MATTHEW STEINER

Driving enterprise sales at Stepful, consistently exceeding quota and securing first-ever deals in new verticals. Selling into large hospital systems and multi-site healthcare groups, while partnering cross-functionally with Marketing, Solution Architects, Customer Success, and Clinical Leads to move complex deals forward. Contributing to sales strategy, content development, and GTM execution across the organization.

• Exceeded account quotas by 110% in Q1, 159% in Q2, & 170% in Q3 driving consistent enterprise revenue growth.
• Secured the largest deal in company history, setting a new benchmark for enterprise contracts.
• Closed Stepful’s first-ever deal in the urgent care vertical, unlocking a new market segment for expansion.
• Secured the first customer for Stepful’s LPN/LVN program, launching a new offering and shaping early GTM strategy.
• Represented Stepful at major healthcare conferences including Becker’s, AORN, LEAP HR, and NJHA events, contributing to pipeline growth and brand presence.

Played a key role in accomplishing outstanding sales results as the primary driver of staffing solutions for midmarket and enterprise clients. Led comprehensive team training initiatives with a focus on product knowledge enhancement, covering both front-end and back-end aspects. Implemented targeted training modules on product lingo, sales messaging, demo techniques, and objection handling to elevate the team’s proficiency. Actively engaged in promoting a positive team culture on the communication platform “Slack” by recognizing team achievements, milestones, new hires, and promotions, as well as providing regular updates on metrics, contests, and announcements.

Fostered collaboration with internal teams to ensure the successful delivery of staffing solutions. Participated in trade shows and events to generate leads and contribute significantly to business growth. Collaborated closely with the CEO, CRO and Head of Legal in ensuring streamlined contract processes, resulting in a smooth experience for all stakeholders involved. Embraced the uniqueness of sales by encouraging representatives to be authentic and true to themselves. Facilitated a collaborative approach within the sales team and guided each representative in discovering and refining their distinctive sales style.

• Exceeded account quotas by 250% (generated $4.14 million in GSV) in 2023 and 233% (generated $3.86 million in GSV) in 2022 through delivering hands-on leadership and visionary support to the team members.
• Penetrated through new territories and steered a targeted vertical “Ambulatory Surgical Centers” (ASC) for the East Coast markets, resulting in a 30% increase in revenue.
• Pioneered the creation of the Discovery Demo Certification for new hires, resulting in improved conversations and increased sign-ups from facilities across the entire SMB AE team.
• Received company-wide Q1 Medley Value Award for "ownership" in 2023 and President’s Club recognition in 2022, while the entire team of seven reps exceeded quota each quarter. The team achievements include:
• Multiple MVP awards throughout the year
• Most Improved AE recognitions across various quarters
• Companywide customer-centric value award for outstanding performance
• President’s Club honors for consistent excellence.
• Represented Medely at nationwide conferences, such as Becker’s in Chicago, NJ Boot camp in NJ, and PASA in PA to garner net new accounts and positive feedback from current users.
• Produced top-performing rookies and enabled them to achieve senior promotions at a pace unprecedented in company history.
• Stepped into the role of Interim Director for both the West and East regions during the leave of absence of the Director, as well as efficiently managed regional operations.
• Maintained a top-performer status for consistently meeting and exceeding individual quotas, as well as steering the team to achieve their respective targets.
• Propelled the growth of the team from an initial 15-20 representatives by actively participating in the recruitment process for sales representatives and other essential personnel, including Operations specialists. Instrumental in achieving a 30% team expansion by leveraging a keen aptitude for effective hiring practices and contributing to the seamless onboarding of new team members.
• Defined and implemented revenue goals and transitioned from activity-based targets (calls, visits, demos) to a more strategic focus on understanding and optimizing revenue streams.
• Secured a 40% increase in new hires within the sales team by implementing numerous impactful interviews and role-play sessions.
• Mentored and supported new managers by offering continuous availability for questions and concerns, while also assisting with new hires in roles, such as SDR, AM, CAM, and Ops.

Directly contributed to the organization’s bottom line through executing effective sales strategies. Developed robust relationships by understanding clients’ needs, expectations, and business objectives through active listening, insightful questioning, and consistent check-ins for alignment. Conducted comprehensive demos and stayed abreast of industry trends and competitors to ensure success in a highly competitive market. Communicated with both technical and non-technical stakeholders at all levels.

• Surpassed account quotas by 277% and earned recognition as Q3 MVP.
• $33 million revenue generated all time
• Closed 400+ net new logos
• Led the top-performing pod among team leads, with all three new representatives exceeding or meeting their ramping quotas.
• Trained and shadowed new representatives and focused on cultivating professional relationships to uncover customer buying behaviors.
• Recognized for persuasive career presentations aimed at instilling confidence, both virtual and in-person.

Acted as a proactive problem solver to address customer needs during the challenging times of COVID. Oversaw prospecting and cold calling, maintained consistent customer contact, and implemented aggressive follow-up strategies to achieve targeted growth. Managed the entire sales cycle and created detailed business plans to attain predetermined goals and quotas.

• Surpassed account quotas by 162% and 254% in Year 1 and Year 2 respectively; earned recognition as Q1 AE of the Quarter and Q3 and Q4 MVP.
• Coached and mentored new hires, while ensuring a smooth onboarding process and knowledge transfer.
• Established and nurtured relationships with directors and C-level executives to enhance the organization’s network and reach.

Spearheaded the creation of meticulous stage and camera plots, equipment lists, production schedules, and tech specs for live television shows, concerts, and events. Managed a dynamic team of 6-10 runners, production assistants, and interns in seamlessly executing all facets of production. Conducted meetings and facilitated communication with our in-house team and Network Executives to ensure on-time and under-budget production completion.

• Implemented and maintained efficient production timelines and orchestrated a cohesive schedule of operations to optimize the entire production team’s workflow.
• Supervised logistics operations, including travel arrangements, rental of HD Production trailers, air packs, specialty cameras, power systems, and all other essential equipment, while ensuring a well-equipped and smoothly functioning production environment.
• Successfully executed both mock runs and live shows by working closely with industry professionals and veterans.

Led projects as a dedicated Project Manager for Director Galen Pehrson, while ensuring seamless execution and successful delivery of various shows and content. Oversaw production budgets for feature films and TV shows, processed expense reports, and maintained financial accuracy. Managed a dynamic team of remote workers and independent contractors, while adapting to an ever-changing roster of talent and maintaining optimal project efficiency.

• Spearheaded the creative process from inception to project completion by collaborating closely with the creative team to ensure on-time project delivery and achieve stakeholder satisfaction.
• Negotiated material costs and conducted thorough cost analysis for production needs to contribute to budgetary efficiency and overall project success.
• Composed music for marketing content and commercials to enhance the overall quality and impact of the produced material.
• Acted as a liaison between the creative team and project stakeholders to effectively manage project risks, issues, and changes.
• Communicated project status, progress, and performance to ensure alignment with stakeholder expectations.

Crafted and implemented impactful sales strategies to generate new business, demonstrating a forward-thinking and proactive approach to sales. Owned, managed, and drove the entire sales process from initial contact through successful closure, while ensuring a seamless and client-focused experience.

• Consistently exceeded sales expectations as a top performer, achieving 189% of the sales quota in 2015.
• Hosted events at various startup incubators, effectively promoting the brand and product while fostering meaningful connections with potential clients.