Paul Dean
Palo Alto,CA
Summary
Passion for partnering with and training high-performing sales and customer-success teams at tech companies.
Proven track record of achievement as an individual sales contributor, process-driven sales operations lead, and training and enablement professional with experience at startups, mid-growth companies, and larger, segmented sales organizations selling into different verticals.
Overview
13
13
years of professional experience
1
1
Certification
Work History
Sr. Sales Enablement Manager, Content Development
Expel
Palo Alto, CA
02.2023 - Current
- Implemented Seismic Content Management system
- Increased Gong adoption across Commercial and Mid-Enterprise segments through POCs
- Trained, Reinforced, and created sales methodology content related to Command of the Message
- Partnered with Product Marketing on Sales deck messaging and training
- Created deal win libraries to share across revenue org to reinforce sales skills and methodology
Manager, Training and Enablement
Kitman Labs
Menlo Park, CA
04.2022 - 01.2023
- Helped plan and designed revenue-wide enablement event live in Manchester, UK
- Created revenue-wide enablement strategy and delivered to exec leadership
- Designed and implemented SDR Playbook
- Trained EMEA SDRs and AEs on new sales methodology live in Dublin, IE, and trained NAMER team virtually
- Implemented formal e-learning component for Sales and Customer Success for product release training
- Implemented Gong for call coaching across revenue organization
- Designed and implemented intranet hub for GTM materials and training
- Created formal coaching guide and framework for managers around new methodology
- Created and implemented sales onboarding framework and 30-60-90 day competency by role
Enablement Program Manager, Sales Effectiveness
Autodesk
San Francisco, CA
02.2020 - 03.2022
- Created and delivered Manager Operating Rhythms trainings to standardize and optimize key coaching activities and behaviors
- Drove Enterprise Sales Methodology adoption by delivering course, Command of the Message + MEDDPICC
- Trained new sales hires (BDRs & AEs) in foundational industry, core sales skills, and product training
- Developed certifications to increase upsell and cross-sell of new products in Territory, Mid-Market, and Named Account
- Partnered with Sales Execs and Technical Sales to create product-level sales plays
- Implemented LMS, Thought Industries, to decrease ramp time and deliver remote training at scale
- Performed go-to-market analysis of competition to determine strengths and weaknesses and delivered product-level SKO sessions (live and virtual)
Sales Enablement Program Manager
PlanGrid
San Francisco, CALIFORNIA
04.2019 - 01.2020
- Delivered foundational on-site training sessions on core sales skills, industry, and sales processes to new sales hires
- Created self-guided AE and BDR training paths to decrease ramp time (post-onboarding) through content enablement and training modules via LMS, SalesHood
- Built sales rep scorecards for managers to utilize in 30-60-90 day ramp meetings to track progress and attainment gaps
- Designed and delivered webinar trainings in partnership with Sales Ops, Customer Success, and Product Marketing to improve internal processes, decrease sales friction in tech stack, and cross-sell of products into Mid-Market and Enterprise Accounts
Sales Operations & Enablement Lead
Levelset
New Orleans, LA
10.2017 - 03.2019
- Created core onboarding program to decrease ramp for new sales hires and learn construction industry, sales skills, and sales procedures
- Implemented, administered, and created training for sales tech stack around lead gen and campaigns, call coaching, prospecting and list building, and CRM management (Hubspot, Execvision, SFDC, Salesloft, Outreach)
- Partnered with sales managers to create updates, forecasts, and messaging for weekly sales team meetings
- Worked with Marketing to re-brand sales content, collateral, external messaging, and campaigns with larger company re-brand
- Implemented and optimized lead routing processes and landing pages with marketing to increase BOFU leads
- Created and administered discovery conversation coaching and demo training certification to new sales hires
- Developed standardized SFDC and BI Dashboards to track new hire ramp and ongoing rep performance
- Partnered with Sales Managers to define key metrics for sales reps based on segment and ramp
- Created spiff incentives, comp plans, and managed sales commissions to increase rep performance
Outbound BDR Manager
Levelset
New Orleans, LA
01.2016 - 09.2017
- Hired, managed, and coached team of 5 Outbound reps to consistent quota achievement and Strategic Account pipeline generation
- Partnered with marketing on Outbound lead campaigns to drive consistent sales messaging and collateral for key decision makers
- Designed methodologies, processes, systems and tools to execute high volume outbound calling campaigns to generate qualified sales leads for Mid-Market and Enterprise AEs
- Conducted team meetings and weekly one-on-ones covering monthly sales expectations & results, daily activity requirements, new sales pipeline management, and ongoing developmental opportunities.
