Hi, I’m
MICHAEL DODD
Louisville,KY
Overview
11
years of professional experience
Work History
VOICEFORMLouisville, KY
Senior Account Executive
08.2023 - 12.2023
Job overview
- Converted 15 qualified opportunities in first 2 months that lead to 150k ARR closed/won by month 3. Layoff due to funding issues
SEARCHLIGHT.AISan Francisco, CA
Revenue Operations
01.2022 - 07.2022
Job overview
- Joined as the 10th employee and laid the foundation for company/sales team culture by developing a sales playbook.
- Restructured the revenue team software and managed 2 SDRs (45% → 95% quota attainment in two months).
- 1st cold outbound meeting booked within 3 weeks of joining and designed a repeatable sales process using Amplemarket, Linkedin Sales Navigator, Salesforce, and Zoominfo with complete documentation.
PHONIC.AISan Francisco, CA
Head of Sales
01.2021 - 11.2021
Job overview
- Joined as the 4th employee ($500 - 13k+ MRR) and laid the foundation for company/sales team culture.
- Developed GTM strategy (Defined ICP, Mapped TAM) that resulted in 457K ARR generated in one year.
- Upgraded tech stack to enable the revenue team and hired 4 sales representatives (2-month ramp time avg.).
- Managed a team of 4 while also being an individual contributor and fundraising (raised $2.5M Seed round Oct 2021).
CRUNCHBASESan Francisco, CA
Senior Sales Development Representative
08.2019 - 11.2020
Job overview
- Won SDR of the year award based on performance in the first few months with the company.
- Outbound-focused representative (Averaged 50 calls per day and 50 personalized emails per day).
- Streamlined multiple Ideal Customer Profiles into 5 buckets, which enabled the SDR team to 6x their cold call to close ratio.
HUSTLESan Francisco, CA
Business Development Executive
09.2018 - 07.2019
Job overview
- Averaged 127% of Quota and established new 'pods' for Casinos and Wineries (Pipeline value of $6M in ARR).
- Recognized as a high-performing outbound focused rep. (Averaged 60 calls per day and 250 emails per day).
- Coached internal SDR team to increase productivity and remove barriers (messaging, objection handling, etc.).
- Created 80 quality opportunities in the first 6 months using cold outbound methods in 3 new industry verticals.
SMYTESan Francisco, CA
Business Development Executive
06.2017 - 09.2018
Job overview
- 1st BDE at Smyte built the team infrastructure and recruited 4 additional SDRs after creating a scalable sales process.
- Achieved 220% of quota and generated 46 opportunities that lead to deals (95% close rate).
- Generated 4M in ARR in 10 months (Supported 3 AEs) through outbound efforts using Salesforce / Outreach.io.
- Contract with Twitter prompted a $65M acquisition (18 employees at the time) of the product and engineer talent.
10X MANAGEMENTSan Francisco, CA
Director of Sales
01.2015 - 12.2016
Job overview
- Achieved 130% of quota and grew sales to $3 million within 7 months and positioned as a high performer.
- Devised and implemented go-to-market strategy with remote C-Level management in NYC (first-time founders).
- Launched CRM (Salesforce) company-wide and composed reports/dashboards/KPIs.
- Averaged 48% re-engagement rate from stale email campaigns, and a 44% response rate from cold emails.
HACKERRANKPalo Alto, CA
Business Development Executive
01.2014 - 01.2015
Job overview
- 1st BDE at HackerRank - built a process and team infrastructure which allowed us to hire 7 additional SDRs.
- 204% average quota attainment for FY 2014 (109% Q1, 155% Q2, 307% Q3, 246% Q4).
- Total individual annual contribution to ARR in 2014 was $930k, supporting an average of 4 AEs throughout the year.
- Consistently outperformed (4x the second-best performer) the entire SDR team (220% quota attainment for the year).
ORDERAHEADSan Francisco, CA
Senior Account Executive
10.2012 - 01.2014
Job overview
- 193% quota attainment for H2 2012 and 189% quota attainment for FY 2013.
- Executed full-cycle sales from prospecting to closing, on-boarding, relationship management, and upselling.
- Averaged 220% of call time quota (3+ hrs./day) with a 70% conversion rate of inbound leads.
Education
Clemson University
Bachelors of Science from Marketing
01.2012
Summary
As a seasoned professional with over a decade of experience driving revenue and building lasting customer relationships, I’m passionate about translating my sales expertise into customer success strategy. My journey in sales has equipped me with a deep understanding of the full customer lifecycle, from initial acquisition to long-term retention and growth. In my current role as a Customer Relationship Manager, I apply the same rigor and transparency that made me successful in sales to ensure customers achieve their desired outcomes. I believe that the key to exceptional customer success lies in proactive engagement, personalized support, and continuous improvement principles that I consistently champion. Leveraging my expertise in SaaS, GTM strategies, and process optimization, I am committed to positioning myself as a leader in the customer success space. I advocate for a customer-first approach that not only resolves issues but also anticipates needs, driving mutual success for both customers and businesses. Through my leadership, I aim to empower teams to innovate, ensuring that customer success evolves in step with ever-changing business landscapes.
See what others say about working with me: https://my.searchlight.ai/mpdodd7
How I work: https://principlesyou.com/share/QnpA56dW3A27Eig
Skills
Client relationship management
Relationship building
Team collaboration
Sales quota achievement
Lead generation
Account management
Business development
Pipeline management
Key account management
Strategic selling
Creative thinking
Revenue generation
Relationship management
Consultative sales
Prospecting and networking
Pipeline development
Sales expertise
Multitasking and organization
Strategic planning
Customer relationship development
Sales target monitoring
B2B sales
Workload management
Account servicing
Prospecting skills
Goals and performance
Business development and planning
Database management
Issue resolution
Operations
Pitch presentations
CRM proficiency
Customer relationship management
Territory development
Cross-functional teamwork
Business plan execution
Customer service
Customer satisfaction
Opportunity identification
Vendor management
Deadline management
Order management
Product and service expertise
Territory management
Digital marketing
Appointment setting
Staff management
Marketing strategy implementation
Budget management
Progress reporting
Systems and software expertise
Project management
Flexible schedule
Sales coaching
Partnership development
Data analysis
Forecast preparation
Multiple priorities management
Attention to detail
Reporting expertise
B2C sales
Budget development
Account planning
Department management
New department development
Sales reporting
Press release writing
Verbal and written communication
Public relations
Cold calling
Prospecting
Customer networking
Account growth
Emerging sales opportunities
Deal negotiation
Sales methodologies
Sales strategies implementation
Organizational skills
Time management
Task prioritization
Processing payments
Contract negotiation
Written communication
Interpersonal communication
Opening and closing procedures
Certification
- CSP - Certified Sales Professional
Timeline
Senior Account Executive
VOICEFORM
08.2023 - 12.2023
Revenue Operations
SEARCHLIGHT.AI
01.2022 - 07.2022
Head of Sales
PHONIC.AI
01.2021 - 11.2021
Senior Sales Development Representative
CRUNCHBASE
08.2019 - 11.2020
Business Development Executive
HUSTLE
09.2018 - 07.2019
Business Development Executive
SMYTE
06.2017 - 09.2018
Director of Sales
10X MANAGEMENT
01.2015 - 12.2016
Business Development Executive
HACKERRANK
01.2014 - 01.2015
Senior Account Executive
ORDERAHEAD
10.2012 - 01.2014
Clemson University
Bachelors of Science from Marketing