Summary
Overview
Work History
Education
Skills
Certification
Timeline
Technical Skills
Generic

Susan Pratt

Newport County

Summary

Dynamic Senior Business Development Representative with over five years of proven success in SaaS and B2B environments, consistently surpassing annual quotas by 20% to 40%. Renowned for expertise in navigating complex, multi-stakeholder enterprise accounts through high-touch consultative selling and strategic multi-channel outreach. Proficient in leveraging modern tech stacks such as Salesforce, HubSpot, and Sales Navigator to transform cold outreach into lucrative revenue pipelines. Collaborative team player with a strong focus on driving growth, optimizing lead quality, and executing effective sales strategies in fast-paced settings.

Overview

4
4
years of professional experience
1
1
Certification

Work History

Senior Business Development Representative

Gerent
Remote-R.I.
06.2024 - Current
  • Exceeded quarterly quotas by an average of 50% through strategic lead generation, pipeline and sales cycle management, and effective negotiation strategies.
  • Leveraged Salesforce to manage CRM workflows, and sales cycles and generate detailed sales reports, optimizing team performance by 15%.
  • Led successful outreach campaigns, securing meetings with key decision-makers in diverse sectors such as Insurance, Manufacturing, Finance, and Hospitality sectors.
  • Developed targeted messaging for C-level executives, increasing response rates by 30% and positioning Salesforce/Gerent as a solution to operational pain points for digital solutions.
  • Collaborated with cross-functional teams to streamline outreach efforts, contributing to a 15% increase in quarterly pipeline growth.
  • 2 hours of talk time / 300+ calls per day via predictive dialer (Orum). Conducted strategic, tailored reach out by persona and industry.
  • Salesforce Summit-Level consulting partner

Inside Sales Account Manager

Connection
Remote-R.I.
06.2023 - 06.2024
  • Exceeded quarterly quotas by an average of 30%.
  • Collaborated with vendors to develop competitive quotes and pricing strategies tailored to customer needs, ensuring alignment with company objectives and market trends.
  • Manage and oversee 250+ accounts in my book of business - Northeast Region.
  • 70-100+ dials per day including inbound/outbound leads / 2 hours of talk time.
  • Value Added Reseller for IT Solutions/OEM

Business Development Representative

Critical Start
Remote-R.I.
06.2022 - 02.2023
  • Achieved 150% of my annual quota in 2023 through strategic prospecting and consultative selling techniques.
  • One Closed/Won per month. My ARR for Q4 (2022) = $600,000.00.
  • (10) Discovery calls/MQLs per month (approximately 2 per week, 30-40 per quarter).
  • (70+) dials per day including inbound/outbound leads and 100+ emails per day.
  • Collaborate with the Marketing team to develop and drive end-to-end outreach campaign strategy including both broad-based as well as account-based approaches.
  • Cyber Security/Channel/GTM
  • Laid off due to restructuring.

Education

PMP Certification - Project Management

Project Management Institute
Remote - Rhode Island
09-2026

Certifications - Salesforce: A Variety of Certifications

Trailhead By Salesforce
Remote - Rhode Island
01-2025

Credits - Software Applications, Network Management, and Administration

New England Institute of Technology
Providence/Warwick, Rhode Island

Skills

  • Sales Strategy: Account-Based Prospecting (ABP), Multi-Channel Sequencing, Lead Scoring, & Pipeline Management
  • Sales Frameworks: MEDDPICC, SPIN Selling, Challenger Sale, & Consultative Discovery
  • Outreach & Engagement: Cold Calling, Social Selling (LinkedIn), Strategic Personalization, & Video Prospecting
  • Leadership & Ops: Peer Mentoring, Sales Playbook Development, & Funnel Analytics
  • CRM: Salesforce (Power User), HubSpot

Certification

  • Becoming a Challenger: Challenger Sales
  • Advanced Prospecting/Research Techniques for LinkedIn: Social Selling (Jeb Blount)
  • Four Frameworks for Handling Price Increase Objections: Sales Gravy (Jeb Blount)
  • Cold Calling Mastery: LinkedIn
  • Cold Calling: Nail the first 20 seconds: Connection
  • Foundations of Project Management: Google
  • Google Analytics Certified
  • Inbound Sales: HubSpot Academy
  • Salesforce Certified Associate: Salesforce

Timeline

Senior Business Development Representative

Gerent
06.2024 - Current

Inside Sales Account Manager

Connection
06.2023 - 06.2024

Business Development Representative

Critical Start
06.2022 - 02.2023

PMP Certification - Project Management

Project Management Institute

Certifications - Salesforce: A Variety of Certifications

Trailhead By Salesforce

Credits - Software Applications, Network Management, and Administration

New England Institute of Technology

Technical Skills

Outreach, Ovoma, RingCentral, Salesforce - click to call, Salesforce, HubSpot CRM, Google Meet, Microsoft Teams, Slack, Zoom, Outreach.io, SalesLoft, Demandbase, Gong.io, Apollo.io, Hunter.io, LinkedIn Sales Navigator, Lusha, Seamless.ai, ZoomInfo, Mailchimp, Marketo, Pardot, Account-Based Selling (ABS), BANT Qualification, Becoming a Challenger / The ChallengerSales, Ideal Customer Profile (ICP) and Buyer Persona Development, Intent-Based Prospecting, Multi-Touch Outreach, BuiltWith, ChatGPT, Crunchbase, G2, Gartner, Tableau, Google Sheets/Excel, Chorus.ai, Highspot, Loom, Vidyard, Calendly, Chili Piper, Quip, Drift, Reddit