Summary
Overview
Work History
Education
Skills
Honors Awards
Timeline
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Nicholas Sena

Aldie,VA

Summary

Highly accomplished Regional Sales Director with 10 years of experience in SaaS sales. Proven track record of developing high-performing teams and exceeding performance goals. Skilled at mentoring and developing sales professionals while fostering a collaborative and accountable environment. Excellent communicator with a strong ability to build relationships and drive results.

Overview

15
15
years of professional experience

Work History

Regional Sales Director

CoStar Group
10.2018 - Current
  • Lead a team of 9 sales professionals supporting over 4,000 clients and $40mm in recurring subscription revenues
  • Develop and implement strategies to drive new business growth, increase market share and customer retention
  • Develop and execute a comprehensive training program for sales professionals, focusing on product knowledge, sales methodology, and effective communication skills
  • Identify and develop key partnerships in the Commercial Real Estate community to increase CoStar Group's market presence and identify new revenue opportunities
  • Direct the execution of corporate sales initiatives to drive revenue growth and market expansion
  • Manage sales pipeline and forecasting to ensure Team exceeds corporate sales targets
  • Grew book of business by ~14% YoY, resulting in a $18MM annual increase in billing
  • Increased account retention by 16% and reduced employee turnover by 22%
  • Led 44% of direct reports to earn “President’s Circle” (Top 10%), “President’s Club” (Top 5%) and “Rookie of the Year” accolades.

Interim Regional Vice President, Mid-Atlantic Region

CoStar Group
10.2020 - 05.2021
  • Directed by Executive Vice President of Sales for North America to lead Mid-Atlantic Region after departure of prior RVP
  • Simultaneously led sales team of 9 direct reports (AE’s) while leading 3 other Regional Teams (3 Directors & 24 AE’s)
  • Developed and implemented a comprehensive training program for the sales team, including onboarding new hires, consultative sales methodology training sessions, and role-playing exercises to improve sales skills
  • Conducted performance reviews with regional directors to provide feedback, set goals, and identify areas for improvement
  • Developed and implemented a recruitment and headcount management strategy ensuring the timely and effective hiring of qualified candidates to fill vacant Account Executive roles, reducing average vacancy by 22%
  • Collaborated with executive team to develop and implement a long-term growth strategy for the region, including identifying new market opportunities and establishing strategic partnerships to drive revenue growth and market expansion.

Sales Executive

CoStar Group
10.2014 - 09.2018
  • Accomplished sales professional ranked in the top 10% of national sales organization (700+ employees)
  • Effectively managed and grew my book of business, increasing revenues by 356% since assuming the territory
  • Consistently exceeded sales target through consultative selling to new businesses and identifying upsell/cross-sell opportunities
  • Skilled in prospect identification, sales discovery, objection handling, contract negotiation and servicing of existing customers
  • Executed numerous stretch assignments including the content creation for recurring Weekly Sales Meeting with senior leadership for nationwide sales organization, as well as spearheading regional professional development workshop sharing best practices.

Director, Business Attraction

Dutchess County Economic Development Corporation
03.2012 - 08.2014
  • Developed and executed strategies to maximize business attraction, capital investment and job creation within Dutchess County
  • Developed and implemented a comprehensive marketing strategy targeting specific growth industries to attract potential business and increase County visibility in the New York business environment
  • Managed and updated database of all available commercial properties, facilitating the connection of prospective business moving to the County with local property owners who could meet their needs
  • Provided personalized assistance and resources to business in the County to support their growth and success, including financing, tax/utility incentives, and workforce development programs
  • Facilitated the attraction of 1,200+ full time jobs and over $100MM in capital investment.

New York State Licensed Real Estate Broker

Cushman & Wakefield/Pyramid Brokerage Company
07.2008 - 03.2012
  • Transacted over $35MM in commercial real estate deals, predominantly focused in Industrial and Retail assets
  • Utilized market research data and trends to provide strategic recommendations to clients for commercial real estate investments and lease/sale transactions
  • Developed and maintained relationships with key clients in the commercial real estate market to generate new business opportunities and increase transaction revenue
  • Negotiated lease agreements on behalf of clients ensuring favorable terms and conditions to support their business operations.

Education

B.S. - Communications

University At Albany
05.2008

Skills

  • Developing Sales Professionals
  • Strategic Planning
  • Forecasting
  • Relationship Building
  • Account Management

Honors Awards

  • CoStar: 2022 President’s Circle Award Winner
  • CoStar: 2021 President’s Circle Award Winner
  • CoStar: 2018 President’s Circle Award Winner
  • CoStar: 2016 President’s Circle Award Winner
  • CoStar: 2015 Top Sales Team, Washington DC

Timeline

Interim Regional Vice President, Mid-Atlantic Region

CoStar Group
10.2020 - 05.2021

Regional Sales Director

CoStar Group
10.2018 - Current

Sales Executive

CoStar Group
10.2014 - 09.2018

Director, Business Attraction

Dutchess County Economic Development Corporation
03.2012 - 08.2014

New York State Licensed Real Estate Broker

Cushman & Wakefield/Pyramid Brokerage Company
07.2008 - 03.2012

B.S. - Communications

University At Albany

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