Marcus Wheeler
Phoenix,AZ
Summary
Driven sales and business development professional with 7 years of experience in the SaaS industry. I thrive in a collaborative but fast-paced working environment and have a track record of building high-performing business development teams by nurturing and motivating entry-level sales personnel. My specialty is bridging the gap between marketing and sales into a seamless process for a consistent, healthy sales pipeline. Witnessing the growth and success of BDRs fuels my passion, while my family serves as my greatest motivation.
Overview
7
7
years of professional experience
1
1
Certification
Work History
Business Development Manager
Granicus, Inc.
Remote
01.2023 - 03.2024
- Managed a dynamic team of 10 BDRs to effectively communicate value to prospects from marketing-generated leads from the website, webinars, and tradeshows.
- Collaborated closely with the marketing segment team to execute strategic campaigns and kept open and transparent communication between teams to ensure a strong follow-up.
- Participated in weekly meetings with executive leadership team members to discuss progress toward goals.
- Traveled to tradeshows and developed relationships with government leaders to pass qualified opportunities to the sales team.
- Crafted a comprehensive enablement document to empower BDRs with powerful talking points, ensuring confident communication of campaign details and driving conversions.
- Built Excel and PowerPoint documents to help with coaching, tracking goals, and metrics
- Proficient in SalesLoft, Gong, HighSpot, Coach360, UKG, LinkedIn, & more!
- In Q2 of 2023, we achieved a record-breaking quarter of 5.8 million in pipeline generation.
- In 2023, we exceeded our goal by 113%, generating a pipeline of 18.2 million.
Director of Business Development
Rock Solid Technologies
Remote
09.2021 - 12.2022
- Hired and managed a team of 8 BDRs and created territory alignment to cover all prospect accounts throughout the US.
- Collaborated closely with marketing to support the BDR team with effective messaging for following up with warm leads
- 50% of the BDRs that I onboarded with me moved up to sales
- Created a compensation plan to ensure BDRs were rewarded for completing meetings and pipeline creation
- Traveled to multiple local government tradeshows to create brand awareness and opportunities for the sales team.
- Reported weekly/ monthly/ quarterly BDR metrics and campaign results.
- Proficient in Salesforce, Outreach, Seamless.AI, LinkedIn (Sales Navigator), and HubSpot.
- Generated $1,513,000 ARR pipeline.
Business Development Leader
PrimeGov
Phoenix, AZ
09.2020 - 09.2021
- Created an efficient inbound and outbound process to generate consistent, qualified leads and reduce the sales cycle.
- Strategically executed marketing campaigns and did 4-6 a month.
- Proficient in Salesforce Outreach, Seamless.AI, LinkedIn (Sales Navigator), HubSpot, etc.
- Created 1,495,000 pipeline.
- Averaged 14 meetings per month with a 60% conversion rate of meetings to pipeline.
Sales Lead Specialist
Convercent Inc.
Denver, CO
04.2019 - 03.2020
- Developed & managed a more efficient inbound process to pass to sales
- Adhere to MEDDPICC & Command the Message to ensure a smooth start & shorten the sales process.
- Converted marketing leads into sales opportunities with minimum qualification criteria by educating & challenging potential buyers.
- The only BDR to manage the inbound leads while maintaining outbound opportunities– hit quarterly quotas for both while working closely with the sales/marketing team.
- Created $1,200,000 ACV pipeline in 6 months
- Assisted with the onboarding process of new BDR hires
- Proficient in Salesforce, LinkedIn (Sales Navigator), HubSpot, ZoomInfo, InsideView, DiscoverOrg, Slack, & more.
Sr. Sales Development
Convercent Inc.
Denver, CO
10.2018 - 04.2019
- Built strategic outbound sequences that focused on compliance industry trends for enterprise accounts.
- Managed & responsible for filling up multiple sales directors calendars for new logo opportunities
- Generated $774,000 pipeline and 46% ($360,000) of the pipeline closed won.
Business Development Representative
Convercent Inc.
Denver, CO
07.2017 - 10.2018
- Prospected & coordinated qualified meetings, selling to potential new businesses at the small corporate account level.
- Traveled to thought-leadership events for legal & compliance professionals while creating new opportunities for sales.
- Built trust with potential clients by maintaining clear and persistent professional communication.
- Maintained Salesforce hygiene by accurately updating data daily.
- Averaged 265 calls/emails per week.
- Averaged 12 completed qualified meetings per month.
Education
BBA - Business & Sport Management
University of Kansas
05.2017
Skills
- Leadership/ Coaching
- Problem-Solving
- Relationship Building
- Persistence
- Time Management
- Team-Oriented
- Adaptability
- Cultured
- Pipeline Development
- Prospecting
- Campaign Management
- Performance Metrics
References
- Tom Duncan, Chief Revenue Officer, Rock Solid Technologies, 916-230-7152
- Tom Spengler, Chief Executive Officer, Rock Solid Technologies, 925-518-3470
- Josh Hurni, Sales Director, PrimeGov, 718-208-0144
Certification
- Outreach Prospecting Specialist - Issued by Outreach
- Staccato Certification - FRONTLINE Selling
- Command the Message Training - Force Management
Affiliations
- Player Development (Varsity Basketball Team at Thunderbird High School ) - My main focus is skill development. I find it fulfilling to be an inspiration for kids to work hard every day. As a young leader, I love to motivate kids by leveraging knowledge and experience. I have been a part of the program my entire life and have come from an excellent coaching background as my father, uncle, and godfather have all coached at the high school level for almost 30 years!
References
References available upon request.
Timeline
Business Development Manager
Granicus, Inc.
01.2023 - 03.2024
Director of Business Development
Rock Solid Technologies
09.2021 - 12.2022
Business Development Leader
PrimeGov
09.2020 - 09.2021
Sales Lead Specialist
Convercent Inc.
04.2019 - 03.2020
Sr. Sales Development
Convercent Inc.
10.2018 - 04.2019
Business Development Representative
Convercent Inc.
07.2017 - 10.2018
BBA - Business & Sport Management
University of Kansas