Mharsaun Tennell
Folsom
Summary
Player-coach Sales Development Leader with 4+ years of experience driving outbound pipeline growth while coaching and developing SDR talent. Demonstrated success hitting 100%+ quota as an individual contributor, supporting team enablement, and contributing to sales playbooks, onboarding, and performance standards. Skilled in Salesforce, outbound execution, and data-driven sales strategy to accelerate pipeline and support scaling revenue teams.
Overview
7
7
years of professional experience
Work History
Sales Development Representative
Handshake
03.2022 - 10.2025
- Achieved 100%+ quota, generating an average of 9 qualified opportunities per month through targeted outbound prospecting.
- Maintained a 13% Stage 2 to Closed Won conversion rate, outperforming the team average by 2 percentage points through strong qualification and strategic handoffs.
- Executed multi-channel outbound strategy using Salesforce, Outreach, ZoomInfo, and LinkedIn Sales Navigator to build targeted prospect lists, maintain clean pipeline data, and provide accurate KPI reporting that informed weekly sales forecasts and resource planning.
- Piloted AI inbound chatbot, improving lead qualification speed and increasing meeting conversion efficiency.
Sales Specialist
Aircraft Spruce & Specialty
09.2020 - 12.2021
- Maintained a dialing average of 90% by answering over 100 calls per day.
- Achieved an average of 20-30 orders per day to meet the quota.
- Assisted customers with processing orders and product inquiries.
Compliance Specialist
Personnel Concepts
04.2019 - 09.2020
- Achieved 100% to quota by placing 100-120 calls per day for lead outreach.
- Collected lead contact information and entered them into the database.
- Updated customer subscriptions and out-of-date products.
Education
High School - General Studies
Alta Loma High School
05.2010
Skills
- Led weekly SDR enablement sessions and process rollouts, increasing team adoption of new workflows and accelerating execution velocity
- Co-built and launched the Drift inbound playbook adopted across all SDR teams, improving inbound conversion rates and follow-up consistency
SDR Team Lead
- Owned onboarding for 50% of SDR hires over 2 years, reducing ramp-to-pipeline time and supporting faster attainment for new reps
- Ran weekly Gong call-coaching program focused on advanced discovery; drove increase in 2nd/3rd-level pain surfaced from 30% to 80% of calls
Key Leadership Results
- 80%+ improvement in qualification depth during live calls.
- 50%+ of SDR org onboarded with reduced ramp timelines.
- Company-wide playbook adoption for Drift program.
- Sustained 100%+ quota while enabling team performance.
Timeline
Sales Development Representative
Handshake
03.2022 - 10.2025
Sales Specialist
Aircraft Spruce & Specialty
09.2020 - 12.2021
Compliance Specialist
Personnel Concepts
04.2019 - 09.2020
High School - General Studies
Alta Loma High School