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.
- 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.
- 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
- 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
- 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
- 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
- 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
- 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
- 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
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