Mitch Dowd

Boutique GTM consulting shop focused on RevOps that I own/operate.

• SFDC and HubSpot migrations and implementations
• CRM integration with peripheral software tools in the revenue organization
• RevOps Analytics: Agile CRM connections (typically SFDC or HubSpot) to Tableau or Power BI. Report and Dashboard development
• RevOps DW and BI: Implementation of unified BI solution including a range (ideally, all) of software in the revenue organization, as well as disparate structured data where relevant.

Early sales hire (Series A), Named Account Executive, focused closing net new logos and fostering prior enterprise relationships for an emerging PropTech startup.

• 200 Enterprise Named Accounts, all prospects.
• Largest Net New deal Q4 2021.
• Brought on over 10 new enterprise accounts including Snowflake, HP, General Mills, DocuSign, Raymond James and American Family Insurance.
• Average deal size $50K ARR, Largest deal size $300K ARR.
• Complex sales cycle including heavy service liabilities and a company mandate to push traditionally CapEx hardware purchases into an ARR contact
• Successfully converted 100% of customer accounts to ARR model.

Co-founded a GTM strategy firm focused on niche technology startup markets in PropTech, IoT and energy. Enterprise product & platform startups with high CAC and significant barriers to market entry. Worked with founders.

• Developed repeatable sales strategy to land and expand enterprise accounts.
• Developed channel strategy and fostered relationships with large service providers who created major barriers to market entry.
• Designed nuanced sales process to complex and antiquated markets which often included many stakeholders and assets.
• Aligned teams organizationally with the sales process and developed accountability metrics.
• Implemented and/or configured CRM and reporting for process automation and performance management.

• Joined as a GTM expert supporting digital transformation initiatives for this large industrial conglomerate, particularly in their buildings division.

• Initial sales team design, leveraged hybrid of named account and territorial model leveraging both enterprise relationships and local Honeywell branches.

• Partner and channel strategy including emerging partners in the software and technology market as well as traditional service providers in real estate and construction markets.

• Sales process design, including bringing in initial enterprise customers and establishing pilot programs promoting expansion based on value.

• Aligned Salesforce with go-to-market (GTM) fundamentals and streamlined sales processes.

• Integrated marketing automation systems, transitioning from Pardot to Marketo.

• Established and optimized lead management processes to improve lead handling and conversion rates.

• Developed and implemented sales compensation plans to drive performance and achieve revenue targets.

• Managed complex service agreements and contracts, ensuring compliance and mitigating risks.

• Collaborated with marketing to ensure seamless data flow and campaign alignment.

• Created and maintained detailed performance reports and analytics dashboards to track key metrics.
  Supported sales leadership in strategic planning and decision-making with data-driven insights.

• Conducted training sessions for sales and marketing teams on new systems and processes.

• Implemented best practices in sales operations to enhance efficiency and productivity in a fast-paced startup environment.

• Analyzed and interpreted sales data to develop actionable insights and performance reports.

• Managed the migration of an in-house CRM to Salesforce, ensuring data accuracy and system optimization.

• Supported a global Business Development Representative (BDR) team of 30 and an Account Executive (AE) team of 120.

• Created and maintained dashboards and KPIs to track sales performance and identify improvement opportunities.

• Collaborated with cross-functional teams including marketing, finance, and product management to align sales strategies.

• Conducted sales forecasting and planning to support target setting and quota management.

• Evaluated and managed sales tools and software to enhance productivity and efficiency.

• Provided training and support to sales teams on CRM best practices and new features.