Salesforce
Years of sales experience
Shairy Pabon
Sales Development Leader
Charlotte,NC
Overview
14
14
8
8
Years in B2B Software Sales
6
6
Years of SDR Leadership
Summary
Accomplished Sales Development leader offering 12 years of experience in building high-performing, collaborative teams and optimizing prospecting strategies to drive consistent revenue growth. Recognized for developing and implementing effective training programs, leveraging data-driven insights, and fostering a culture of accountability and innovation. Committed to collaborating with GTM partners in dynamic, diverse, and global teams that are shaping the future of B2B sales.
Accomplishments
- Promoted from SDR to SDR Director in 5 years with strong executive support.
- Sourced $136M in qualified pipeline, converted $18M+ in closed won revenue
- Led a team of 4 direct leader reports with a total roll up of 23 SDRs
- Promoted 18 individuals across diverse roles in 5 years
Skills
- Leadership & Team Management
- Strategic Planning & Execution
- Executive Communication & Presentation skills
- Cross-Department Collaboration
- Solution Oriented, Adaptable & Innovative
- Data-Driven Decision Making
- Performance Management
- Process Improvement
- Talent Development
- Technological Proficiency
Work History
Advertising Sales Consultant (Contract)
JUMP Transit
08.2024 - Current
- Developing GTM plan - identifying ICP, collecting prospect data, and developing messaging and content for grassroots marketing.
- Securing new business opportunities by researching prospective customers, identifying advertising needs, and presenting media packages.
- Serving as brand ambassador, making first introductions to local businesses and listening for market feedback that will help improve our inaugural season.
Director of Sales Development
ON24
01.2022 - 06.2024
- Led #1 SDR team in CY23, generating $3M in closed won revenue and reopened Charlotte SDR Center of Excellence post-COVID.
- Integrated AI-driven strategies into outbound campaigns, updated MQL scoring and simplified messaging frameworks.
- Improved forecasting with pipeline criteria, reinstated professional development programs, and maintained team morale through corporate RIFs.
- Collaborated with all executive stakeholders to pivot and redesign strategy and execute on return to growth objectives.
- Organized 2022 SDR Summit with $25K budget, including training, philanthropic, and social activities.
Senior Sales Development Manager
ON24
01.2021 - 01.2022
- Led weekly C-Suite pipeline reviews, optimizing funnel conversions (responses to won deals)
- Refreshed Enterprise Playbook v.2 with additions of intent-driven approaches, personalization and automation.
- Collaborated with SDR Ops to develop appointment rating algorithm for data-driven qualification coaching.
- Expanded relationship with tech vendors to optimize ROI and explore innovative partnerships.
Sales Development Manager
ON24
01.2019 - 01.2021
- Promoted from SDR to lead peers and immediately grow team by +2
- Expanded management responsibilities from 1 to 3 North America Segments - Enterprise Acquisition, Global Expansion and Inbound. Totaling between 8 to 23 direct report roll up in 2 years.
- Introduced comprehensive talent management strategy, with structured recruitment, engaging onboarding and reoccurring training.
- Created and implemented Enterprise Playbook with focus on: Team, Territory & Tactics
- Crisis and change managed through COVID-19 work from home period.
Senior SDR and Team Lead
ON24
01.2017 - 01.2018
- Sourced over $3M in pipeline and $375K in revenue won
- Maintained 90% SQL to Pipeline conversion
- Awarded Q1 Star award for high performance and team leadership.
Sales Development Representative (SDR)
ON24
01.2016 - 01.2017
- Attained 91% average monthly quota
- Sourced $1.7M in Pipeline and $87K in revenue won
- Awarded corporate citizen's award in July for helping peers grow and succeed.
Premium Seat Sales Manager
Live Nation Entertainment
01.2013 - 01.2015
- Managed and Grew Premium Seat Memberships - increasing sales revenue by 50% YoY
- Managed key accounts with strategic planning and relationship building, resulting in increased member loyalty and repeat business
- Managed rotating team of 10+ support staff and seasonal interns.
Premium Seat Sales Coordinator
Live Nation Entertainment
01.2011 - 01.2013
- Support sales director and manage premium seat programs, handle client relations and ticket processing, coordinate on-site event duties, and prospect for new clients.
- Promoted based on strong financial, operating, client service and team building performance.
Software
Zoominfo
Outreach
LinkedIn Sales Navigator
Drift
Orum
Regieai
6Sense
Domo
Clari
Marketo
Trainings
Memory Blue, Sandler, JB Sales, Sapper, SMYKM
Education
Bachelor of Arts - Psychology
The University of North Carolina
Chapel Hill, NC05.2009
Languages
English
Native or Bilingual
Spanish
Full Professional
Quote
I feel that luck is preparation meeting opportunity.
Oprah Winfrey