Matt Williams
Executive Sales Development Manager
Wheaton ,IL
Summary
+Expertise in crafting sales strategies and guiding teams to excel under pressure.
+Strong ability to apply data analytics for optimizing sales operations and increasing profit margins.
+Performance-oriented sales leader with proven expertise in revenue management, client acquisition, and account servicing.
+Researcher in competitor and market conditions to remain lean and agile in the face of changing expectations and conditions.
+Excellent negotiator and influential program manager.
+Seasoned Director of Sales with a track record in strategy development and market analysis.
+Known for building strong relationships, leading cross-functional teams, and driving sales growth.
+Skilled in leveraging data to drive strategic direction and increase revenues.
+Proven track record of identifying and creating profitable business opportunities, qualifying authentic prospects, and cultivating strong partnerships.
+Demonstrated expertise in team leadership and development.
Overview
20
20
years of professional experience
Work History
Director of Sales
MedPro Disposal
Chicago
07.2021 - Current
- Company Overview: Series A
- Lead, manage, and motivate 10 AEs, and hired 8 new AEs in the new Chicago location, which includes onboarding, growth, retention, cross-sell, and upsell opportunities.
- Created and implemented a go-to-market strategy nationally for the sales team. The quota was $14 million, and we achieved roughly $15.4 million, hitting 110% of the goal.
- Oversee existing clients, and grow new clients by creating strong relationships and deeper long-term partnerships.
- Conduct weekly sales meetings to share best practices, and challenges with the sales team.
- Created and implemented Salesloft and Salesforce marketing and sales cadences, monitoring daily task metrics impacting forecasting and evaluations, including conversion and OKRs.
- SaaS focus on creating, developing and executing go-to-market strategies, communication tactics, and sales for sales team to ensure market dominance
- Start up - MoM 29% growth while creating needs analysis, pre-, and post-demo sequences.
- Review and analyze sales and operational records and reports; utilize data to project sales and report to the VP.
- Series A
Director of Sales
Mothership
Chicago
01.2020 - 07.2021
- Company Overview: Series A
- Created a new e-learning platform within WorkRamp for the sales department in order to improve new hire training, specifically aimed at remote onboarding, resulting in the required implementation for onboarding within sales, marketing, and design.
- Developed Looker dashboards to introduce metrics at team meetings, and create KPIs for revenue concentration and retention.
- Empowered and led a 12 person team in person and remote sales team, core responsibilities include: MoM sales growth, training key stakeholders, driving product adoption, identifying upselling opportunities, and representing the customer's voice during internal strategy discussions between operations, product & marketing
- Led the opening of 5 new local markets (Chicago, Charlotte, Atlanta, Phoenix and San Diego) for same day, last mile customer needs resulting in a $1.2 million increase in GMV MoM
- Worked directly with operations, engineering, product, design, and marketing on continuous improvement projects, resulting in workflow optimization, new product innovation and regularly improving NPS score
- Series A
Senior Sales Manager
Yelp
Chicago
01.2018 - 01.2020
- Company Overview: Public
- Assisted in new compensation and revenue goals for new hires averaging 100+ month
- Trained, coached, and lead a team of 15-21 SAE's inside sales representatives selling across 10 separate markets and industries
- Identified and coached to KPI's that drive performance using Salesforce data and develop sales acumen via after-action reviews and simulations
- Assisted reps in closing deals and attain monthly team quota $750,000+ month new business sales
- Selected to be lead interview manager for new potential candidates within director group
- Public
Sales Manager
UberEats
Chicago
07.2016 - 01.2018
- Company Overview: Public
- Responsible for development and delivery goals with focus on professional development and coaching SAE in order to exceed monthly sale targets.
- Pioneered analysis for an Uber Eats Subscription pass to acquire engineering resources to build the product, developed the eater engagement strategy for the initial product roll-out (Eats Pass)
- Generated approximately $4.5 MM in revenue first 6 months
- Oversaw sales launch and expansion in 16 top markets for UberEATS hitting or exceeding monthly revenue and new restaurant including personally partnership with Zaxby's
- Built and scaled a churned restaurant pilot program which consisted of detailed reporting for churned restaurants in Chicago, totaling ~70 restaurants/ each location grossing over $2,000 in weekly sales/ generating over $140,000 in weekly revenue
- Public
Community Operations Manager
Uber
Chicago
10.2014 - 07.2016
- Company Overview: Series C
- Managed a team of 24 IRT, ASR, SORT and SP agents in Chicago and remote
- Spearheaded the launch of rideshare in Oregon & Alaska, building proposals and roadmaps to ensure stakeholders involved across tax, legal, policy, compliance, and operations teams worked together effectively
- Founded UberPool in Chicago, completed the product configuration by creating a dynamic pricing model, managed the entire trip testing and bug triage process, hosted a 2-day seminar with over 700 partners in attendance prior to launch
- Collaborated with leadership on best practices for strategy and management across multiple LOB
- Developed and supported a cross functional culture of continuous improvement at COE while being responsible for achieving all performance related KPI targets
- Maintained and built relationships with multiple senior leaders and GM's in 12 different markets
- Series C
Senior Sales Manager
Echo Global Logistic
Chicago
10.2005 - 09.2014
- Company Overview: Series A
- Managed 24 sales representatives and oversaw career growth, sales earnings, and operational progress
- Reviewed and accounted team generating over $66M ARR
- Contributed to improving the department and the overall position by taking initiatives to develop new processes, strategies, and practices against competitors
- Generated over $860,000 in new revenue as a strategic account representative. Delivered 124% sales growth from $5.6M to $12.7M
- Series A
Education
Bachelor of Arts -
Arizona State University
Tempe, AZ05.2004
Skills
- Sales strategy
- Client relationship management
- Market analysis
- Data-driven decision making
- Team leadership
- Performance coaching
- Cross-functional collaboration
- Effective communication
- Negotiation skills
- Problem solving
- Strategic execution
- Sales strategy development
- Sales process optimization
- Sales training and leadership
- Sales pipeline management
- Profitability optimization
- Sales reporting
- Client acquisition
- Sales team motivation
- Revenue growth
- Competitive analysis
- Analytical problem solver
- Competitor analysis
- Presentation skills
- Full-cycle sales process
- Performance analysis
- Interpersonal skills
- Professionalism
- Brand marketing
- Team collaboration
- Digital sales
- Customer relationship management
- Price structuring
- Business analytics
- Multitasking Abilities
- Strategic planning
- Presentations and public speaking
- Brand-building strategies
Timeline
Director of Sales
MedPro Disposal
07.2021 - Current
Director of Sales
Mothership
01.2020 - 07.2021
Senior Sales Manager
Yelp
01.2018 - 01.2020
Sales Manager
UberEats
07.2016 - 01.2018
Community Operations Manager
Uber
10.2014 - 07.2016
Senior Sales Manager
Echo Global Logistic
10.2005 - 09.2014
Bachelor of Arts -
Arizona State University
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