TED YNTEMA
Austin,Texas
Summary
Sales leader with proven ability to manage high-performance sales and account management teams to properly align, position, pitch, and close new business and client expansion opportunities. Excel at sourcing, negotiating, and closing six and seven-figure full-funnel digital marketing solutions, including SEO, paid media, paid social, analytics, CRO, SaaS, marketing technology, and creative services opportunities. Excellent time management and communication skills leading to agile solution-oriented sales success.
Overview
17
17
years of professional experience
Work History
Sr. Director, Client Development
WPROMOTE
10.2022 - 7 2024
- Renegotiated legacy agreements to meet updated profitability goals, and contractual/legal needs while expanding relationships through cross-selling emerging products
- Maintained a 44% 2024 close rate (YTD) and consistently met or exceeded quarterly quota targets
- Helped implement a new Salesforce model to help with predictive forecasting and automation
- Notable brands closed include Bombas, Roto-Rooter, Zagg, Aloha resulting in over $1.4M in revenue in first 5 months of 2024
- Ensured all sales opportunities met company benchmarks for profitability and favorable margins
- Identified, negotiated, and signed key outbound sales opportunities while managing complex pitch teams and detailed presentations to C-level audiences
- Worked closely with channel delivery teams to design and execute full digital media and brand audits and orchestrate these multi-channel presentations across teams
- Evaluated and executed RFP responses for enterprise eCommerce, B2B, education, and SaaS opportunities
Sr. Director Business Development
NEIL PATEL DIGITAL
02.2021 - 07.2022
- Closed 2.5x of a $2M annual quota in 2021 and 2022
- Sourced, negotiated, and closed the largest opportunity in 2022 (to date)
- Maintained a 36% close rate from MQL to execution of agreements
- Nurtured and sold 14 new customers in the first 12 months of employment
- Established a vertical focus on higher education resulting in two major university clients hitting the top three paid media clients, in terms of revenue and overall media spend
- Identified, negotiated, and signed key outbound sales opportunities while managing complex pitch teams and detailed presentations to C-level audiences
- Developed and executed SEO and SEM audits for key prospects leading to in-depth white space analysis
- Determined MQL to SQL criteria to ensure proper inbound lead routing through Pardot integrations in Salesforce
Director of Strategic Development
INVESTIS DIGITAL (Acquired by Investcorp)
01.2019 - 01.2021
- Managed and developed performance sales professionals enterprise-wide through two acquisitions
- Developed and delivered consistent revenue growth aligned with the vertical focus and brand strategies of the company
- Negotiated client contracts, terms, and conditions to ensure proper protections are in place
- Initiated sales strategies for improvement based on market research and competitor analysis
- Performed cross-functionally within the company to ensure alignment on core value propositions and customer strategy
- Mentored Business Development Directors, including advisement with negotiating and closing strategies
- Devised sales reports showing weighted pipeline, margin reports, project management analytics, and proposed client base expansion
- Built and managed a team of high-performing BDRs
- Developed key enterprise customer relationships to ensure long-term business relationships, resulting in YoY revenue growth
- Spoke at industry marketing conferences and contributed blog and ebook content for the website
Head of Sales
PMG WORLDWIDE
02.2017 - 10.2019
- Closed digital advertising with enterprise customers including Apple, HEB, The Container Store, GAP, and Ralph Lauren
- Led initiatives to operationalize internal sales processes, including implementing data-driven prospecting solutions, such as Salesforce CRM, executive forecasting reports, contracts, and RFP management solutions
- Partnered with department heads to develop client development materials and presentations to scale new business activities, while reducing inefficiencies associated with ad hoc content, design, audit, and pitch deck requests
- Provided strategic media mix recommendations using SEO/SEM/CRO audits, and demand forecasts for prospects and clients
