Nate Whalen
Summary
Dynamic sales professional with a proven track record of driving revenue growth in the software and construction industries. Notably achieving a 43% annual revenue increase at Premier Edge Concrete Solutions. Skilled in strategic prospecting and relational sales, I leverage my consultative approach and collaboration skills to exceed sales goals and foster key relationships. An avid proponent of continued personal and professional development, I strive to learn and grow with an organization that values the same.
Overview
7
7
years of professional experience
Work History
Director of Sales
Premier Edge Concrete Solutions
03.2023 - Current
- Grew total annual revenue by 43% in 2023. This included a 9% increase in close rate & an average deal size increase of over $1500.
- Sold $1.2MM of residential and commercial projects in 8 months of active selling during the 2023 fiscal year.
- Currently sitting at $820,000 worth of projects sold through the 2024 fiscal year (as of mid-May.)
- Established new relationships with custom home builders that evolved into becoming their chosen contractor for their clients projects. This resulted in having our work showcased in several homes at the 2023 & upcoming 2024 HBA Grand Rapids Parade of Homes.
- Worked directly with designers on new builds and remodels to ensure finished projects aligned with their clients needs and vision.
- Created a sales playbook and best practices guide for future sales reps to reference and learn from.
- Onboarded new software into our tech stack including a sales CRM. This was part of my initiative to build out and streamline our sales process.
Senior Account Executive
Pulsar
06.2021 - 03.2023
- As the first sales rep hired on the North American side of the business I was responsible for growing revenue by closing new business (95% outbound), as well as establishing our sales framework and processes.
- As revenue grew in the US, I was responsible for coaching new reps on our sales framework, methodology and best practices we had established.
- Promoted from SMB AE to Senior AE within 6 months by exceeding sales goals and showing keen ability to work directly with leadership to build and expand our North American business portfolio. This was achieved by a combination of strategic cold calling, professional networking and targeted vertical based outbound prospecting.
- Closed last quarter at 120% of goal with $120,000 ARR
- Prepare detailed bi-weekly forecasts on every deal in my pipeline to present and review with our leadership team. This was an extension of maintaining a healthy sales CRM by keeping account details & associated opportunities updated, clear and relevant using SalesForce.
- Collaborate with our internal channel partners to ensure all cross sell opportunities are identified.
- Execute throughout entire sales cycle; holding intro calls with prospects. Demoing software. Creating professional recommendations and building business use cases. This included issuing proposals and initiating handoffs to CS team once new business contracts had been signed.
Business Development Representative
Service Express
03.2020 - 05.2021
- Successfully maintained a high volume of sales activity - cold calling, emailing and social selling - by building and managing a robust and accurate target pipeline (CRM). This resulted in a 30% increase in held meetings per week.
- Achieved 130% of quota (at 12 meetings held per month) by exceeding weekly KPIs (cold calls, email outreach, building out accounts and sequencing prospects) to secure new meetings.
- Worked directly with sales leadership to onboard and actively mentor new SDR hires. Teaching them how to effectively prospect, communicate at a high level on cold calls and best practices within the role.
Sales Development Manager
SalesPad LLC
02.2019 - 03.2020
- Created our SDR playbook. This included onboarding, developing KPIs & the overall best practices for individual SDR's and the team as we grew.
- Engaged current users to expand awareness, educate, ask for referrals, identify new opportunities and develop account intelligence.
- Created and executed outbound demand generation campaigns. Accomplished by leveraging calls/emails/LinkedIn to deliver qualified leads for sales team.
Account Manager
Spectrum Communications
11.2017 - 01.2019
- Managed proposal response process, including detailed RFP requirements.
- Generated new leads through identifying and contacting decision-makers. Screened potential business opportunities.
- Maintain accurate records of all sales and prospecting activities including sales calls, presentations, quotes, follow-up activities, and closed accounts within assigned territory.
Education
High School Diploma -
Homeschooled
Rockford, MI03.2014
Skills
- Relational sales with consultative approach
- Strategic/multi-level prospecting
- Pitching and presenting proposals to C-suite executives and their teams
- Agile and able to work in fast-paced, ever-changing environments
- Curious and eager to try new approaches to solve problems and achieve desired results
- Collaboration with supporting teams
- Organized approach to managing daily game plan and CRM
Timeline
Director of Sales
Premier Edge Concrete Solutions
03.2023 - Current
Senior Account Executive
Pulsar
06.2021 - 03.2023
Business Development Representative
Service Express
03.2020 - 05.2021
Sales Development Manager
SalesPad LLC
02.2019 - 03.2020
Account Manager
Spectrum Communications
11.2017 - 01.2019
High School Diploma -
Homeschooled
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