Shannon Hurlman
Charlotte,NC
Summary
Dynamic Sales Leader with over 15 years of experience in SaaS and customer service, recognized for consistently exceeding sales quotas and enhancing team performance through strategic coaching. Demonstrates expertise in optimizing sales processes and identifying profitable opportunities, fostering lasting partnerships through effective relationship management. Known for developing high-performing teams while excelling in sales strategy and performance analysis. Strong communication and problem-solving skills contribute to achieving ambitious targets in a collaborative environment.
Overview
12
12
years of professional experience
Work History
Head of Sales Enablement
ScreenCloud
Charlotte, NC
01.2025 - Current
- Identified appropriate solutions to minimize issues and quickly solve problems.
- Provided leadership, insight and mentoring to newly hired employees to supply knowledge of various company programs.
- Supported sales team members to drive growth and development.
- Identified potential new markets and developed strategic plans for expansion into those markets.
- Collaborated with company departments to guarantee cohesive branding and strategic product placement.
- Monitored performance metrics to ensure targets were met.
- Coached staff on strategies to enhance performance and improve customer relations.
- Delivered consistent one-on-one and group training sessions to help professionals improve skills and selling techniques.
- Conducted market research and reported on competitors.
- Mentored newly hired employees by explaining tactics for building sales pipelines.
- Collaborated with leadership teams across departments on initiatives that impacted overall organizational goals.
- Assisted professionals by listening in on customer calls and suggesting techniques to close sales.
- Analyzed competitive data and identified opportunities for growth in the marketplace.
- Researched industry trends and consumer preferences to inform product development efforts.
- Developed a playbook for US and EMEA sales teams, conducted cross-functional trainings, and created competitive battle cards.
- Compiled a unified database of all sales materials and resources.
Director of Sales; Mid- Market
Latchel
Charlotte, NC
04.2022 - 05.2024
- Company Overview: Latchel is a software as a service platform that makes it easy for residents to live in a property
- Built out the Mid-Market and SMB sales verticals, processes, playbooks, and team; 82% revenue and production increase company wide
- $240K+ in recurring revenue 2022, $1.3 Million in ARR in 2023; proven track record of overachieving quota
- Travel and present at industry trade shows, panel presentations, and run educational sessions
- Hire, ramp up, and train SDRs and AEs; 112% to team goal in 2023
- Design, implement, and iterate on various sales strategies
- Latchel is a software as a service platform that makes it easy for residents to live in a property
Senior Regional Sales Manager
Second Nature
Charlotte, NC
09.2017 - 04.2022
- Company Overview: Second Nature is a leading software as a service platform that provides a custom suite of benefits for renters
- $1 million+ in recurring revenue in 2018; grew revenue by 100% in West Coast Market, opened West Coast Market
- $1.7 million+ recurring revenue closed in 2019
- ACV exceeding $2 million + recurring revenue closed in 2020
- Top 2 sales leader in the company 4+ years; top female sales leader
- Helped train and mentor new Regional Sales Managers and Sales Development Representatives; helped create and refine New Hire Training Program
- Second Nature is a leading software as a service platform that provides a custom suite of benefits for renters
Business Development
CEB/Gartner
10.2015 - 03.2017
- Sell to C- Level executives in the technology function (CIO/CTO/CISO)
- Preset over 160 appointments over the phone and managed a book of business of over 400 clients
- Helped close over $500,000 in recurring revenue for middle market sales
- Served as lead IT peer mentor to IT BDX team
Sales Representative and Manager
Vector Marketing
01.2013 - 11.2015
- Amassed a customer base of over 200 clients
- Hired and trained over 100 sales reps
- Sold over $50,000 of CUTCO cutlery
Education
Bachelor of Science - Business Administration, Marketing, and Management
University of South Carolina
Columbia, SC05.2015
Skills
- Enterprise Sales
- Complex Sales
- Start Ups
- Customer Success
- Sales Enablement
- SaaS
- Salesforce
- Sales Playbooks
- Public speaking
- Coaching
- Contract negotiation
- Competitive analysis
- Product positioning
- Process improvement
- Sales process management
- Sales territory growth
- Sales processes
- Business Development
- Challenger Sale/ MEDDPIC
- Market analysis
- Sales forecasting
- Team leadership
- Solution Selling
- Sales Training
- Team Building
- Full-desk sales
- PropTech
- FinTech
- IT Sales
- Account Management
- AI
- Tradeshow Management
Languages
- Spanish, Full Professional Proficiency
- English, Full Professional Proficiency
Honor Awards
- Sales Person of the Year, 2018, Second Nature
- Quota Club, 2019-2021, Second Nature
- President's Leadership Award, 2018, Second Nature
- Team Quota Club, 2023, Latchel
- Mid-Market Quota Club, 2022, Latchel
- President's Award Winner, 2023, Latchel
- Sales Team MVP, 2021, Second Nature
Affiliations
- Phi Mu Lambda Theta Alumni
Languages
Spanish
Native/ Bilingual
Accomplishments
- Two time national champion- Highland Dance
- Sales MVP
- Salesperson of the Year
- All-American Scholar
References
References available upon request.
Timeline
Head of Sales Enablement
ScreenCloud
01.2025 - Current
Director of Sales; Mid- Market
Latchel
04.2022 - 05.2024
Senior Regional Sales Manager
Second Nature
09.2017 - 04.2022
Business Development
CEB/Gartner
10.2015 - 03.2017
Sales Representative and Manager
Vector Marketing
01.2013 - 11.2015
Bachelor of Science - Business Administration, Marketing, and Management
University of South Carolina
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