Mark LeBlanc
Boston,MA
Summary
Dynamic Sales Leader with a track record in driving Sales Development Representative (SDR) teams to exceed quotas through strategic leadership and data-driven sales techniques. Achieved a remarkable 40% increase in qualified leads while fostering cross-functional collaboration. Proficient in Salesforce.com and committed to enhancing team performance, ensuring effective market penetration and sustainable growth.
Overview
13
13
years of professional experience
1
1
Certification
Work History
Sr. Director Sales Business Development
Akeneo
Boston, MA
01.2023 - 11.2024
- Company Overview: Akeneo is a Product Experienced Company and global leader in Product Information Management
- Strategic Leadership Role to manage 5 Sales Business Development Reps for North America to meet and exceed Business Development sales quota
- Implemented a targeted outreach strategy for the new SDR team, boosting qualified leads by 40% in the first year and improving sales pipeline efficiency by 4x
- Implementing data-driven KPIs and intuitive dashboards resulted in a 30% increase in team productivity
- Generated compelling sales scripts and talk tracks that increased the demo appointment rate by 15%
- Improved SDR productivity by launching weekly performance challenges, resulting in a 20% increase in qualified leads
- Collaborate with the marketing, sales, and customer success teams to ensure smooth lead handoffs and departmental alignment-improved lead handoff procedures, resulting in a 35% increase in MQL to SQL conversion rate
- Led quarterly performance reviews and delivered impactful career development guidance, successfully promoting a team member within one year
- Akeneo is a Product Experienced Company and global leader in Product Information Management
Sr. Director Sales Business Development
WorkJam
Montreal, Quebec
01.2020 - 12.2023
- Company Overview: WorkJam is a leading employee engagement suite for shift-based, hourly, and non-desk workers
- Strategic leadership in global building, expanding & managing the WorkJam Business Development Reps
- Responsible for the management and professional growth of 8 North American, 1 EMEA & 1 APAC BDR sales reps to meet and exceed sales quota
- Managed the SDR team to achieve 120% of the quarterly sales targets and contributed $14M
- Proved and implemented strategic initiatives that built a sales pipeline of over $55M+ within a year
- Developed a BDR Playbook and processes for the BDR team, leading the SDR team to achieve 120% of the quarterly BDR sales targets
- Collaborated closely with field marketing, channels, account management, solution engineering, and executive teams to penetrate the Digital Workplace market, competing against established players such as Kronos, SAP SuccessFactors, Reflexis, ADP, and Microsoft Teams
- WorkJam is a leading employee engagement suite for shift-based, hourly, and non-desk workers
VP Business Development Sales
Elastic Path
Vancouver, B.C.
07.2018 - 01.2020
- Company Overview: Elastic Path is a headless commerce platform that offers APIs for building experiences
- Strategic leadership role to expand & manage the Elastic Path Business Development Reps globally
- Responsible for the management growth of 6 BDR sales reps to meet and exceed quota
- Spearheaded and implemented strategic initiatives which built a Sales Pipeline over $110M+ within a year
- Achieved Business Development Sales Goals - 105% set by executives and influenced new customers
- Championed the use of sales enablement tools (Salesforce & Outreach) to streamline processes and increase productivity by 20%
- Oversee the optimization of outreach sequences, messaging, and BDR workflows to maximize efficiency
- Elastic Path is a headless commerce platform that offers APIs for building experiences
Sr. Director Sales Business Development
MyWebGrocer
Burlington, VT
05.2015 - 06.2018
- Company Overview: MyWebGrocer (MWG), a leading software and digital media company to the grocery and Consumer Packaged Goods (CPG) industries bought by Mi9 Retail
- Strategic leadership role to manage the MWG Business Development Reps globally
- Responsible for the management growth of 4 BDR sales reps to meet and exceed quota
- Performed closely with marketing to align Grocer & CPG lead generation strategies with customer personas, improving lead qualification accuracy by 30%
- Forged business partnerships with Meijer, United Natural Foods, Sprouts, Piggly Wiggly, and the largest single account at MWG for Giant Eagle valued at 8-figure value
- Achieved a remarkable 15% increase in monthly meetings booked by implementing innovative outreach strategies
- Elevated the CPG lead qualification rate by an impressive 30%
- Every member of the BDR team exceeded their quota, achieving over 120%
- MyWebGrocer (MWG), a leading software and digital media company to the grocery and Consumer Packaged Goods (CPG) industries bought by Mi9 Retail
Sr. Director Sales Business Development
Hybris AG (SAP)
Boston, MA
08.2011 - 04.2015
- Company Overview: Hybris, a cloud-based e-commerce platform solution for B2B and B2C enterprises, was acquired by SAP in 2013
- Strategic leadership role to manage the CEC BDR Account Rep Team for North & South America
- Responsible for the management and professional growth of 3 Regional BDR Directors, 13 BDR Reps, to meet and exceed quota
- Spearheaded a high-performing sales team of 16 members, achieving a 20% increase in sales targets through effective coaching and performance management
- Collaborated with the sales leadership team to align SDR activities with overall company goals, leading to a 50% increase in overall sales
- Facilitated a new training program focused on cold outreach, reducing ramp-up time for new hires by 40%
- Hybris, a cloud-based e-commerce platform solution for B2B and B2C enterprises, was acquired by SAP in 2013
Education
Bachelor's degree -
Northeastern University
BostonSkills
- Sales Development Strategy
- Multilevel Selling Model
- Sales Team Leadership & Coaching
- Lead Generation & Qualification
- Performance Metrics & KPIs
- Data-Driven Sales Strategies
- Sales Quota Attainment
- Cross-functional Collaboration
- Customer Retention
- Salesforcecom
- Outreach
- Gong
- SalesLoft
- Sales Navigator
- ZoomInfo
- Zoho CRM
Certification
- Training Program, PClub, 01/01/24
- Training Program, Challenger Sales, 01/01/16
- Training Program, The Complex Sales, 01/01/16
- Training Program, Solution Selling, 01/01/06
- Training Program Salesforce Certified Administrator, 01/01/04
References
References available upon request.
Areasofexpertise
Sales Development Strategy, Multilevel Selling Model, Sales Team Leadership & Coaching, Lead Generation & Qualification, Performance Metrics & KPIs, Data-Driven Sales Strategies, Sales Quota Attainment, Cross-functional Collaboration, Customer Retention, Salesforce.com, Outreach, Gong, SalesLoft, Sales Navigator, ZoomInfo, Zoho CRM
Timeline
Sr. Director Sales Business Development
Akeneo
01.2023 - 11.2024
Sr. Director Sales Business Development
WorkJam
01.2020 - 12.2023
VP Business Development Sales
Elastic Path
07.2018 - 01.2020
Sr. Director Sales Business Development
MyWebGrocer
05.2015 - 06.2018
Sr. Director Sales Business Development
Hybris AG (SAP)
08.2011 - 04.2015
Bachelor's degree -
Northeastern University
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