Michael Martinoli
Boston,Massachusetts
Summary
Experienced Sales and Marketing Director with a passion for team building, sales coaching, and driving pipeline and revenue. My career has provided valuable experiences in challenging yet rewarding settings, including door-to-door sales, sales development, sales management/leadership, and individual sales roles. Over the past four years, I've excelled in the SaaS industry, further honing skills and expertise.
https://www.linkedin.com/in/michaelmartinoli/
Overview
6
6
years of professional experience
1
1
Certification
Work History
Director of Business Development
AbsenceSoft
06.2023 - Current
- Generated $90,000,000 in pipeline in 2 years of overseeing the Sales team
- Created an effective step-by-step process of outreach to targeted accounts for Mid-Market, Enterprise, and Strategic sales teams
- Recruited, trained, and managed all members of the BDR team
- Prepared monthly, quarterly, and annual sales forecasts
- Collaborated with the Marketing demand generation team to ensure that the team received quality leads to pursue
- Worked alongside product marketing on enablement material and sales collateral
- Focused and coached sales reps on lead generation, qualification, and conversion to opportunities
Sales Executive
Bigtincan
09.2022 - 01.2023
- Prospected, created and qualified new leads, built a 3x pipeline
- Effectively communicated, demonstrated and presented Bigtincan products, solutions, and value proposition to prospects, customers and partners
- Accurately delivered monthly, quarterly and annual forecasts to Bigtincan management
- Created and executed a strong business plan for my territory
- Built long-lasting, mutually beneficial relationships with external contacts and internal departments to create a better customer experience
- Maintained SFDC Opportunity/Account records & attached relevant documents
Global Sales Development Manager
Bigtincan
06.2021 - 09.2022
- Led and motivated a global team of SDRs responsible for delivering new meetings with target accounts and buyer roles in all industries
- Grew the SDR team from 3 members to 25 members in a year and a half
- Mentored 2 SDR managers that assisted with oversight of the team
- Reported directly to the company President
- Salesforce Admin
- 1 on 1 as well as group leadership/mentoring sessions
- Worked alongside company CEO, President, VP of Sales, CMO, CFO, COO to improve overall sales process and initiatives
- Responsible for North America, EMEA, and Australia
- Optimized processes for the team to target, cultivated and handed off leads and opportunities while tracking and measuring success.
- Full adoption of SDR team tech stack to identify, record, and organize all team activities and results - acquired or adopted new processes and systems as needed.
- Partnered with sales and marketing leadership to develop strategies, craft content and drive new sales acquisition campaigns to hit registration and pipeline goals.
- Delivered accurate reports on all team results and metrics to measure performance and continuously improve team results.
- Onboarded and trained all new hires while accurately forecasting team needs and organization to deliver results.
- Shared best practices and coaching strategies with all team members to develop their skill sets and upskill as needed.
- Drafted Pay Compensation plans for every team member
- President’s Club member for 2022.
Sales Development Representative
Bigtincan
02.2021 - 06.2021
- Followed up on marketing leads from various campaigns (webinars, events, downloads, etc.) to identify and qualify opportunities, generating sales pipeline
- Setup and conducted outbound call campaigns using the latest techniques and tools
- 70 dials per day, 80 personalized emails, utilizing outbound prospecting technology
- Found decision-makers and influencers within prospect accounts, identified a need and established the basis for sales engagement
- Worked and collaborated with Account Executives to drive pipeline growth within the target vertical qualifications
- Efficiently used 5+ online sales research databases and Salesforce
Assistant Manager
Mercury Marketing Solutions
11.2019 - 11.2020
- Managed, taught, coached, and trained teams of 30-35 in the field of Sales/Marketing
- Oversaw all office responsibilities - Finances (Profit and Loss), Payroll, Taxes, Human Resources, Recruiting, Administration
- Understood Corporate Client Operations/Relationships with companies such as Verizon Fios and Nestle
- First, Second, and Third interview hiring process
- Managed and assigned leads provided from client to sales representative through the Smart Leads application
- Conducted morning meetings/conferences for in-office training
- Traveled to National and Regional offices around the country for consulting
Education
Bachelor of Science - Management (Marketing Concentration)
University of Massachusetts - Boston
Boston, MA05-2019
Skills
- Sales training and development (SaaS, Telecom, Energy, Home Water-Delivery, Food products, PR ads)
- Management
- Relationship building and rapport
- Organizational development
- Revenue growth
- Communication/Collaboration
- Public Speaking
- Mentorship/Leadership
- Goal Setting
- Online, over-the-phone, face-to-face sales
- CRM platforms
Certification
- New England Real Estate Academy
- UMass Boston's Management Achievement Program
Timeline
Director of Business Development
AbsenceSoft
06.2023 - Current
Sales Executive
Bigtincan
09.2022 - 01.2023
Global Sales Development Manager
Bigtincan
06.2021 - 09.2022
Sales Development Representative
Bigtincan
02.2021 - 06.2021
Assistant Manager
Mercury Marketing Solutions
11.2019 - 11.2020
Bachelor of Science - Management (Marketing Concentration)
University of Massachusetts - Boston
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