Paul Pickett
Queens,NY
Summary
Experienced Business Development and Senior Sales Executive with a proven track record of working with customers to achieve solutions and drive company growth. Skilled in networking with industry professionals, building sales pipelines, and increasing client base.
Overview
27
27
years of professional experience
1
1
Certificate
Work History
Business Development and Sales Executive
TraditionData
07.2023 - Current
- Increased sales revenue by identifying and pursuing new business opportunities and fostering long-lasting relationships with key clients, resulting in $2mm in pipeline and $250K in new revenue.
- Developed successful strategies for market expansion, resulting in increased brand awareness and client base growth.
- Conducted comprehensive market research to identify potential clients and develop targeted marketing campaigns for NYC, Midwest, and West Coast territories.
- Partnered with product development teams to create innovative solutions tailored to client needs, driving increased demand for the company's offerings. Currently productizing retail FX platform for quant hedge funds.
Founder
Four Kings Capital, L.L.C.
07.2016 - Current
- Provide market analysis, sales process, capital raising, and deal sourcing for range of clients
- Provided fixed income market structure expertise to legal client resulting in award
- Secured $200mm in bids from investors for multiple-properties in NYC/Europe
- Advised India asset manager on introducing India specific funds in USA resulted in no launch
- Produced a sales and business development roadmap for a fin-tech and alt
- Data firm
Business Development and Senior Account Executive
Vertical Knowledge
07.2022 - 06.2023
- Maintained extensive knowledge of company products and services to provide top-notch expertise to customers.
- Monitored issues carefully and reached out to customers to provide immediate resolution and maintain satisfaction. Currently, manage over five client relationships
- Negotiated, prepared, and signed contracts with clients.
- Developed business pipeline using cold and warm techniques. Current pipeline: $600K
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom-line profitability.
- Communicated regularly with clients to understand needs, evaluate current product use, and cross-sell new products.
- Work with clients in financial services, consulting, and corporations spanning all industries.
Business Development Executive
Thinknum
02.2020 - 05.2022
- Partner with marketing, media, and Account Executives teams to drive MQL to the top-of-the-funnel activity.
- Participate in driving webinar speakers to bring relevant content to prospective and existing clients, generating 600 plus leads.
- Bring an average of ten qualified leads monthly through direct cold outreach via LinkedIn, Email, and Phone.
- Develop partnership and referral channels with Prime Brokers, market data vendors, and data analytics companies.
- Attend industry conferences to generate new leads by attending meetings, joining round-tables, and networking events.
- Assist in product development and use case decks through market expertise and market feedback delivered to engineers and data scientists.
- Support Account Executive in moving lead from MQL to SQL
- Support staying on the agreed-upon timeline of deliverables to the SQL lead
- Responsible for hiring and building the SDR team and assisting in hiring BDR and recruiting VP of Sales
- Planned marketing initiatives and leveraged referral networks to promote business development.
- Came up with detailed plans to enhance sales management and prioritize long-term business goals.
Global Macro Fixed Income Sales
BTIG, LLC
11.2018 - 07.2019
- Part of upstart bond sales and trading desk delivering buy-side clients to the platform
- Led business development by introducing hedge funds and asset managers to the firm, leading to 10B in notional trading volume.