- Development of best-in-class pitch process to ensure organizational efficiency, resulting in higher close rates (>35%)
- Continuously evaluated and revised pricing methodologies leading to higher margins, profitable client engagements, and longer contracts
- Abetted CEO in establishing and opening PMG's second-largest office in Austin, TX
Sr. Strategic Sales Director
SPREDFAST (Acquired by Khoros)
Austin, TX
01.2016 - 10.2016
- Developed customer strategies to facilitate enterprise sales of the company's full suite of social software, including listening/monitoring, social care, community management, social publishing, UGC redisplay, social engagement, and social e-commerce integrations
- Exceeded renewal quota number in first eight months and led the central region for 1H for highest customer retention
- Mapped customer use cases and white space to spotlight key initiatives and opportunities for quick development and closing of SaaS subscription and services
- Transitioned from Growth Account Team to the Strategic Account Team (enterprise) after two months to target the company's most important enterprise customers
- Restructured and sold multi-year, six-figure strategic agreements with Bridgestone, Maersk, Brooks Brothers, PUMA, Monsanto, Abbott Labs, and other F500 brands
General Manager
NARRITIYA RESORT
07.2013 - 09.2015
- Responsible for operations, marketing, and expansion of an award-winning boutique resort and spa
- Redesigned website and executed successful SEO, paid media, and OTA/digital strategies
- Developed partnerships with local volunteer programs resulting in positive publicity and increased occupancy
Sr. Business Development Director
COVARIO (Acquired by Dentsu Aegis)
03.2007 - 01.2013
- Top individual revenue contributor for the 'Fastest Growing Digital Agency (Revenue) in 2011' - Ad Age, May 2012
- Leading Business Development Director in terms of upselling business, new client companies, average opportunity size, and overall contributor revenue for 2009 and 2011
- Achieved President's Club 2008/2009/2011/2012 (Minimum 120%+ annual quota)
- Sold enterprise SaaS marketing, SEO/SEM enterprise software, and search optimization services to F500 customers, including JP Morgan, State Farm, CB Richard Ellis, 3M, Disney, Hasbro, Morningstar, Dell, Microsoft, General Motors, and University of Phoenix
Business Development Director
iCROSSING (Acquired by Hearst Media)
04.2005 - 01.2007
- Partnered with Managing Director/EVP to make iCrossing the largest US digital marketing agency (2005 - 2006)
- Consistently in the top 5% of sales, measured by new customer revenue
- Hired by CEO to lead a small team focused on building relationships with F500 target accounts
- Sold market research, creative development, SEO, paid search, and analytics to F500 brands, such as Toyota, Vail Resorts, and Farmers Insurance
Education
Bachelor of Arts Degree - Economics, Marketing
Colorado State University
Fort Collins, COSkills
Google Digital Marketing & E-commerce Certification
Google Data Analytics Course(s)
Meddic Sales Training Certificate
Sandler Sales: Leadership for Organizational Excellence
Strategic Planning
Recentcertifications
- 12/22, DMI: Digital Strategy
- 12/22, DMI: Digital Marketing Professional
- 12/20, Sandler Sales Training
- 12/18, Google: Advanced Google Analytics
Recenthighlights
- 12/22, Closed $4M in first 12 months at Neil Patel Digital
- 12/21, Developed and closed the largest paid media customer at Investis Digital
- 06/19, Exceeded revenue targets by 200% in the first six months of employment; totaling $2.4M in new business
- 12/18, Sold multimillion-dollar engagements to Apple, Ralph Lauren, J. Crew, Consumer Reports, Cole Haan, The Gap
Timeline
Sr. Director, Client Development
WPROMOTE
10.2022 - 7 2024
Sr. Director Business Development
NEIL PATEL DIGITAL
02.2021 - 07.2022
Director of Strategic Development
INVESTIS DIGITAL (Acquired by Investcorp)
01.2019 - 01.2021
Head of Sales
PMG WORLDWIDE
02.2017 - 10.2019
Sr. Strategic Sales Director
SPREDFAST (Acquired by Khoros)
01.2016 - 10.2016
General Manager
NARRITIYA RESORT
07.2013 - 09.2015
Sr. Business Development Director
COVARIO (Acquired by Dentsu Aegis)
03.2007 - 01.2013
Business Development Director
iCROSSING (Acquired by Hearst Media)
04.2005 - 01.2007
Bachelor of Arts Degree - Economics, Marketing
Colorado State University
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