Moyacca "Moya" Green
Atlanta,GA
Summary
Dedicated Manager with expert team leadership, planning and organizational skills proven to consistently meet opportunity and productivity goals. Skillfully works with all employees to enhance performance and improve day-to-day processes with implementation of best practices for success. Diligent trainer and mentor with exceptional management abilities and results-driven approach.
Overview
22
22
years of professional experience
Work History
Senior Manager, Sales Development
Gong Inc.
09.2022 - Current
- Provided strong leadership to enhance team productivity and morale.
- Managed large-scale projects and introduced new systems, tools, and processes to achieve challenging objectives.
- Implemented and developed operational standards, policies and procedures.
- Conducted performance evaluations, compensations and hiring to maintain appropriate staffing requirements.
- Boosted team member productivity by enhancing performance monitoring and instituting motivational approaches.
- Developed and maintained positive relationships with key decision-makers and influencers.
- By the end of 2022, team contributed $5.7M in ARR which was a 30% increase from the prior year.
Sales Development Manager, AMER
Hopin Inc
04.2021 - 07.2022
- Responsible for identifying areas of opportunities to achieve quarterly quotas and new customer deal targets from inbound leads.
- Implemented best practices to develop Sales Development Representatives knowledge of Hopin's platform and sales process stages to increase meaningful conversations for better qualified prospect handoffs.
- Created use case specific campaigns and collateral to ensure correct messaging be delivered to targeted personas to drive opportunity attainment.
- Daily pipeline management of KPIs to assess opportunity conversion rates to close won deals against forecasted revenue goals aligning to quarterly go-to-market objectives and key results.
- Optimization of coaching tactics for better performance and technical skills needed for further career growth within the Sales org.
- In 2021, drove ~$27M in total pipeline, and averaged ~$2.4M closed won revenue per quarter.
Sales Development Manager
Akamai Technologies
01.2018 - 04.2021
- Managed "New Logo Acquisitions" internal outbound SDR teams and one 3rd party vendor sales team responsible for generating enterprise level sales accepted opportunities for Field Acquisitions, Media, Carrier, and cross-sell into Web Existing Customers divisions.
- Built direct relationships with internal sales organizations across aligned verticals and leveraged select channel partners to maximize revenue within assigned SDR/AE territories.
- Proactively engaged SDRs with operational leadership teams to create effective and efficient account plan strategies for penetrating prospects in target accounts.
- Assisted Product Marketing team with development of campaign-specific assets and collateral to ensure correct messaging was delivered to targeted personas to generate more pipeline opportunities.
- Daily SDR pipeline management including tracking email outreach, social media connects, outbound and inbound call volume, meaningful conversations, and conversion of each outreach activity from meeting to qualified opportunity.
- Project management lead for SDR tool implementation training including Xant (formerly InsidesSales.com), Vidyard, and Commercial Tribe.
- Maintained over 90% pipeline attainment across all aligned acquisition teams. Averaged ~$5M ACV per quarter for Global Carrier, ~$250k per quarter for Existing Customers, ~$200k per quarter for Media, and ~$150k per quarter for Field Acquisitions.
Leasing Customer Care Center Manager
FirstKey Homes, LLC
07.2017 - 01.2018
- Created and implemented Leasing Customer Care Call Center process improvement procedures with extensive re-structuring and re-branding.
- Managed all Atlanta Leasing Associates and Regional Market Leasing Associates in eight Markets to advertise and fill vacant inventory.
- Introduced extensive tracking reports of prospective leads from self-tour scheduling data and inbound/outbound call center activity.
- Created departmental call guide outlining inbound and outbound call flow, standardized internal and external email communication, and instructional manual for all IT applications used daily by all Call Center Associates.
- Implementation of documented escalation protocol procedures for prospects, tenants, and departmental issues.
- Development of call center KPI metrics reporting to provide detailed analytics on regional markets lead volume showing conversion of inbound answered calls, guest cards created, scheduled self-tours, and new leases generated.
- Maintained accurate listing of all available homes for Leasing Associates as indicated on Daily Availability Report to ensure all leasing information is up to date in Yardi and Rently.
- Provided Leasing Associates and Regional Markets information on any discrepancies on availability of homes to ensure property status and self-tour scheduling was communicated accurately for all prospect inquiries.
- Implementation of Leasing Associate Quality Assurance Scorecard to monitor individual and team KPIs. Leasing Associates were required to attain 90% accuracy on each monthly scorecard.
- Utilized monthly reviews and scorecards to bring awareness to areas of improvement, provide on-going coaching, and accountability measures for data accuracy, correct messaging, and SLAs for Leasing Associates.
- Conducted weekly Market Business Reviews for leadership stakeholders of call volume metrics within each regional market, detailed prospect pipeline feedback, and market trends needed to increase property occupancy.
- Responsible for recruiting, training, and continuous coaching of all Leasing Associates in order to maintain accountable performance standards for professional and friendly representation of FirstKey Homes.
- Played integral part of project management team assessing call center tools including new VOIP integration with Vonage and customization of real-time reports.
Campaign Manager
N3
03.2015 - 02.2017
- Highly client facing role managing multiple B2B Demand Generation campaigns in large call center environment.
