LAUREN CORTEZ
Dallas
Summary
Quota-driven sales professional with 15+ years of territory, key account, and business development experience managing complex portfolios and long sales cycles. Proven record of exceeding revenue targets, expanding existing accounts, and building trusted relationships with senior decision-makers. Known for disciplined pipeline management, contract negotiation, KPI tracking, and customer retention. Brings a consultative, compliance-aware approach, well suited to technical and regulated products.
Overview
15
15
years of professional experience
Work History
Director of Business Development
Estrella Media
Irving
04.2013 - 04.2022
- Drove new business acquisition and account expansion across regional and national territories, consistently contributing to revenue growth.
- Built and maintained long-term relationships with senior decision-makers by aligning solutions to operational goals and performance metrics.
- Negotiated high-value contracts and renewals while maintaining profitability and increasing account lifetime value.
- Managed full sales cycle including prospecting, discovery, proposal development, closing, and post-sale account growth.
- Maintained accurate pipeline forecasting and reporting to support monthly, quarterly, and annual revenue targets.
- Collaborated cross-functionally to ensure seamless execution, client satisfaction, and retention.
Senior Key Account Manager
Cumulus Media
Dallas
02.2007 - 12.2012
- Managed the largest active portfolio, representing 11%+ of total annual company revenue, with responsibility for growth, renewals, and retention.
- Consistently recognized as a top revenue performer, generating $29M+ in cumulative sales through territory expansion and account development.
- Maintained client attrition below 3% by tracking KPIs, proactively addressing performance gaps, and reinforcing value.
- Negotiated complex contracts and annual renewals while protecting margins and delivering measurable ROI.
- Achieved 15%+ annual new business growth through strategic prospecting and expansion within assigned territories.
- Conducted in-depth discovery to uncover mission-critical priorities and presented tailored solutions aligned to client KPIs.
- Built and maintained a robust pipeline, accurately forecasting revenue and consistently exceeding quota expectations.
- Coordinated internal teams to manage multiple concurrent initiatives while meeting client requirements and deadlines.
Skills
- Territory & Account Management
- Quota Attainment & Revenue Growth
- New Business Development (Hunter)
- Contract Negotiation & Renewals
- Pipeline Management & Forecasting
- Executive-Level Relationship Building
- Customer Retention & Attrition Reduction
- Consultative / Solution-Based Selling
- KPI & Performance Tracking
- Cross-Functional Collaboration
Technical And Professional Tools
- CRM Platforms
- Forecasting & Revenue Planning
- Contract & Business Negotiation
- Market & Competitive Analysis
- Cross-Department Collaboration
Personal Information
Title: Territory & Key Account Sales Professional
Additional Sales Experience
- Cold-called and prospected to generate qualified leads and new territory opportunities
- Conducted in-person client meetings to advance opportunities and close business
- Built account plans to maximize profitability, retention, and market share
- Maintained CRM accuracy to support forecasting and pipeline transparency
Core Sales Skills
- Territory & Account Management
- Quota Attainment & Revenue Growth
- New Business Development (Hunter)
- Contract Negotiation & Renewals
- Pipeline Management & Forecasting
- Executive-Level Relationship Building
- Customer Retention & Attrition Reduction
- Consultative / Solution-Based Selling
- KPI & Performance Tracking
- Cross-Functional Collaboration
Timeline
Director of Business Development
Estrella Media
04.2013 - 04.2022
Senior Key Account Manager
Cumulus Media
02.2007 - 12.2012