Patrick J. Dugan

Accomplished senior revenue leader, adept in strategic sales leadership and team building with 20 years of experience in Ed Tech/SaaS sales. Spearheaded a sales team expansion, tripling average ARR and significantly contributing to a 30% annual growth target. At NWEA, engineered a sales operations overhaul, fostering a 30% revenue increase. Expert in CRM optimization and coaching, with a knack for driving revenue through innovative sales strategies.

• School Board President, Lee Owen Stone Cooperative Preschool, 01/01/09, 12/31/10, Portland, OR, Oversaw all aspects of school operations including: parent/community engagement, recruitment, curriculum, fundraising, facilities, policy and compliance, contracts.
• Dinner Service Volunteer, St Francis Dining Hall, 01/01/15, 12/31/18, Portland, OR
• Volunteer, Night Strike, 01/01/16, 12/31/24, Portland, OR

Vice President, Head of Sales, Alma Technologies, 07/01/19 - 06/30/24

• Built and scaled sales team - from the ground up 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 plan aligned to Board objectives for new K-12 district sales team including messaging/marketing planning, forecast and goals, comp plans, demo approach and pitch deck, mapped collateral and sales cadences to sales stages and training plan for current and new reps.
• Helped drive new revenue streams by monetizing added services.

Director of Sales Operations, NWEA, 01/01/13 - 06/30/19 

• Tasked by Senior Leadership to build out a team and complete set of operations functions to influence top-line revenue gains and support organizational complexities related to accelerated growth for 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 including: forecasting program for all domestic and international sales teams; standardized sales metrics and key performance indicators for all roles; reporting and analytics for sales leadership; CRM optimization; workflow and process improvement; budget creation/support for department.
• Designed and deployed new inside sales function to address small district market segment to reduce overall acquisition costs. Focused on remote selling techniques for end-to-end sales process, one-to-many campaigning approach and workflow to accelerate deal velocity in Salesforce. Two of three inside sales reps were in the top five for gross sales across all sales teams.
• 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. Average $6.5 million in incremental pipeline generated per SDR annually.,
• Developed structured and scalable sales event program - to ensure appropriate event strategies, booth and presentation applications, ROI measurement and all dimensions of fulfillment servicing over 500 events annually.

Regional Sales Manager, NWEA, 02/01/11 - 01/31/13

• 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.

Account Executive, NWEA, 07/01/06 - 01/31/11 

• 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.

Account Manager, NWEA, 07/01/05 - 07/31/06

• 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%.

Implementation Support Specialist, NWEA, 04/01/04 - 06/30/05

• 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.

Sixth Grade Classroom Teacher, St Helens School District, 10/01/98 - 06/30/03

• 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.

• SaaS/Education Sales Leadership
• Sales Strategy
• Team Building
• Coaching/Mentoring
• Comp/Territory Planning
• Forecasting
• Budget
• Communications
• Strategic Presentations
• Revenue Gen/GTM
• Data Analysis
• CRM Optimization
• Workflow
• Process Improvement
• Assessment
• Curriculum
• Technology