LOGAN CREQUE

Lead sales, customer support, and revenue growth strategy for Roamly Insurance, a rapidly scaling InsurTech startup serving the outdoor travel industry. Own end-to-end revenue operations, including sales team performance, customer experience, and new product launches.

• Scaled revenue from $9M ARR to $30M ARR in 2 years without increasing headcount.
• Increased sales rep efficiency by over 3x, optimizing workflows and performance management.
• Spearheaded new insurance product launches, driving >$1.5M in new ARR per quarter.
• Led customer support operations, reducing ticket resolution time by 35% and increasing service efficiency.
• Achieved top 2 employee satisfaction ranking across all company teams for both sales and service.

• Build all sales structures, including sales floor, scripts, and compensation plans for technology sales to real estate entrepreneurs and small businesses
• Manage 50 inside sales reps, 4 account managers (AMs), and 85-member team comprising 5 sales managers and 4 team leads across 3 states
• Create value propositions for transactional sales and acquiring new customers
• Create all metric conversions to achieve sales and financial objectives, and design new hire training regimen to streamline onboarding process
• Increased profitability from pre-acquisition monthly losses of -$400K to $300K positive monthly EBITDA during acquisition phase, and ultimately achieved positive EBITDA of $600K per month post-acquisition
• Created new scripting to launch AM concept at Elm Street, establishing role to sell entire product portfolio into existing customers from 11 companies, and prevented termination of high-functioning Austin AM team during acquisition
• Transitioned revenue growth from fixed headcount model to growth through marketing channels, building acquisition enabler (AE) teams and creating 2023 financial plan to steadily increase AE team and increase or maintain sales efficiency

• Collaborated with CEO to financially transform company and prepare for acquisition sale
• Established major improvements during 6-month time of performing due diligence with previous potential buyer, including decreasing payback period for new customers from 1 year to 7 months
• Identified Elm Street Technology and entered subsequent 6-month period of due diligence, working with Senior VP of Product & CEO to serve as face of sale
• Wrote scripts for all front-facing teams during customer life cycle, including data management, sales, onboarding, and customer success teams, ultimately enabling OutboundEngine to be successfully sold
• Increased sales quota achievement from 74% to 128% to attract acquiring companies and achieve successful sale
• Reduced cost of acquisition from $2.2K to $1.3K and increased customer lifetime value from 1.8X to 4.2X

• Delivered hands-on training to 6 sales managers, 4 team leads, and 75 reps across Austin, Phoenix, and Keokuk
• Oversaw sales team in Keokuk, IA and sales team of high-achieving 'Women in Orange' at medium-security prison in Goodyear, AZ
• Led teams on-site and remotely
• Transitioned out of on-site duties, and ultimately directed all teams in Austin, reporting to VP of sales
• Achieved highest overall sales revenue in 18 months and increased revenue per sales rep to $18K ARR per month
• Developed 13 Account Directors (ADs) out of 75 total sales reps, building largest AD team in company history and achieving 37 performance-based promotions over the year

• Oversaw team of 9 Account Executives (AEs) and sales team of 25 reps and 2 managers in Keokuk, IA, receiving 36 total reports, as company transitioned out of financial services
• Ideated concept of third-party sales organizations to capture opportunities for cost reductions in more affordable US markets
• Launched sales acquisition team to expand into areas outside of Austin, supervising teams with sales managers in external organizations
• Reduced business costs per sales rep 66% by launching team in Keokuk, IA, training remote sales managers, growing team from 12 people to 25, and increasing efficiency and savings
• Achieved highest sales efficiency in company history of $21.6K ARR per rep per month by creating all sales collateral including objection rebuttal documents, cold call and demo scripts, sales email templates, and competitor analysis checklists

• Launched and grew vertical from $0 to $2.8M ARR (to the 3rd largest vertical in new sales)
• Leveraged financial background to expand sales into financial services and ensure compliance with regulations
• Continued leading sales team and served as face of sales department to launch new product to increase viability in financial market
• Collaborated closely with customer success team, gaining experience in post-sale customer service
• Drove new business opportunities by working with marketing to write blog posts and email campaigns
• Created email and text templates, pitches, and processes for product sales
• Conceptualized and executed strategic development for first vertical-specific team, pairing business development reps with account executives (AEs) to deliver demos and presentations together to close deals
• Oversaw entire sales life cycle and worked across disciplines to correct onboarding team's messaging, call coaching, and retention calls to comply with financial services regulations

• Oversaw entire sales cycle from cold-calling to close of deal, working with 12 other sales reps
• Maintained high quota achievement to progress to team lead, and in this role delivered training and presentations to entire sales floor team, collaborated with sales management to reach strategic KPIs, and developed initial sales script
• Coached team on sales calls and analyzed conversations until closing to refine sales processes and develop strategic sales model
• Achieved Top 5 sales performance for 80% of tenure, and accounted for over 50% of team's revenue for Q1 2015
• Cultivated environment of ownership of company vision, working collaboratively towards common goals to drive startup growth and developing groundwork for future of OutboundEngine

• Built operational framework for sales organization to specifically provide commercial real estate customer relationship management (CRM) products
• Hired first 5 sales representatives, administrated Salesforce system, and created KPIs for metrics to close deals, providing visibility into financial reporting
• Returned to OutboundEngine as VP of Sales after 3 months at request of CEO

• Oversaw large enterprise and global sales for 500 largest accounts
• Worked with team members to manage $42M per quarter quota
• Handled customer service queue, selling products and providing technical support to individual franchises connected to large enterprise customers
• Achieved 112% on average of targets for both revenue and margin, per fiscal half
• Secured partnership with Volvo Mack to roll entire IT dollars spent over to Dell, accounting for $1.8M quarterly, after Dell incorporated all car dealerships into Global 500 account