Sarah Small

• Managed Strategic (team of 4) and Public Sector (team of 2) focused primarily on outbound
• Focused team on booking net new land meetings for 3B+ annual revenue commercial accounts and government
• Achieved a consistent 6M in net new land pipeline quarter over quarter Q4 FY23 - Q4 FY24, highest amount of pipeline driven since creation of segments
• Averaged 109% attainment on opportunity move to validation stage in FY24
• Drove 1.2M in net new bookings in FY24 with a month left to spare
• Coached and mentored BDRs to sell on value, not on price, using Force Management methodology (certified facilitator)
• Worked closely with VP of Global Demand Generation and CMO to drive strategy around alignment with Marketing objectives
• Reported to Executive leadership on BDR progress across core KPIs
• Maximized performance by monitoring daily activities and mentoring team members
• Developed team to reach next level of career, helping 4 BDRs get promoted into closing roles
• Collaborated with external network to learn best practices and adjust strategy as needed

Managed the Enterprise East and Public Sector BDR team through EOY until change in organizational sales structure.

• Developed, mentored and lead Solutions Architects for the Commercial sales organization
• Enabled Sales Teams on sales communication strategies via Force Management practices as a Certified Facilitator
• Participated in deal reviews to help the sales organization close complex deals
• Worked with sales management and executive leadership to improve operations support within presale engagements
• Identified and developed methods to improve technical sales cycle from discovery through qualification, Proof of Value, solution design and technical win
• Worked to retain team members through career aspirations and personnel support
• Oversaw Commercial Sales Solutions Architects internship program
• Oversaw Global Sales RFP process and implement techniques to increase throughput by utilizing RFP Management solutions currently in the market

• Reviewed and revamped current RFP processes by establishing standards that are scalable with the growing needs of the business
• Led efforts related to proposal and security questionnaire development for the Global Sales Organization
• Participated in auditing exercises of internal controls and closed out findings, utilizing the proper Subject Matter Experts
• Evaluated and brought in an RFP Management tool, Loopio, used across the Global Sales Organization
• Updated internal security control documentation and aligned documentation with Information Security objectives

• Created, coordinated and led business proposal efforts to new and existing clients
• Collaborated with various Department Heads and Executives to articulate relevant points and present in a cohesive proposal document
• Analyzed proposal data to report to Executive Management
• Reporting included status of deal, services requested, Faculty lead and therapeutic area
• Developed and continually improved proposal process to promote efficiency and quality of content
• Member of the Branding Committee for rebrand of Harvard Clinical Research Institute to the Baim Institute for Clinical Research
• Accomplishments included:
• Developed promotional product selection and managed ordering process
• Provided website content, including case studies and review of overview and service content
• Reviewed and approved new proposal and PowerPoint templates
• Redesigned conference booth to include new graphics and company description
• Met tight timelines to ensure all branding activities were completed in time for an important industry conference
• Salesforce Administrator to Executive Management, Business Development and Contract departments
• Oversaw administrative activities including company-wide departmental updates and conference logistics

• Spearheaded HCRI's marketing activities, which included:
• Branding of external documents
• Maintaining social media presence on LinkedIn and Twitter
• Drafting Press Releases and working with PR Newswire to send releases to industry and relevant audience members
• Served as Salesforce Administrator for executive management, business development and contract departments
• Successfully integrated historical and current contracts and proposals data into Salesforce to be used during weekly department meetings and for executive management
• Assisted in proposal development and contract processing including budgeting and negotiation
• Coordinated all logistics for fall and spring conferences including booth design and shipping, promotional material distribution, and booth scheduling

• Supported and participated in daily activities for both the Executive Director and Senior Manager of Business Development
• Established and maintained relationship with clients
• Assisted in proposal development and contract processing including budgeting and negotiation
• Managed branding and marketing efforts, including maintenance of social media (LinkedIn, Twitter, Website), market intelligence and associated tasks

• Coordinated clinical trial reconciliation project to prepare for FDA submission
• Worked closely with Clinical Project Manager to organize study trials with sites in Mexico and South Africa
• Worked with trial sites to determine appropriate budget based upon patient enrollment