Michael Delzotti

• Currently overseeing three separately managed SDR teams Globally with over 20 individual reps
• Created over $414 Million in qualified pipeline last year, 218% increase YoY
• Improved conversion on early pipeline by 10% YoY
• Increased demo stage pipeline progression by over 73% YoY
• Rebuilt all SFDC dashboarding and reporting for SDRs and SDR Managers
• Developed improved messaging to assist marketing campaigns
• Built Intent Data channels for targeting purposes within ZoomInfo and 3rd party vendors
• Launched Regie.ai for generative AI-driven outbound prospecting, allowing for personalization at scale, increasing open and reply rates globally
• Rebuilt onboarding program for all SDRs, partnering with Enablement to ensure adequate functional training is available for SDRs
• Developed SDRs into newly created role, Associate Account Executive. Whose responsibilities go beyond pipeline creation and include supporting active deals through to signature
• Successfully promoted multiple AAEs out of Sales Development and into Enterprise AE roles at Eightfold
• Designed compensation plans for SDRs and AAEs roles globally
• Further developed ICP alignment and persona battle-cards
• Maintained average per SDR performance of 96% consistently throughout tenure

• 102% to plan on pipeline creation
• Continued to provide remote leadership and oversight of all net-new opportunity creation as listed in prior roles at Symphony Talent
• Created/Formalized Partnership Ecosystem for Symphony Talent
• Standardized Process for Partners development of API integrations
• Negotiated referral-based Partnership Agreements
• Streamlined documentation of partnership-based revenue
• Drove Leads through Partner Channels such as UKG, ADP, Brazen, Paradox, and Hiretual

• Scaled best practices across two separately managed SDR functions, one focused on annual recurring revenue and one focused on professional services and assessments
• Established consistent qualification criteria for opportunity creation across both business cohorts
• Absorbed Symphony Talent’s existing Sales Development Function and established new standards
• Onboarded Symphony Talent Manager and SDR Team to existing technology stack, including SalesLoft, Salesforce.com, Vidyard, Docsend, DemandBase, LinkedIn Sales Navigator, ZoomInfo
• Optimized Salesforce.com instance to consolidate business factions into one consistent format
• Maintained output of activity and performance while managing teams remotely from February 2020 forward
• Onboarded and ramped new SDRs remotely

• Rebuilt the Business Development function at SmashFly Technologies from scratch including the recruitment, onboarding, and scaling of a new team of 7 SDRs
• Re-implemented Sales Enablement Platform SalesLoft and established best practices for outbound cadences
• Implemented Demandbase ABM Solution to improve targeted outreach
• Implemented DocSend and Vidyard for personalized written and video communication ● Worked with CRO to redefine SmashFly’s Ideal Customer Profile and Account Prioritization strategy.
• Built and documented the SDR New Hire Training Program.

SmashFly Technologies was acquired by Symphony Talent in November 2019

• Managed top-tier strategic customers for Vonage Business; book valued at $478k monthly recurring revenue.
• Consistently exceeded monthly sales quota; achieved 103% to plan in 2018.
• Developed New Hire onboarding experience for Account Managers, including scheduling, training, shadowing, and mentoring.
• Conducted regular and recurring highly technical, in-depth QBRs to maximize alignment, provide product roadmap updates, review client initiatives, and transparently communicate on Vonage performance.

• Lead Enterprise Team in average contract renewal length at 2.8 years
• Maintained best-in-class relationships with existing iCIMS customers, driving upsell & extended renewals
• Managed contract renewal process inclusive of affirming and re-establishing value of iCIMS software to all key customer stakeholders and presenting long-term vision as technology provider
• Built credibility and trust to influence client's buying decisions.
• Partnered with internal resources to present additional value and expertise to clients.

• Received Business Development Award for highest gross profit for 2013
• Received VAR MVP award for highest gross profit performance in 2014

• Recruited and placed Registered Nurses for In-Home Care