Hi, I’m
Kristina Castro
Scottsdale,AZ
Summary
Driven Team Coach and Player with Enterprise Sales Experience: proven success in leadership roles and extensive knowledge of SaaS sales. Committed to exceeding goals, working closely to help develop team members and closing sales quickly, with expertise in various sales tactics and negotiations.
Extensive sales experience and strong consultative skills, as well as demonstrated loyalty with customers and colleagues alike. Sales approach consists of education-based selling coupled with value selling, which has proven to instill prospective client confidence by developing trust and accelerating product value. An ability to connect to others, analytic skills, desire to enlighten prospects, and finesse while fostering relationships, makes an organic, trusted advisor.
Overview
10
years of professional experience
Work History
LeaseQuery
Enterprise Account Executive
01.2022 - Current
Job overview
- Highest close rate on team at 54% for 2022, selling Lease Accounting SaaS software and support.
- Promoted to Enterprise Team within months of hire based on performance.
- Selected for specialty team to test new processes, higher ARR strategy and formalize best practices for team.
- Asked appropriate questions to identify prospects' needs and pinpoint solutions for best fit.
- Mentored other team members with strategy sessions, while analyzing and evaluating performance metrics to identify areas of improvement.
- Demonstrated products, responded to questions, redirected concerns and overcame objections to close sales.
- Developed creative solutions to meet individual client needs.
TAG Employer Services/eBaconPhoenix, AZ
Account Executive Team Lead & Sales Manager
08.2014 - 01.2022
Job overview
- Exceeded sales quotas and increased profitability through effective sales of Payroll and Human Resource SaaS software and services.
- PRESIDENTS CLUB 2019
- PRESIDENTS CLUB 2018
- PRESIDENTS CLUB 2017
- PRESIDENTS CLUB 2016
- PRESIDENTS CLUB 2015
- Acted as trusted Team Lead, onboarded new sales members, as well as coached and mentored colleagues.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Prepared sales presentations for clients showing success and credibility of products.Increased sales volume and expanded product line.
- Collaborated with upper management to implement continuous improvements and exceed team goals
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning
Workiva
Regional Sales Manager
04.2013 - 08.2014
Job overview
- Large Enterprise Market, hand selected and promoted to specialty team for variety of SaaS solutions to diverse market.
- Grew territory 50% during first two quarters, while exceeding sales quota for consecutive quarters.
- Customized demonstrations and presented application during meetings both face-to-face and over web.
- Executed successful sales strategies to convert leads into customers.
- Collaborated with internal teams to develop account strategy.
- Conducted product demonstrations and presentations to potential clients to capture more sales.
- Developed sales strategy based on research of consumer buying trends and market conditions.
Education
Arizona State University, Tempe, AZ
Bachelor of Science from Tourism Management
2005
Skills
- Customer Needs Assessments: Uncovering needs and objections
- Overcoming objections
- Challenger sale/Education based selling/Value based selling
- Managing pipeline through CRM, forecasting appropriately
- Contract negotiation in competitive space
- Onboarding new hires, coaching and mentoring in sales capacity
- Team evaluation and coaching
- Business acumen
- Sales proficiency
- Strategic selling
Timeline
Enterprise Account Executive
LeaseQuery
01.2022 - Current
Account Executive Team Lead & Sales Manager
TAG Employer Services/eBacon
08.2014 - 01.2022
Regional Sales Manager
Workiva
04.2013 - 08.2014
Arizona State University
Bachelor of Science from Tourism Management
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