Naureen Swanson
San Jose,CA
Summary
I am a highly motivated "go-getter" that thrives in fast-paced environments. With exposure to sales, management, sales strategy, demand gen, commissions, coaching and customer relationships I love "rolling up my sleeves" to help my team improve processes. I continuously help my team solve complex problems, and push them to build their sales skills and confidence. I use data to make decisions and drive strategies and I'm extremely passionate about building a highly collaborative culture.
Overview
21
21
years of professional experience
Work History
Director of North America Business Development
Palo Alto Networks
01.2021 - Current
- Leading a team of 50 BDRs, 4 managers, BDR Operations and an Academy PM.
- Record pipeline growth in FY22 $194M (30% increase YoY)
- 1100 meetings set in FY22 (record numbers)
- Built inbound strategy to qualify and convert over 4000 leads per quarter.
- Own and completely revamped corporate sales intern program (15 interns hired in summer of 22')
- Driving BDR strategy for building pipeline for all segments including Commercial, Enterprise and Public Sector.
- Built out BDR Academy program to arm EIC with Sales skills such as prospecting, lead generation, business etiquette, and financial accumen etc.
- Strong partnership with marketing to develop ABM strategy.
- Developed Career framework for BDRs which includes several opportunities for BDR growth (18 BDRs promoted in FY22)
- Collaborate with sales leadership team to build a strong feeder organization for the sales effort.
- Developed and implemented the sales development playbook to optimize pipeline generation within our top strategic customer segments.
- ... and so much more just ask!
Sr. Manager - Business Development
Palo Alto Networks Inc.
02.2020 - 01.2021
- Manage team of 9 BDRs and work with 5 DSM and several account reps.
- BDR Team generated $6.9M in Q3 and 151 Kept Meetings in June and July (+50% increase over previous year).
- Overall pipeline grew 27% QoQ or $1.4M, influenced by significant growth in pipeline generation QoQ
- Revamped entire BDR model including comp plans and team structure. Rest of BDR organization followed my lead.
- Regularly report to Executives and Leaders on team metrics.
- Hire, coach, and lead a growing team of Sales Development Reps.
- Developed, and A/B tested messaging to increase lead conversion rates.
- Built out an outbound sales development function and drove its strategy for targeted account based messaging
- Wrote and presented training materials for SDR and sales best practices.
Head of Sales Development
Workato
06.2019 - 02.2020
- Manage global team of 17 SDR's (Inbound/Outbound)
- Hit and exceed monthly goals and refined processes to continuously improve. (Inbound: 18 Opportunities/Month, Outbound 5 Meetings + 3 Opps per month)
- Structured and wrote all SDR comp plans and lead implementation of SPIFF for all SDR commissions
- Hire, train, mentor, coach, and promote the next generation of Workato SDR's. Built Workato's first "NEW HIRE BOOTCAMP"
- Oversee a multi-channel, inbound/outbound prospecting program including messaging, tactics, systems, measurement, experimentation, and optimization
- Have an obsession with being data-driven, highly analytical, lead influence
- Coordinate and manage weekly and monthly 1:1's and team-wide coaching, and training sessions to ensure ongoing improvement and best practice sharing. (Obsessed with Gong.io!)
- Extremely goal oriented, and highly proactive about coming up with creative ways for us to hit our sales development targets (Sendoso, Texting, Outreach)
Sales Development Manager/ Account Manager
Forward Networks
03.2017 - 06.2019
- Developed and implemented marketing, lead flow, and inside sales processes from ground up including go-to- market plan for direct and indirect business
- Built and managed sales development process, hiring strategy, and scope with CEO, CRO, and heads of sales
- Implemented sales and marketing tools including Salesforce, Marketo, Hubspot, Lead Forensics, and YesWare
- Built customer relationships with Network Teams at large fortune 500 companies
- Built training plan and trained all new SE and AE hires
- Supported team through 5x revenue growth and 300% lead growth
- Managed all incoming leads, including Forward Enterprise and Forward Essentials product including on-boarding, upselling, and support
- Partnered with Product Team on product strategy, customer needs, feature and technology requests, and sales acceleration plans for existing products
- Nurtured sales and marketing alignment, partnering closely with VP of Marketing on content needs, customer reception, and event strategy
Sr. Inside Sales Team Lead
Palerra Inc. (Acquired By Oracle)
02.2016 - 03.2017
- Trained all new hires and managed daily activities for SDR's
- Increased new business opportunities leading to 25% increase in close revenue
- Top performer on the team, consistently exceeded quota of 12 meetings and 6 opportunities per month
- 100% quota attainment for qualified appointments passed on to territory reps
- Helped growth company from infancy start-up to acquisition by Oracle
- Tradeshow Ninja! Engaging in prospects and gathering quality leads at numerous security shows including: AWS Re-Invent (Vegas), Blackhat (Vegas), RSA SF, and CSA
- Improved sales cycle by streamlining messaging and revamping SDR team processes
- Wrote all external email campaigns for teams outbound prospecting and trained all new SDR's on the team
Sr. Inside Sales Representative
SurveyMonkey Inc.
01.2015 - 02.2016
- Manage 85+ activities per day, handling detailed questions about SurveyMonkey's Enterprise Solutions
- Promoted to closing role in which I facilitate closing fast pace Enterprise deals
- Closed 80 Enterprise deals in the last 5 months and qualified leads for Account Executives and met 100% of quota YOY
- Closed the most deals companywide in November 2015 (24 Enterprise deals closed)
- Educated B2B customers on SurveyMonkey SaaS solutions such as Marketo and SurveyMonkey for Salesforce integrations Page 1 of 2
- Nurture leads which are not ready to turn over to sales
- Collaborate with marketing and business development to optimize the inside sales processes and improve operations
Sales Development Representative
State Farm
03.2013 - 08.2014
- Managed portfolio of over 700 customers and 3000 policies
- Managed 60+ activities and client requests daily
- Exceeded monthly and annual quota goals in 2013 and 2014
Account Manager/Project Manager
Export Development Canada
07.2005 - 09.2012
- Developed and managed relationships with a portfolio of 300 customers
- Responsible for leading a team and working with McKinzey during the diagnostic phase of the LEAN Transformation project
- Developed tools and techniques to create streamlined processes while delivering a faster, more predictable service model
Education
Financial Accounting -
Algonquin College
Ottawa, ONBachelor of Arts - Criminal Justice And Law
Carleton University
Ottawa, CanadaSkills
- Solution selling
- Strategic account development
- Analytical problem solver
- Sales processes
- Coaching and mentoring
- Product Presentations
- Event Ninja
- Implemented commissions and comp plan
Timeline
Director of North America Business Development
Palo Alto Networks
01.2021 - Current
Sr. Manager - Business Development
Palo Alto Networks Inc.
02.2020 - 01.2021
Head of Sales Development
Workato
06.2019 - 02.2020
Sales Development Manager/ Account Manager
Forward Networks
03.2017 - 06.2019
Sr. Inside Sales Team Lead
Palerra Inc. (Acquired By Oracle)
02.2016 - 03.2017
Sr. Inside Sales Representative
SurveyMonkey Inc.
01.2015 - 02.2016
Sales Development Representative
State Farm
03.2013 - 08.2014
Account Manager/Project Manager
Export Development Canada
07.2005 - 09.2012
Financial Accounting -
Algonquin College
Bachelor of Arts - Criminal Justice And Law
Carleton University