Summary
Overview
Work History
Education
Skills
Timeline
Generic
Michael Mancusi

Michael Mancusi

Experienced Sales Professional
New York,NY

Summary

Accomplished Sales Rep / Sales Manager with experience developing prospecting, deploying sales strategy, managing reps, hiring and on-boarding new hires, closing business, and exceeding targets on an individual & team level.

Overview

9
9
years of professional experience
4
4
years of post-secondary education

Work History

Account Executive

Cube Software
08.2024 - Current

- Achieved 115% of first-year sales quota, consistently exceeding performance targets.
- Personally generated $250,000 in top-of-funnel pipeline, driving self-sourced opportunities through targeted outreach and strategic prospecting.
- Ranked #1 Account Executive on the leaderboard for the last fiscal year while being the newest member of the sales team.
- Led full-cycle sales engagements from initial discovery to close, partnering with finance leaders to streamline planning and reporting workflows.

SDR Team Leader

Idomoo
06.2023 - 08.2024

- Developed & Implemented Prospecting Strategy

- Built framework across messaging, reporting, activity metrics

- Managed Team of SDRs to maximize pipeline and individual professional growth

- Conducted SDR Outreach to contribute to team performance

- Developed qualification process to drive highly qualified leads for Account Executives

Head of Sales Development

Covanta
11.2022 - 06.2023

- Built entire outbound prospecting strategy from scratch

- Developed messaging, call scripts, LinkedIn copy for team of SDRs

- Trained & Enabled 4 SDRs into process

- Established KPIs and reporting metrics to measure success

- Booked 200 meetings within first 6 months of relationship

- Generated ~1.2M to top of the funnel pipeline across team

Sales Development Leader (Consultant)

SalesIntel
11.2022 - Current

- Managed SDR function of 21 representatives and 3 managers

- Audited program to identify areas of weakness across current messaging, practices, KPIs and reporting metrics

- Reported findings directly CEO, COO, and CMO

- Developed process around coaching, messaging, and strategy to solve pain areas

- Developed and deployed new sequencing for 3 buyer personas


Sales Director

SundaySky
09.2021 - 11.2022

- Developed and implemented BDR Playbook - includes messaging, call scripts, best practices, and success stories

- Ongoing Training and Enablement for team of 4 sales development representatives

- Generated $550,000 to the top of the funnel through cold outreach

- Sourced $200,000 worth of closed won revenue for other sales reps

- Closed $150,000 of my own net new business

Sales Development Manager

PhotoShelter Inc.
12.2019 - 09.2021

- Managed between 7-11 sales development representatives

- Consistently exceeded 100% of quota regarding meetings booked, meetings completed, and opportunities generated.

- Generated over 120 meetings booked per month, 105 completed meetings per month, and 95 opportunities

- Sourced outbound revenue of over 250k new business per quarter

- Hired, onboarded, and trained 15 reps

- Wrote a "SDR Playbook" with sales strategy, best practices, and important traits

Sales Development Training Manager

PhotoShelter Inc.
01.2019 - 12.2019

- Developed sales messaging and strategy

- Onboarded and trained new reps

- Created email templates, call training, and role play scenarios

- Implemented comp structures, key KPIs, and activity metrics

- Responsible for maintaining my own quota in addition to team-wide responsibilities

Sales Development Representative

PhotoShelter Inc.
10.2016 - 01.2019

- Averaged 30 booked meetings per month on a goal of 25

- Averaged 25 completed meetings per month on a goal of 20

- Averaged 15 opportunities generated per month on a goal 13

- Sourced over 1 million dollars in revenue

- All time company leader in meetings booked, opportunities generated, and sourced revenue

Education

Bachelor of Arts - Sports Management

Western New England University
Springfield MA
09.2008 - 10.2012

Skills

B2B SaaS sales, full-cycle sales, outbound prospecting, sales management, cold outreach, pipeline generation, pipeline management, sales strategy, forecasting, CRM management, discovery, needs analysis, negotiation, closing

Timeline

Account Executive

Cube Software
08.2024 - Current

SDR Team Leader

Idomoo
06.2023 - 08.2024

Head of Sales Development

Covanta
11.2022 - 06.2023

Sales Development Leader (Consultant)

SalesIntel
11.2022 - Current

Sales Director

SundaySky
09.2021 - 11.2022

Sales Development Manager

PhotoShelter Inc.
12.2019 - 09.2021

Sales Development Training Manager

PhotoShelter Inc.
01.2019 - 12.2019

Sales Development Representative

PhotoShelter Inc.
10.2016 - 01.2019

Bachelor of Arts - Sports Management

Western New England University
09.2008 - 10.2012
Michael MancusiExperienced Sales Professional