Meghan Jennings
Marlborough,MA
Summary
Revenue leader with a track record of building, scaling, and leading high-performing BDR/SDR organizations that deliver predictable pipeline. Experience spanning early-stage buildouts to global teams of 100+ reps, with a focus on improving quota attainment, developing frontline leaders, and driving measurable impact across the funnel. Known for combining strong people leadership with data, systems, and AI-driven strategies to increase productivity and conversion.
Overview
11
11
years of professional experience
Work History
Global Principal BDR Enablement Partner
Klaviyo
12.2024 - Current
- Lead global BDR strategy and performance across NORAM, EMEA, and APAC, supporting 100+ reps, managers, and senior leadership
- Serve as a strategic advisor and partner to the Global VP of Business Development and regional Directors to drive pipeline creation, improve attainment, and exceed regional revenue goals
- Improved global quota attainment from 42% to 79%+ through structured performance programs, leadership alignment, and standardized execution
- Built onboarding and ramp infrastructure improving time-to-productivity by 30%+
- Coach and mentor BDR managers on performance management, pipeline inspection, and team accountability, enabling stronger leadership and more consistent quota attainment
- Diagnose performance gaps across regions and implement targeted coaching frameworks to address underperformance and improve consistency
- Strengthen alignment between SDRs, AEs, and Marketing to improve pipeline quality and downstream conversion
- Introduced AI-driven workflows to improve prospecting efficiency, messaging, and rep productivity
- Partner with RevOps to optimize GTM systems (Salesforce, Gong, ZoomInfo, 6sense, Sales Navigator)
Head of SDR Enablement
Dynatrace
10.2023 - 12.2024
- Owned SDR enablement strategy across the Americas, directly impacting pipeline generation and team performance
- Acted as a strategic advisor to the Global VP of Business Development and regional SDR leaders to improve ramp time, outbound effectiveness, and attainment consistency
- Designed onboarding and coaching frameworks to accelerate new hire productivity and improve conversion
- Coached and developed SDR managers on performance management, inspection, and handling underperformance across teams
- Partnered closely with leadership to align enablement initiatives with revenue targets and improve pipeline outcomes
- Introduced AI-assisted outbound and messaging strategies to improve personalization and response rates
Director of Sales & Enablement
Silk
10.2021 - 09.2023
- Built SDR organization from the ground up (0 → 16 reps), hiring, onboarding, and developing the team
- Owned pipeline generation strategy contributing to 26% revenue growth
- Established onboarding, outbound strategy, and performance frameworks across SDR and AE teams
- Org Build & Leadership
- Hired, coached, and developed SDRs and frontline leaders, managing performance, promotions, and underperformance across the team
- Designed team structure, hiring profiles, and promotion pathways to support growth
- Implemented performance metrics, forecasting, and reporting infrastructure (Salesforce/Tableau)
- Developed internal talent pipeline, improving retention and internal mobility
Director of Business Development
TIBCO
08.2019 - 10.2021
- Led North America Business Development organization (24 reps) with full ownership of pipeline generation
- Drove quota attainment through structured coaching, performance management, and process optimization
- Built KPI/OKR frameworks to improve accountability and forecasting accuracy
- Coached managers and reps through performance challenges, improving consistency and team output
- Promoted top talent into AE, CS, and Channel roles
- Led cross-functional teams to execute business development initiatives and achieve organizational goals.
- Collaborated with marketing teams to align campaigns with business development objectives, optimizing outreach efforts.
- Cultivated strong relationships with key stakeholders both internally and externally to optimize collaboration efforts across departments.
Business Development Manager
TIBCO
04.2018 - 08.2019
- Managed SDR team performance, outbound strategy, and pipeline generation
- Built activity frameworks and team processes to drive consistent results
- Coached reps on performance, prospecting strategy, and conversion improvement
Lead Sales Development Representative
QuotaFactory
09.2015 - 04.2018
- Top-performing SDR generating consistent pipeline across multiple client accounts
- Executed high-volume outbound strategy and campaign execution
Education
Associate of Arts - Communication Studies
University of Hartford
Skills
- Global SDR/BDR Leadership
- Team Build-out & Scaling
- Pipeline Generation Strategy
- Quota Attainment & Forecasting
- Frontline Manager Development
- Revenue Operations & GTM Alignment
- Performance Management
- Outbound & Inbound Strategy
- AI-Driven Sales Execution
AWARDS & RECOGNITION
President’s Club – TIBCO, Rookie of the Year – Silk, Top Performer – QuotaFactory
Timeline
Global Principal BDR Enablement Partner
Klaviyo
12.2024 - Current
Head of SDR Enablement
Dynatrace
10.2023 - 12.2024
Director of Sales & Enablement
Silk
10.2021 - 09.2023
Director of Business Development
TIBCO
08.2019 - 10.2021
Business Development Manager
TIBCO
04.2018 - 08.2019
Lead Sales Development Representative
QuotaFactory
09.2015 - 04.2018
Associate of Arts - Communication Studies
University of Hartford