Michela Di Gioia-Nuno

• Responsible for leading 3 sales leaders overseeing the growth of 20 AE's and 2 BDR's for all of NAMER's inbound/outbound sales efforts well as leading our sales enablement function.
• Worked diligently and resourcefully to identify and apply efficiencies for operating in a product and sales led environment.
• Strategized with leaders to identify net new business streams along with upsell and cross sell opportunities across our multi-product SaaS offering.
• Worked proactively with our cross functional executives within finance, marketing, engineering, support and success to identify areas of opportunities to better support our customers, as well as our customer facing teams to enhance their overall experience throughout the lifecycle of their journey.
• Hands on leader who is a coach at heart with a proven track record of hiring, retaining and coaching up our talented sales leaders and account executives on a global scale.
• Conducted hundreds of interviews on a global scale as we scaled from 150 to 1,000 employees.
• Helped to scale the business from $27MIL post series A to nearly $300MIL post series C during our consistent hyper growth.
• Implemented cost-saving measures through effective resource allocation and budget management.
• Optimized project timelines by effectively delegating tasks and prioritizing workload among team members.
• Championed continuous improvement initiatives to drive operational excellence within the organization.
• Achieved lowest employee turnover rate by creating a positive work environment with clear expectations and support systems in place.
• $14Million quota -124% to goal

• Responsible for leading two sales leaders that oversee 14 AE's across our inbound and outbound sales teams spanning all verticals in North America and Canada.
• Reduced client attrition rates by designing customized retention strategies focused on delivering exceptional service experiences.
• Expanded customer base by targeting untapped markets through innovative lead generation tactics and follow-up mechanisms.
• Collaborated cross-functionally to optimize end-to-end sales processes, from prospecting through post-sales support services.
• Managed complex negotiations with key accounts resulting in long-term contracts that bolstered annual revenue figures significantly.
• Increased sales revenue by developing and implementing strategic plans and setting performance goals for the sales team.
• Achieved regional sales targets through effective territory management and relationship building with key clients.
• Streamlined sales processes by identifying inefficiencies, implementing new tools, and providing training to the team.
• Enhanced customer satisfaction levels by addressing concerns promptly and providing tailored solutions.
• $9.5MIL Quota- 125% to goal

• Lead and developed 8 Commercial Account Executives, 4 Customer Success Managers, as well as 5 Account Executives in Brazil. Built high growth teams to consistently overachieve their sales goals as well as net retention goals while providing exceptional support to our prospects and customers.
• Mentored junior sales professionals in advanced selling techniques, resulting in accelerated career progression and enhanced contributions to overall team success.
• Worked with our finance and legal teams to scope and deliver on our offering in our emerging Brazil market not limited to identifying and adhering to compliance mandates for employees in a new market.
• Increased overall sales revenue by implementing effective sales strategies and building strong client relationships.
• Developed a high-performing sales team through targeted recruitment, comprehensive training, and ongoing mentorship.
• Exceeded annual sales targets consistently by maintaining a proactive approach to lead generation and pipeline management.
• Expanded market share with the introduction of innovative product offerings and strategic partnerships.
• $9.3MIL Quota- 154% to goal
• Average of -1% Net Churn

• Lead and developed 8 National Account Executives, 3 Commercial Development Account Executives as well as 2 Account Executives in our emerging Brazil market
• Establishing trust and holding account executives accountable during a time of tremendous growth. Responsible for guiding AE's to close revenue/drive growth across our AMER, APAC, EMEA & LATAM markets
• Identify coaching opportunities around soft skills, sales process and overall business acumen
• Implemented data-driven decision-making to optimize pricing strategies, yielding higher profit margins on key product lines.
• Design and implement a strategic business plan that expands company’s customer base and ensure it’s strong presence
• Built and promoted strong, long-lasting customer relationships by partnering with them during pre and post sale efforts to understand their needs
• Present sales, revenue and realistic forecasts to the executive team
• Developed a high-performing sales team through targeted and thoughtful recruitment, comprehensive training, and ongoing mentorship.
• Exceeded annual sales targets consistently by maintaining a proactive approach to lead generation and pipeline management.
• Expanded market share with the introduction of innovative product offerings and strategic partnerships.
• $7.2 MIL quota- 142% to goal

• Lead, motivate, and develop a sales team of 12 AE's responsible for handling sales activities across legal, SAAS, manufacturing, and all other industries
• Serve as the key person in charge of administering business plans, forecasting business trends, and managing bid deals as needed for the central region
• Report weekly, monthly, and quarterly goals to the VP of Sales/CEO based on pipeline sales stages and team performance
• Developed content with sales training staff for the newly implemented New Hire Training Program
• Gained company wide distinction for being ranked second out of seven sales leaders (first out of four first year leaders) for attaining 89% of $12M goal.

• Assumed full accountability in handling a $25MIL+ book of business consisting of 50 medium- to enterprise-sized customers
• Managed a portfolio of high-profile accounts, ensuring timely delivery of products/services while maintaining excellent communication throughout the process.
• Rendered assistance to prospects, business, and clients in identifying the right-sized solutions to address needs and mitigate critical systems risks through Trustwave's Data and Information Security Program
• Delivered innovative and integrated solutions to key clients that minimized total ownership costs by improving performance, data security and compliance, and end-user experience.
• Negotiated favorable contract terms with clients to secure long-term business partnerships.
• Collaborated with cross-functional teams to create tailored solutions addressing specific client needs.
• Regularly exceeded sales targets through a consistent focus on high-quality lead generation and relationship building efforts.

• Expanded market share by identifying and acquiring new business opportunities within the Central and Southeast Region spanning multiple verticals
• Collaborated with cross-functional teams to ensure seamless onboarding of new clients.
• Implemented strategic plans to maximize sales revenue within assigned territories.
• Presented product offerings at industry trade shows, generating leads and increasing brand visibility.
• Negotiated contracts with clients, securing favorable terms and conditions for both parties.
• Resolved client issues promptly and effectively through skillful negotiation tactics and proactive problem-solving measures.
• Exceeded sales targets consistently, earning recognition for outstanding performance and contributing to overall team success.

• Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
• Developed, maintained and utilized diverse client base.
• Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
• Became an expert in RFP's as well as government and EDU purchasing consortiums.
• Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.

• Built and cultivated relationships with clients, key decision makers, manufacturers, and distributors through onsite customer visits, conferences, and trade shows
• Expertly negotiated with manufacturers and vendors within our channel program to provide client solutions that meet budgetary requirements with positive return on investment
• Played a pivotal role in increasing year-over-year (YOY) sales in my territory from $1.4M in 2009 to $2.7M in 2010.
• Managed a diverse portfolio of accounts, ensuring timely communication and effective problem resolution.
• Served as integral member of the K-12 sales team, delivering customized technology solutions to IT teams and educators in the Southeast region.
• Challenged with growing a $0 book of business during my ramp period in 2008 and grew to $700k in 6 months
• Worked directly with CTO/VP of IT/IT Directors/Educators

*Additional Work Experiences Upon Request