Salesforce
Robert DeBeer
Corporate Sales
Austin,TX
Summary
Results-oriented sales professional with over 7 years of experience in Enterprise and OSS solutions. Skilled critical thinker and analytical decision-maker committed to enhancing team quotas and achieving significant goals. Possesses a robust technical background and exceptional proficiency in processing and interpreting data.
Overview
10
10
years of professional experience
4
4
Certifications
Work History
Corporate Account Growth Manager
HashiCorp
02.2023 - Current
- Managed corporate customer accounts through the full sales cycle, bolstering retention via strategic account management plans.
- Implemented strategies to increase revenue from existing accounts through upselling and cross-selling initiatives.
- Partnered with product development teams to integrate client feedback for improved market fit.
- Oversaw timely account renewals, emphasizing retention, relationship building, negotiation, and collaboration for upsell opportunities and revenue growth.
- Pioneered consumption/usage-based pricing within the organization. Skilled in navigating challenging discussions regarding pricing model adjustments and mediating resolutions.
- Successfully managed 75+ customer accounts, achieving a 36% increase in average Total Contract Value (TCV) during the last fiscal year, while maintaining an impressive renewal retention rate of 88%.
Corporate Account Manager
HashiCorp
07.2021 - 02.2023
- Secured business via strategic prospecting and outbound activity through the use of many different tools and channels.
- Engaged new and existing customers to review how they can be more successful with our technology portfolio.
- Aligned HashiCorp technology solutions to customers' business needs, challenges, and technical requirements.
- Coordinated and managed full sales lifecycles from initial discovery to closing in high-paced dynamic environment.
- Trained and educated new team members on sales processes, strategies, and tools.
- Built and executed complex sales engagements targeting many different personas and verticals.
- Accurately forecasted business on a monthly and quarterly cadence.
Team Lead - Inside Sales
HashiCorp
02.2021 - 07.2021
- Led group of Inside Sales Representatives, establishing best practices for lead lifecycle management and cadence development.
- Engaged in team development, mentoring, and coaching.
- Standardized and refined processes for reporting and activity.
- Proposed recommendations and developed new strategies for the Inside Sales organization.
Inside Sales Representative
HashiCorp
07.2020 - 02.2021
- Spearheaded growth & adoption of HashiCorp solutions, within Enterprise named accounts, through a variety of outbound techniques.
- Actively achieved quarterly quotas of sourced qualified opportunities
- Maintained active engagement with new and existing leads through various outbound channels to increase customer interest, and excitement in HashiCorp solutions.
- Responded to and qualified incoming inquiries regarding interest in HashiCorp products.
- Partnered with experienced Account Executives to help build pipeline and grow sales skills.
Enterprise Business Development
A Cloud Guru
12.2019 - 07.2020
- Managed outbound lead generation and qualification process.
- Researched prospective accounts and contacts via web, social, LinkedIn, etc.
- Connected with and quickly established rapport with key contacts and prospects.
- Identified key stakeholders including product champion and executive sponsor.
- Converted qualified leads to opportunities.
- Made 50+ cold calls a day.
Sales Development Representative
Anaconda
11.2018 - 12.2019
- Worked with AE teams to identify net-new opportunities within target accounts.
- Identified champions and key stakeholders within target accounts.
- Set and qualified meetings for AE teams both locally and internationally.
- Discovered new leads through research and social media monitoring/messaging, using tools such as LinkedIn Navigator, ZoomInfo, & DiscoverOrg.
- Supported Anaconda's marketing efforts by assisting in online blogging and other marketing campaigns.
- Managed prospecting status, data integrity, and forecasting in Salesforce.
- Responded to inbound customer interest and developed these accounts to create opportunities.
- Contributed to strategic weekly forecasting.
Business Development Representative
PoolCorp
01.2014 - 01.2017
- Prospected for potential new clients within target market (Pool Builders, Pool & Spa Retailers, Pool & Spa Maintenance firms).
- Presented presentations on products, promotional programs, and services.
- Identified client needs through strong customer relationships.
- Provided quotes and product data as needed by customers.
- Closed sales and followed through to assure appropriate delivery and customer satisfaction.
- Supported Operations and A/R efforts.
- Worked with Sales Center, Regional and Divisional managers to increase business growth.
- Completed internal reports and paperwork in a timely fashion.
- Followed up and qualified sales leads and potential opportunities.
- Cold Called, and marketed to, prospective clients.
Education
Computer Science And Programming
Hack Reactor
Austin, TX 01.2018 - 04.2018
Bachelor of Science - Economics
Texas Christian University, BS, Economics
Fort Worth, TX 08.2010 - 05.2014
Skills
Revenue Generation
Sales Tactics
Client Relationship Building
Critical Thinking
Multitasking
Team Building
Time Management
Software
ZoomInfo
Outreach
Looker
Tableau
Demandbase
Gong
Certification
React 16 - The Complete Guide (incl. React Router 4 & Redux) - License UC-FKKSUKQK
Timeline
Corporate Account Growth Manager
HashiCorp
02.2023 - Current
Corporate Account Manager
HashiCorp
07.2021 - 02.2023
Team Lead - Inside Sales
HashiCorp
02.2021 - 07.2021
Inside Sales Representative
HashiCorp
07.2020 - 02.2021
Enterprise Business Development
A Cloud Guru
12.2019 - 07.2020
Sales Development Representative
Anaconda
11.2018 - 12.2019
Computer Science And Programming
Hack Reactor
01.2018 - 04.2018
Business Development Representative
PoolCorp
01.2014 - 01.2017
Bachelor of Science - Economics
Texas Christian University, BS, Economics
08.2010 - 05.2014