Mary Forma

Developed pitch for multiple verticals and potential client types. Captured and pursued ideal buying profiles using Zoominfo, LinkedIn Sales Navigator, Hubspot and Outreach. Closed $250K ARR. Identified and leveraged new sales closing motions for strategic wins and timing.

• Number 1 out of 9 in attainment for 2020. Maximized total ARR per deal with an ACV of $13,155 each
• A challenger by nature with a full quiver of business experience to share insights and challenge prospects to address the "why not now?" of their evaluation process. Helped clients and the team to identify gaps and recognize weak spots.
• "We had some strong finishes in December bringing with it our BEST quarter in our history. ... [finished #1 for 2020Q4 with] Mary Forma at 92%"

• Formalized Target Market and Total Addressable Market for Sales and Marketing post-funding. Industry market and persona training for all new hires for Account Executives, Marketing Staff and Business Development Representatives
• Interviewing, Hiring, Firing and Performance Improvement Plans for over 30 employees in the Sales Department. 9-Box Evaluations, Stop-Start-Continue management feedback and Anti-Harassment training.
• Wrote a report for C-suite, illustrating what Sales and Marketing needed to do to double its output; without any current Marketing leadership at the time. They hired a Chief Revenue Officer and Vice President of Marketing within 3 months of that report.
• Implemented Outreach.io; invited to be on their BETA team; Implemented ZoomInfo, Sales Navigator, LeadForensics for both Account Executive and Business Development Teams; Implemented Hubspot in cooperation with Marketing for single source of truth; Invited to the BETA team.
• Managed outside Marketing agency efforts for three months.

• As the sole outbound business development representative, I updated over 12,000 records with relevant firmographic and timezone related data for the most efficient way to use our CRM to sell our CRM.
• Trained and managed outsourced data research team to capture more leads with relevant data for us. Trained my peer on how to leverage existing tools, understand the market and be successful throughout his tenure.
• Broke records and doubled the output from the previous outbound Business Development Representative.
• Established Target Market thresholds to lift the gross sales prior to $34M funding round in June 2018.

• Hunted down ideal fit prospective clients for SMB team in Austin. Improved grammar and formatting of outbound communications
• Top performer across a team of 10 business development representatives.
• Trained peers on Salesforce usage and visibility. Trained new hires in the Rapid Business Developer role
• Promoted to International Team Lead of rBDRs prior to exit.

Specializing in organic search for B2C companies local and nationwide. Website forensics and resubmissions with Google. Google Adwords Campaign launches, optimization, overhauls and ongoing management. Google business listing optimization.

• 1 of 10 (and only woman) SEO Consultants to in California. 1 of 88 Nationwide in 2010
• Google Adwords Qualified Individual, 2015
• Google Analytics Qualified Individual, 2015