Open To Work
Lauren Partin
GTM & Sales Development Leader
Austin,TX
Summary
Sales Development leader with 10+ years of experience scaling global SDR/BDR teams that consistently exceed pipeline targets. I’ve scaled organizations from the startup stage to hundreds of millions in ARR, generating over $900 million in qualified pipeline while promoting dozens of SDRs into AE, SE, and GTM roles. My focus is balancing predictable, efficient pipeline growth, while developing modern GTM leaders.
Overview
12
12
years of professional experience
Work History
Head of User Success
HumanSignal
12.2024 - Current
- Joined Series A
- Team generated $3 million in closed-won ACV at strategic accounts, our primary focus.
- Team generated $300K (and growing) in self-serve revenue, which is a secondary focus.
- Built the User Success org as a pipeline engine, converting open-source adoption into enterprise opportunities.
- Designed outbound campaigns targeting AI/ML teams at Fortune 500 accounts (Sanofi, TotalEnergies, Amex, BNP Paribas, Roche, Spotify, Epic Games, EA, and GE HealthCare), focused on new business and expansion pipeline.
- Created repeatable playbooks and engagement programs (OSS Conversion, Technical Workshops, Label Studio Days) that increased pipeline coverage, while enabling Sales and Marketing alignment, and engaging the open-source community.
- Enabled AI workflows for account research, messaging, and admin tasks.
- Created AI-assisted inbound qualification (commercial accounts) and AI-driven outbound activities (enterprise and expansion accounts).
Director, Sales Development
Kentik
01.2024 - 11.2024
- Rebuilt the SDR org, aligning outbound motion with modern prospecting strategies.
- Avg SDR performance increased from 66% to over 95% in 12 months.
- Direct reports: 11 SDRs, plus Team Lead.
- Implemented the SDR career development framework to improve retention and accelerate promotions, resulting in 2 promoted SDRs.
- Created AI-assisted workflows focused on account research, messaging, and admin duties.
- Enabled AEs to PG, and created 'PG Days,' a competition for all GTM team members to flex their prospecting skills and compete for honor and prizes.
Director, Sales Development (Global / Americas)
Grafana Labs
08.2020 - 01.2024
- Joined Series A, left Series D.
- Sr. Manager → Director, Global → Director, Americas.
- Scaled pipeline to $900M plus, supporting ARR growth from $28M → $250M plus in 3 years
- Scaled SDR org from 4 to 54 globally (U.S., Canada, LATAM, EMEA, APAC).
- Managed 5 managers, 5 team captains, and 44 SDRs; consistently delivered against aggressive targets.
- 2021: 116% to quota.
- 2022: 109% (25% quota increase).
- 2023: 95% (45% quota increase).
- Increased SDR efficiency every quarter
- Incubated the 'Velocity Team,' focused on converting self-service users to the enterprise pipeline, and closing revenue of less than $40k ACV.
- Created 'Upskill Programs' for SDRs to pursue Commercial AE, SE, Customer Success, and Marketing roles.
- Promoted 22 SDRs into AE, CSM, SE, and Marketing roles, building talent pipelines for the GTM organization.
- Strong cross-functional collaboration across GTM, PeopleOps, Product, and Self Service teams.
Sr. Manager, Inside Sales & Sales Development
InfluxData
03.2016 - 08.2020
- Joined series A.
- SDR → SDR Manager → Inside Sales & SDR Manager → Sr. SDR Manager
- Scaled the SDR team from 1 to 15 globally, including 1 manager.
- Scaled pipeline from $1M to $110M, supporting ARR growth from $200K to $40M in 5 years.
- Built open-source prospecting and engagement playbooks that would later become the foundation of "User Success" at Grafana Labs.
- Recognized as Sales Development Rep of the Year (2017).
Senior BDR / SDR Manager
DJM Sales & Marketing
09.2013 - 03.2016
- Outsourced SDR and marketing firm.
- SDR → Business Development Manager → Sr. Business Development Manager
- Managed 15 SDRs and 2 managers.
- Managed lead generation programs and teams for enterprise tech leaders, including Oracle, VMware, Symantec, and Actian.
- Owned client relationships, contracts, and reporting.
- Accountable for client retention and growth.
Education
Did not attend college
Skills
- GTM and sales development leadership
- Pipeline generation and expansion
- Global team scaling
- Outbound campaign strategy and inbound optimization
- GTM alignment
- Sales enablement and coaching
- MEDDPICC, Command of the Message, and PG frameworks
- Strategic planning
- Change management
- Calm under pressure
- AI automation and AI-assisted workflows
Accomplishments
- Scaled Grafana pipeline from $5M → $950M ARR in 3.6 years.
- Scaled InfluxData pipeline from $1M → $110M ARR in 5 years.
- Consistently advanced SDRs into closing and cross-functional roles, building next-gen revenue talent.
Affiliations
- Career & Financial Coach at SAFE Alliance in Austin, TX (Jan 2024 - present)
- Level 1 Volunteer at Austin Animal Center (May 2025-present)
Technology Proficiency
ChatGPT, Grok, Gemini, Windsurf, CommonRoom, Clay, Sumble, Sales Navigator, Salesforce.com, Hubspot, Outreach.io, Apoll.io, Metabase, Sigma, Grafana, Label Studio, LeanData, ChiliPiper, Default, G-suite, Notion, Storylane, Canva, Gong.io, Jira, Zendesk
References
References available upon request.
Work Preference
Work Type
Full TimeLocation Preference
RemoteHybridTimeline
Head of User Success
HumanSignal
12.2024 - Current
Director, Sales Development
Kentik
01.2024 - 11.2024
Director, Sales Development (Global / Americas)
Grafana Labs
08.2020 - 01.2024
Sr. Manager, Inside Sales & Sales Development
InfluxData
03.2016 - 08.2020
Senior BDR / SDR Manager
DJM Sales & Marketing
09.2013 - 03.2016
Did not attend college
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