Summary
Overview
Work History
Education
Skills
Timeline
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MATTHEW HURLEY

Roseville

Summary

A highly skilled and results-driven sales operations leader with extensive experience in managing CRM systems, process optimization, and team development. With a strong focus on operational efficiency, I have consistently improved sales processes by developing and maintaining Standard Operating Procedures (SOPs), training programs, and best practices that streamline workflows and enhance team performance.

Overview

8
8
years of professional experience

Work History

Territory Development Director

Fortinet Federal Inc.
01.2025 - Current
  • Developed and maintained dynamic KPI dashboards to track the performance of field sales teams, consolidating and unifying visibility across all sales activities. These dashboards enabled efficient management, accurate forecasting, and CRM hygiene, while providing actionable insights to drive performance and improve decision-making.
  • Assisted in improving the onboarding process by incorporating product SKU training, SFDC training, SOP review, and best practices, while also preparing detailed information on incumbent territories to ensure new hires were well-equipped for success.
  • Managed CRM discipline and hygiene by enforcing adherence to data accuracy standards and established guidelines, improving the quality of sales and operational data.
  • Collaborated with cross-functional teams, including Marketing, Channel, Distribution, Finance, and Customer Service, to streamline processes and resolve customer satisfaction issues.
  • Led the transition of Inside Sales from an operations-focused role to a fully functional Junior Territory Account Manager role, refocusing responsibilities on individual sales quotas and empowering team members to take ownership of their sales performance.

Federal Inside Sales Manager

Fortinet Federal Inc.
10.2023 - 12.2024
  • Matured and optimized SFDC CRM usage within the sales organization, driving adoption, streamlining processes, and ensuring alignment with business goals.
  • Created and published Standard Operating Procedures (SOPs) for sales teams, establishing best practices and ensuring consistent, efficient workflows across the organization.
  • Conducted weekly training sessions for sales teams, reinforcing CRM usage, sales strategies, and process improvements to enhance performance and system adoption.
  • Maintained CRM discipline and hygiene by enforcing adherence to established guidelines and best practices, ensuring data accuracy and integrity.
  • Held Inside Sales Representatives (ISRs) accountable through Monthly Account Management (MAM) reviews, ensuring consistent execution of CRM processes and optimizing sales performance.
  • Created and implemented KPI dashboards to track and visualize the efforts of Operations and Inside Sales teams, providing clear insights into performance and supporting data-driven decision-making for the sales teams.

Federal Inside Sales Team Lead

Fortinet Federal Inc.
10.2022 - 10.2023
  • Led the transition of CRM systems from the parent company’s CRM to a new Salesforce (SFDC) instance, serving as the SFDC subject matter expert throughout the lift-and-shift effort.
  • Coordinated cross-functional teams to ensure smooth data migration, system integration, and user adoption during the segmentation of the business into a wholly independent subsidiary.
  • Provided guidance and training to staff on SFDC best practices, ensuring a seamless transition and optimizing the efficiency of the new CRM platform.
  • Worked closely with IT, operations, and sales teams to address challenges and ensure alignment with business objectives during the system switch.
  • Developed and implemented process workflows in the new SFDC instance, streamlining operations and aligning them with the subsidiary’s specific needs.
  • Monitored post-transition performance and made iterative improvements to ensure the ongoing success of the new CRM environment.
  • Championed change management efforts, helping the team adapt to the new system and ensuring minimal disruption to business continuity.

Federal Inside Sales Rep

Fortinet Inc.
01.2018 - 12.2024
  • Streamlined and optimized Salesforce (SFDC) processes to support Federal Field Representatives in identifying cross-sell, upsell, and refresh opportunities within the existing customer install base.
  • Developed a Base – Option Year quote template to enable the field team to efficiently respond to RFI and RFQ requests, while assisting customers with budgeting for renewal cycles and managing end-of-life products.
  • Produced heat maps and inventory-based reports for 13 Field Representatives, providing actionable insights into the current customer base.
  • Managed and maintained the forecasting process for over 350 renewal opportunities across 13 sales representatives, with a total value exceeding $15M in annual revenue.
  • Evaluated and approved Federal Deal Registrations, ensuring compliance and strategic alignment with business objectives.
  • Collaborated with cross-functional teams—including Marketing, Channel, Distribution, Finance, Export, Customer Service, SKU, and Renewal Teams—to enhance processes and provide valuable insights for resolving customer satisfaction issues.
  • Participated in sandbox testing of CPQ (Configure, Price, Quote) prior to business adoption, ensuring the system met the organization's requirements and identifying potential improvements for seamless implementation.
  • Nominated as ISR of the Year for FY'19, recognizing exceptional contributions to team success.

Federal Business Development Rep

Fortinet Inc.
11.2016 - 12.2017

Education

High School Diploma -

Dover High School
Dover, DE
01-2012

Skills

  • Salesforce (SFDC) Expertise
  • Data Analysis and Reporting
  • Process Optimization and Documentation
  • Leadership and Team Development
  • Communication and Collaboration
  • Strategic Thinking
  • Training and Onboarding Expertise
  • Project Management
  • Technical Proficiency
  • Adaptability and Problem Solving

Timeline

Territory Development Director

Fortinet Federal Inc.
01.2025 - Current

Federal Inside Sales Manager

Fortinet Federal Inc.
10.2023 - 12.2024

Federal Inside Sales Team Lead

Fortinet Federal Inc.
10.2022 - 10.2023

Federal Inside Sales Rep

Fortinet Inc.
01.2018 - 12.2024

Federal Business Development Rep

Fortinet Inc.
11.2016 - 12.2017

High School Diploma -

Dover High School

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