- Introduced novel business plan to firm to promote agency trading model
- Developed and marketed fixed-income trade ideas to clients to increase trading activity
HCM Consultant
Paylocity
11.2017 - 07.2018
- Developed business and improved sales optimization for cloud-based payroll & HCM SaaS solution
- Structured multichannel prospecting and built strategic partnership
- Forged alliances with financial advisors, wholesalers, & benefit broker for referral business
- Enabled the 400% growth of clients workforce by advising on SaaS solutions and partners
Director, Interest Rate Sales
Credit Agricole CIB
05.2011 - 06.2016
- Instrumental in the build-out of interest rate flow business in the U.S
- As a prerequisite to becoming a Primary Dealer
- Provided fixed income market coverage for hedge funds, asset managers, and insurance co
- In US$ and € bonds and derivatives products
- Delivered $25+mm in aggregate revenue in 5 years' time by adding 15+ clients during build-out
- Grew sales revenue by 10+% annually for four consecutive years
- Aided in improving dealer ranking of US$ Inflation bonds from 18 to 7 thru increased volumes
Vice President, Interest Rate Sales
MF Global
10.2009 - 10.2010
- Joined start-up rate sales and trading desk to help pursue a Primary Dealer designated
- Leveraged book of client relationships to drive client trading volumes and profitability by marketing fixed-income rates products, producing $300K in trading revenue
- Maximized client relationships by exploiting cross-selling opportunities in MBS and IG Corps, generating $200K in trading revenue
Generalist, Fixed Income Sales
Barclay Investments, LLC
03.2008 - 10.2009
- Provided innovative solutions for institutional fixed income clients for a range of financial products
- Consolidated market vies and thoroughly researched clients' needs to advise them on entering non-agency
- MBS and CMBS markets in a volatile trading environment
- Boosted MBS/CMBS P&L from <$100K to $1.25mm hard-dollar production by sourcing bonds
Vice President, Interest Rate Sales
Bank Of America
04.2003 - 04.2007
- Revitalized U.S
- Treasury business by consolidating operation from San Francisco to NYC headquarters tobe combined with US$ Derivatives business
- Team transformed business into a global powerhouse in both
- U.S
- Treasuries and Derivatives
- Provided coverage to hedge funds, asset managers, insurance companies,and central banks
- Generated revenue of $28+mm from 2003 to, 90% of revenue was a result of new relationship to the group and the bank.
Associate, Central Bank Sales
Lehman Brothers Inc
04.1997 - 04.2003
- Provided fixed income sales coverage for Global Central Banks representing North and Latin America,
- Europe, and Asian
- Produced revenue in excess of $20mm from 1999-2003
- Increased repo production by 31% to the highest level in firm's history
- Boosted trading volume by $4 billion a month by introducing TIPS, IRS, ABS, and IG Bonds.
Education
Bachelor of Arts - PYSCHOLOGY
HOFSTRA UNIVERSITY
Hempstead, NYSkills
- Closing Procedures
- Business-to-Business Sales
- Lead Qualification
- Product Knowledge
- Account Management
- Critical Thinking
- Lead Development
- Account Development
- Sales
- Marketing
Certification
Market Data |Alternative Data |Snowflake | Fixed Income Derivatives | Asset-Backed Securities (ABS) | Canadian Government Bonds | Collateralized Mortgage Obligations (CMO)|Commercial Mortgage-Backed Securities (CMBS)| Covered Bonds - USD & Euro | Cross-Currency Basis Swaps (XCCY)|Eurodollar Futures (ED)| European Government Bonds (EGB) | Government-Sponsored Enterprise Securities(GSE) – FNMA | FHLMC | FHLB | REFCO | GNMA | Interest Rate Swaps (IRS) - USD & Euro | Investment-Grade Corporates (IG Corps)| Mortgage-Backed Securities (MBS) - GSE & Private Label | Repurchase Agreements (REPO) | Supranational, Sovereign, & Agency Bonds (SSA) - USD & Euro | Swaptions - USD & Euro | U.S. Treasury Securities(UST) | U.S. Treasury Futures | UK Government Bonds
Timeline
Business Development and Sales Executive
TraditionData
07.2023 - Current
Business Development and Senior Account Executive
Vertical Knowledge
07.2022 - 06.2023
Business Development Executive
Thinknum
02.2020 - 05.2022
Global Macro Fixed Income Sales
BTIG, LLC
11.2018 - 07.2019
HCM Consultant
Paylocity
11.2017 - 07.2018
Founder
Four Kings Capital, L.L.C.
07.2016 - Current
Director, Interest Rate Sales
Credit Agricole CIB
05.2011 - 06.2016
Vice President, Interest Rate Sales
MF Global
10.2009 - 10.2010
Generalist, Fixed Income Sales
Barclay Investments, LLC
03.2008 - 10.2009
Vice President, Interest Rate Sales
Bank Of America
04.2003 - 04.2007
Associate, Central Bank Sales
Lehman Brothers Inc
04.1997 - 04.2003
Bachelor of Arts - PYSCHOLOGY
HOFSTRA UNIVERSITY
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