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 - 2015.06
Study Abroad Program - Economics
London School Of Economics
London, United Kingdom 06.2013 - 2013.07
Skills
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 - 2013.07
Bachelor of Science - BS Finance, Accounting Minor
Villanova University
08.2011 - 2015.06