Michael Falco
Sales Development Leader
Long Island City,NY
Summary
Experienced SDR Manager with unique ability to create optimized workflows and process'. I understand how to manage to a number, help the team develop professionally, and create a fun culture. I've built a team from scratch, as well as managed a team of 24 global SDR's. Looking for my next challenge!
Overview
8
8
years of professional experience
Work History
Founder
SmrtReach
Long Island City, NY
01.2023 - Current
- Developed key operational initiatives to drive and maintain substantial business growth.
- Created organization's mission and vision statements for use by employees.
- Conducted target market research to scope out industry competition and identify advantageous trends.
- Created and monitored promotional approaches to increase sales and profit levels.
- Identified business development challenges and customer concerns for proactive resolution.
- Developed innovative sales and marketing strategies to facilitate business expansion.
Senior SDR Manager
Datagen
New York, New York
06.2022 - 01.2023
- Promoted from SDR Manager to Senior SDR Manager after achieving monthly quota from January-June.
- Coached team members on productivity strategies to accomplish challenging goals.
- Participated in vendor selection and management process for program initiatives.
- Engaged and worked alongside cross-functional stakeholders to manage strategic initiatives.
- Facilitated workshops and conducted one-on-one training to educate team members.
- Developed and maintained logistics workflows, procedures and reports.
SDR Manager
Datagen
New York, New York
04.2021 - 06.2022
- Built SDR function from scratch
- Negotiated, purchased, and onboarded every tool in Sales Team tech stack (still own this responsibility)
- Personally recruited, interviewed, and onboarded SDR team
- Hired 3 former employees to the sales org (2 AE's, 1 SDR)
- Achieved >100% of monthly quota in 16 of 17 months at Datagen
- Developed GTM strategy w/ VP of Sales from scratch
- Researched, Identified and Defined Top Accounts
- Co-own Datagen ABM Strategy
- Achieves ~20 SQL's monthly, 82% outbound, with an average team size of 2.5 reps in 2022
- Develops all customer facing copywriting for the revenue organization
- Created onboarding plans for SDR's and AE's
- Runs weekly Sandler Sales Training sessions with Sales Team
- Self-taught myself Python to make our processes more efficient
- Executed sdr process for 6 months before bringing on 1st hire
SDR Manager/Team Lead/SDR
Smartling
New York, NY
04.2018 - 04.2021
- Achieved greater than 110% of team quota throughout tenure as manager.
- Led team to 79% increase in opportunity creation YoY from 2018-2019
- Led Sales Organization training sessions focused on goals as a unit (Ideal Customer Profile, Total Addressable Market, indicators of potential success).
- Scaled US SDR team from 5 to 13 reps prior to Covid-layoffs.
- Led team to 11% decrease in total sourced opportunities YoY in 2020 vs. 2019, despite carrying 58% of headcount.
- Evaluated, helped negotiate, and implemented over 5 new tools to increase efficiency across team.
- Launched SDR Career Development Program, providing clarity in career progression for top reps.
- Took over management of Global SDR team in 2021.
- Created SDR Rankings, composed of 12 key KPI's that lead to rep being successful.
Agency Owner
Allstate Insurance Company
Franklin Square, NY
01.2016 - 01.2018
- Built agency value from $0 to $200,000 in 16 months.
- Employed 3-4 Sales Agents/Customer Service Reps.
- Developed referral network with local real estate agents, mortgage brokers, and automobile dealerships.
- Responsible for overall agency management; including staffing, marketing initiatives, sales strategies, training, etc.
- Received Honor Ring for outstanding performance by Agency Owner
Education
Bachelor of Science - BS Finance, Accounting Minor
Villanova University
Villanova, PA 08.2011 - 06.2015
Study Abroad Program - Economics
London School Of Economics
London, United Kingdom 06.2013 - 07.2013
Skills
Management
Sales
Piano
KPI's
Daily Workflow Optimization
Talent Evaluation
Staff education and training
Quota Planning
Revenue Operations
Talent Sourcing
Performance monitoring
Cross functional Team Builder
Data analysis
Vendor management
Budgeting and Resource Management
Additional Information
- PROFESSIONAL SKILLS AND CERTIFICATIONS , Series 7 & 63 Property & Casualty Insurance License
Timeline
Founder
SmrtReach
01.2023 - Current
Senior SDR Manager
Datagen
06.2022 - 01.2023
SDR Manager
Datagen
04.2021 - 06.2022
SDR Manager/Team Lead/SDR
Smartling
04.2018 - 04.2021
Agency Owner
Allstate Insurance Company
01.2016 - 01.2018
Study Abroad Program - Economics
London School Of Economics
06.2013 - 07.2013
Bachelor of Science - BS Finance, Accounting Minor
Villanova University
08.2011 - 06.2015