- Responsible for managing 15+ Business Development Representatives, Results Managers, and Digital Marketing liaisons assigned to various campaigns to produce consistent pipeline of highly qualified BANT opportunities for various partner solutions such as SAP, Autodesk, and HP.
- Nurtured collaborative internal and external relationships to deliver successful program value, while differentiating N3 from its competitors.
- Maintained efficient internal cross-functional alignment to ensure opportunities provided high ROI for Global partners as converted wins.
- Extensive reporting configuration and analysis of client campaign data from various CRMs to develop consistent accurate high-level reports which included: KPI metric attainment, lead quality trends, email conversions, voice of the customer feedback, and next steps for nurturing warm prospects.
- Daily Pipeline Activity tracking including call volume, quality conversations, follow-up conversations, internal dialogues, and opportunity advancing phone calls.
- Coached, mentored, and monitored multiple Global BDR teams by utilizing daily stand-ups, weekly team meetings, individual 1:1s, group role plays, and outbound call reviews.
- Managed monthly performance reviews using statistical data and weekly status report feedback to assess BDR contribution, areas of opportunity, and long-term career goals.
- Selected Contributions: In 2016, grew the Autodesk account with 20% earnings increase through new business with other regional units and Autodesk Canada and renewal of Bsquare IOT campaigns from 2015 through 2016. Received 96% score on Yearly Performance Assessment.
Senior Project Manager, Call Center
KMA One Inc. (Keith Manning & Associates)
08.2006 - 02.2015
- Promoted to Senior Project Manager with focused responsibility to recruit, train and supervise 30+ outbound IT telemarketing specialists in call center environment.
- Managed multiple IBM Mid-Market Lead Generation campaigns adhering to SOW deadlines and budgets.
- Campaign management duties included: acquisition of data based on set criteria, data setup in various calling systems, script creation for software and hardware solutions, digital marketing including email blasts and webinars, event boosting, survey profiling, and contact discovery.
- Created comprehensive detailed reports for all campaigns to monitor progress and ongoing results for clients and internal analysis reports for management to show project profitability and success of campaigns.
- Interfaced with clients on weekly checkpoint calls to present campaign results and advise of corrective actions needed to ensure campaign success.
- Selected Contributions: Awarded KMA "Employee of the Year" in December 2009. Awarded KMA certificate for hard work and dedication in July 2007 and June 2009. Developed telemarketing representative guidelines to include all responsibilities and project calling guides. Exemplified best practices for all telemarketing projects with consistent updated client reports and caller quality circles.
Telemarketing Customer Service Representative
FirstPro Inc
02.2005 - 07.2006
- Worked as temporary resource employee on IBM telemarketing campaigns throughout each quarter for KMA One.
- Made outbound calls into various accounts profiling contacts to obtain hot and warm prospects to generate IT opportunities, obtained enrollees for large events, and updated and gathered new contact information for contact discovery campaigns.
- Campaign setup and data entry into multiple CRM systems including Siebel, Unica, and Paradox.
- Assisted Office Director with onboarding and on-going coaching of new temporary resource employees.
- Selected Contributions: Named number one caller for profiling campaigns with most opportunities in revenue, including highest IBM Mid-Market deal for $2M. Received recognition for training and team support.
Quality Control Associate
ADP
01.2002 - 07.2005
- Worked several years as temporary resource employee for year-end assignments.
- Prepared and sorted W2’s and payroll for outgoing mail.
- Assisted with packaging and distribution of payroll and additional mail.
- Assisted Quality Control Supervisor with training temporary resource employees.
- Selected Contributions: Supervised training of new temporary employees. Received recognition for maintaining Quality Control standards.
- Seasonal end of year position
Education
Bachelor of Arts - Political Science, Minor English
Georgia State University
Atlanta, GA12.2011
Skills
- Strong interpersonal & communication skills
- Drive for Results
- Meticulous attention to detail
- Analytical & data driven
- Ability to work collaboratively with cross-functional teams
- Excellent organizational skills
- Salesforce, LinkedIn Sales Navigator, Outreach, XANT, Drift
- Sales Methodologies: Winning By Design, Sandler Sales Foundations, MEDDIC/MEDDPIC
- Leadership Models: Amplify (Strengths Based Leadership), OMLE (One Marketing Leadership Experience), GROW (Neuroscience of Growth Mindset)
Timeline
Senior Manager, Sales Development
Gong Inc.
09.2022 - Current
Sales Development Manager, AMER
Hopin Inc
04.2021 - 07.2022
Sales Development Manager
Akamai Technologies
01.2018 - 04.2021
Leasing Customer Care Center Manager
FirstKey Homes, LLC
07.2017 - 01.2018
Campaign Manager
N3
03.2015 - 02.2017
Senior Project Manager, Call Center
KMA One Inc. (Keith Manning & Associates)
08.2006 - 02.2015
Telemarketing Customer Service Representative
FirstPro Inc
02.2005 - 07.2006
Quality Control Associate
ADP
01.2002 - 07.2005
Bachelor of Arts - Political Science, Minor English
Georgia State University