

• Promoted to Sales Manager to lead turnaround of a struggling regional team; rebuilt and revitalized a 10-person sales org, reversing a two-year revenue decline and reestablishing growth momentum.
• Surpassed annual 2015 sales target well ahead of schedule, prior to transitioning out in September.
• Hired, onboarded, and developed 8 new sales professionals, instilling a culture of accountability, purpose, and performance excellence.
• Designed and launched a structured sales coaching and continuous learning program to upskill talent and drive consistency in execution.
• Fostered operational alignment by building cross-functional partnerships with Programming, Promotions, Marketing, and Accounting, resulting in improved communication, campaign delivery, and team efficiency.

• Consistently ranked as a top-performing Account Executive, earning President’s Club honors in both 2013 and 2014.
• Achieved #1 biller status two consecutive years, finishing FY2013 at 162% of quota and FY2014 at 136%.
• Recognized as Account Executive of the Month in 23 out of 30 months, a testament to consistent overachievement and sales excellence.
• Contributed to broader company culture and strategy as Chairman of the Action Planning and Employee Engagement Committees.
• Promoted to Sales Manager in 2015, reflecting strong leadership potential and consistent delivery of results.

• Achieved sustained sales excellence as a 9x Circle of Excellence Winner
• Consistently exceeded annual quota, finishing above 100% every eligible year over a decade (2000–2008, 2011).
• Strategically developed, grew, and managed the largest new business account in station history, evolving it into a 7-figure annual client, demonstrating the ability to build and scale high-value relationships.