Patrick J. Dugan

Supervise team of regional sales representatives

• Managed process to hire and onboard six new regional sales representatives
• Developed new opportunity scoring system to add more discipline to sales process and predictibility to forecast

Delivering startup guidance in areas including: messaging and positioning, role definition, and sales prospecting strategies.

• Built and scaled sales team by hiring and developing reps; growing territories; implementing sales process and metrics and providing ongoing team training and individual coaching
• More than doubled new sales ARR in year one
• Tripled the average ARR over the last four years to help the company hit and maintain 30% annual ARR growth goal over that time
• Crafted comprehensive GTM strategy tailored to Board objectives for K-12 district sales team, incorporating messaging, marketing plans, and performance benchmarks.
• Helped drive new revenue streams by monetizing added services

• Tasked by senior leadership to build out a team and complete a set of operations functions to influence top-line revenue gains and support organizational complexities related to accelerated growth for a sales team of 140 people.
• Helped drive 30% ($40 million) ARR growth from 2013-2019 by supporting sales teams with new comprehensive set of sales operations functions to influence top-line revenue growth through accurate, predictable and scalable operations supports.
• Designed and deployed new inside sales function to address small district market segment to reduce overall acquisition costs
• Created highly successful Sales Development team - to increase lead and pipeline generation in strategic territories.
• Developed high volume tactical campaigning and tracking program to ensure quality lead support for sales reps

• Responsible for development, coordination and execution of sales strategies in 12 Western states and 5 area reps
• Met or exceeded all goals including 95% retention rate over 900 accounts and 20% ARR gain from $9-$11 million

• Responsible for development, coordination and execution of new business and expansion strategies in five Western states
• Consistently met or exceeded revenue goals for five years
• One of the top five grossing reps all five years

• Responsible for development, coordination and execution of expansion/retention and capacity building strategies for key accounts in Western states
• Managed a $5 million book-of-business with over 300 accounts maintaining a retention rate of at least 95% retention

• Responsible for successful onboarding of new partners
• Assisted with product training and onsite professional development for key accounts
• Led cross-functional team tasked with planning, marketing and execution of regional workshops nationally
• Assisted with product development and deployment work for two new products

• Classroom duties, transition team to facilitate movement of sixth grade to middle school and develop mission, logistics, curriculum, budget and staffing for the new model
• Local Union bargaining team
• State rep for local union