- Created Outbound training program and Enterprise Sales Playbook to decrease promotion ramp time
Sales Development Representative
Levelset
New Orleans, LA
03.2015 - 12.2015
- Exceeded consistently daily, weekly, and monthly metrics working to be consistent top performer in transactional, SMB, and Mid-Market Opportunity creation
- Utilized SFDC, Linkedin, and Zoominfo to implement standard prospecting strategies
- Qualified key Mid-Market and Enterprise leads that resulted in over $200k closed in one month
- Managed email campaigns in Hubspot to convert trial and transactional customers
- Maintained SFDC lead data quality resulting in consistent accurate reporting and forecasting
Southeastern Sales Manager
Pelican Publishing
New Orleans, LA
07.2014 - 03.2015
- Upsold existing Accounts, created new Territory Accounts, and reestablished new Accounts
- Developed sales conference presentations, providing historical sales data and forecast projections
- Coordinated author signings with conferences and retail locations to drive revenue of new releases
- Partnered with Marketing to promote events and increase sales
- Reviewed manuscript sales viability with Publisher, Editor-in-Chief, and Editorial Board
- Exceeded $200k sales targets in first 3 months
English Instructor
Jesuit High School
New Orleans, LA
07.2013 - 07.2014
- Taught English Grammar and Literature to ninth and eleventh grade students in classroom setting.
- Integrated multiple teaching styles to intensify range of learning
- Tutored at-risk students with extracurricular sessions
- Taught guided reading lessons to model questioning, clarification, and problem
solving techniques - Evaluated student progress through reports and documented development recommendations
- Attended and participated in Teaching Development Group sessions for professional development and peer mentoring
English Instructor
University Of Mississippi
University, MS
07.2010 - 05.2012
- Taught courses in English Composition, Literature, and Creative Writing
- Developed lesson plans and adapted curriculum to meet individual needs of students
- Used effective teaching techniques and learning strategies in translating lesson plans into productive student learning experiences
- Initiated, facilitated and moderated classroom discussions on multi-modal assignments: film, text, periodicals
- Expanded student understanding of texts by spearheading in-depth discussions and assigning exploratory essays to help students articulate knowledge.
Education
Master of Fine Arts - Creative Writing
University of Mississippi
University, MS05.2013
Bachelor of Arts - English
University of Mississippi
University, MS05.2009
Skills
- Solution selling
- Sales presentations
- Training program creation
- Sales processes
- Sales Reporting
- Strategic planning
- Systems and software programs
- Sales team development
Certification
- Asana Together Training Course for Ambassadors
- Thought Industries Admin Certification
- Force Management: Command of the Message Certified Facilitator
- SalesHood Expert Certified
- Hubspot Sales Enablement Certification
- Quality Matters Online Instruction Certificate
- Research for Better Teaching: Studying Skillful Teaching Certification
Timeline
Sr. Sales Enablement Manager, Content Development
Expel
02.2023 - Current
Manager, Training and Enablement
Kitman Labs
04.2022 - 01.2023
Enablement Program Manager, Sales Effectiveness
Autodesk
02.2020 - 03.2022
Sales Enablement Program Manager
PlanGrid
04.2019 - 01.2020
Sales Operations & Enablement Lead
Levelset
10.2017 - 03.2019
Outbound BDR Manager
Levelset
01.2016 - 09.2017
Sales Development Representative
Levelset
03.2015 - 12.2015
Southeastern Sales Manager
Pelican Publishing
07.2014 - 03.2015
English Instructor
Jesuit High School
07.2013 - 07.2014
English Instructor
University Of Mississippi
07.2010 - 05.2012
Master of Fine Arts - Creative Writing
University of Mississippi
Bachelor of Arts - English
University of Mississippi
- Asana Together Training Course for Ambassadors
- Thought Industries Admin Certification
- Force Management: Command of the Message Certified Facilitator
- SalesHood Expert Certified
- Hubspot Sales Enablement Certification
- Quality Matters Online Instruction Certificate
- Research for Better Teaching: Studying Skillful Teaching Certification
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