Max Smith
Albany,New York
Summary
Results-oriented sales leader who engages with customers to help establish rapport. Proven track record of building customer relationships and successfully closing sales. Committed to delivering exceptional customer service and exceeding sales goals.
Overview
13
13
years of professional experience
Work History
Director of Sales, Marketing and Strategy
IRYS Insurtech
06.2023 - Current
- Spearheaded development and execution of comprehensive Go-to-Market (GTM) sales strategy, culminating in a notable achievement of $1.5 million in Annual Recurring Revenue (ARR) and a robust $25 million sales pipeline within the initial product launch phase
- Strategically aligned with Implementation to create workflow and processes to ensure proper information gathering for successful implementation and renewals
- Created standardized KPI’s for sales and marketing departments within Salesforce
- Created social media strategy leading to follower growth from under 200 to over 1450 on LinkedIn, website traffic was 4x monthly, average number of MQL leads generated per month is 20
- Carried a quota of $1 Million dollars and exceeded it within 6 months
- Built standardized SOPs, documentation, and templates for the organization
- Managed from initial meeting to closing of the sales process
- Created content and ranked among top 3 in an industry dominated by publicly traded companies.
Global Sales Director
Synatic
11.2021 - 05.2023
- Elevated annual recurring revenue in the North American market from $30K to $2M+ through strategic GTM planning
- Boosted cold conversion rates from
- Increased inbound marketing leads 5x by targeting lists within our Ideal Customer Profile, raising conversion rates from 75%
- Expanded the sales team from 2 to 8, introducing the first Regional Directors, SDR, and Sales Engineering roles
- Delivered presentations and taught classes at events to audiences of 400+
- Designed and oversaw a global compensation plan, ensuring competitive and equitable pay structures
- Achieved 7-10% attendee capture with an 80% conversion rate through a strategic events strategy
- Reduced customer churn from 12% to
- Streamlined customer journey across all departments, reducing sales cycle by over 5 months
- Developed a global onboarding guide and training program for new employees across all departments
- Launched a global partner program that increased deal throughput by 30%, contributing to $1.6 million in new ARR
- Assisted the CEO in developing reporting packs for board and investors, facilitating a $2.5 million investment
- Established a customer council, influencing product development, marketing, and sales with industry insights.
Head of California Markets
WiredScore
05.2021 - 10.2021
- Directed revenue operations, customer success, sales and marketing for California
- Improved sender score enabling the implementation of a sales and marketing tech stack and enabling a multi-pronged prospecting approach
- Implemented automatic contract renewals, reducing the time to renewal by 30%
- Initiated use cases for improvement to sales and marketing technology, resulting in growing 160k in monthly revenue improvement
- Worked with alongside Product Team generating technical deliverables to clients
- Created Salesforce reporting for upper management on North American KPIs
- Created customer council with external industry experts to build-out new and current certifications
- Created custom client-based PowerPoint presentations for the sales team.
Director of Business Development
Genea
03.2018 - 05.2021
- Oversaw GTM strategy for 12 US markets
- Assisted in continuous account maintenance of 45 major accounts
- Managed a team of 5 SDR’s and 2 Account Executives
- Managed full sales cycle, to include, prospecting, closing, and implementation of new clients
- Conducted on-site inspections and hardware installation for technical team, decreasing go live-time by 2 months
- Built out sales and management team Salesforce dashboards and generated weekly reports for upper management
- Worked with upper management to switch CRM systems from Salesforce to Dynamics
- Developed SDR training and onboarding guide
- Mentored and managed SDR’s team, resulting in exceeded monthly quota
- Worked with marketing implementing HubSpot and a sequence strategy leading to 150 new meetings monthly
- Revived legacy sales deck, resulting in reduction of time-to-close
- Assisted with product development by managing customer council to get insights and feedback.
Account Executive
Genea
- New SaaS product sales to 8 US markets
- Assisted in continuous account maintenance of 10 major accounts
- Opened mid-western markets
- Increased small to midsize client account penetration by 20%
- Created presales questionnaire to better align internal resources for client product demonstrations.
Business Consultant
Autotask
02.2016 - 03.2018
- Managed sales for 4 SaaS products to 5 markets along with account management of over 80 accounts
- Increased current client account penetration by 40% that resulted in 25% more annual recurring revenue per client
- Managed channel partners resulting in over 1.3 million in business annually
- Mentored and managed business development representatives
- Created internal ten step sale methodology to standardize sales process across the team, resulting in an increase
- Averaged 136% quota during tenure at the company
- Generated annual recurring revenues in excess of 1.3 million dollars.
District Manager
Enterprise Holdings
09.2011 - 02.2016
- Responsible for directing the day-to-day activities of 3 store locations, 40 employees and over 500 vehicles with a P&L over $5 million
- Promoted 6 times during my tenure for consistently being in the top 25% of all core matrixed sales areas
- Mentored 13 employees from interns to branch managers and 7 other employees to assistant management roles
- Increased operating profit 180% per car by aligning branch goals to individual goals
- Built insurance agent direct referral program from zero to over 65 referrals a month resulting in $830,000 in annual revenue
- Sold Enterprise CRM software achieving market penetration of 90% & client utilization of 98.9%
- Conducted at least 40 in person meetings per month to new businesses, insurance agents and existing clients to drive retention of all client base of 99%
- Received top operating profit award & awarded highest occupancy award for 8 straight months along with multiple other awards for sales, client satisfaction, employee development and fleet growth.
Education
Bachelor of Science Degree- Marketing and Management -
Siena Collage
06.2010
Skills
- Client Relationship Building
- Account Management
- Relationship building and management
- Pipeline Management
- CRM software expertise
- Lead Generation
- Contract Negotiation
Special Skills And Interests
- Salesforce, HubSpot and Dynamics CRM
- Apollo, SalesLoft, Outreach sales enablement
- GTM Strategies
- Team Management
- Standard Operating Procedure creation
- Salesforce Reporting
- Building of sales process and cadences
- Mentorship
- Sales Training
- People, Product and Process
Timeline
Director of Sales, Marketing and Strategy
IRYS Insurtech
06.2023 - Current
Global Sales Director
Synatic
11.2021 - 05.2023
Head of California Markets
WiredScore
05.2021 - 10.2021
Director of Business Development
Genea
03.2018 - 05.2021
Business Consultant
Autotask
02.2016 - 03.2018
District Manager
Enterprise Holdings
09.2011 - 02.2016
Account Executive
Genea
Bachelor of Science Degree- Marketing and Management -
Siena Collage
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