Summary
Overview
Work History
Education
Skills
Systems & Tools
Affiliations
Accomplishments
Certification
Strenghts
References
Timeline
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Teri L. Long

Teri L. Long

Hudson,Wisconsin

Summary

  • I am a dynamic and visionary SaaS leader with over 20 years of experience in sales enablement, specializing in driving strategic growth across tech and non-tech sectors. With over 10 years as a quota-carrying sales representative, I excel in building integrated, scalable, and measurable Revenue & Customer Success programs that leverage generative AI to enhance productivity and customer engagement.
  • My expertise in LMS & revenue platforms positions me as a leader in designing strategies that drive user adoption and revenue growth, with a particular focus on the non-tech sector. I am committed to transforming education by reshaping how students and educators interact with academic content, using AI-driven solutions. I establish and manage strategic partnerships with key institutions to ensure substantial user adoption in competitive markets.
  • As a thought leader, I maintain a strong personal brand through public speaking, published works, and podcasts, serving as the face of Mindtickle and driving innovation across the SaaS space.
  • My ability to synthesize field requirements and corporate resources into actionable plans has led to significant market share expansion and customer satisfaction.

Overview

26
26
years of professional experience
1
1
Certification

Work History

Vice President, Global Revenue Enablement

Mindtickle
San Francisco, CA
05.2024 - Current
  • Developed and executed sales plans to drive user adoption and enhance customer satisfaction, resulting in significant growth.
  • Identified and Embedded Ideal Rep/Manager Profiles: Implemented the Ideal Rep Profile (IRP) across all motions, resulting in a 20% decrease in low performers while aligning the sales force with strategic objectives.
  • Implemented focused enablement programs aimed at enhancing aptitudes, abilities, and attitudes aligned with the IRP guidelines for performance improvement, leading to a remarkable 19% increase in productivity.
  • Integrated IRP and assessments into the hiring process, resulting in the recruitment of top-tier talent and a 38% reduction in onboarding time.
  • Designed and executed an effective coaching initiative, resulting in a significant 95% increase in module completion from the previous quarter.
  • Deployed Mindtickle's MT4MT platform to streamline and standardize enablement programs, resulting in a 20% reduction in ramp time.
  • Executed a front-end sales process overhaul that successfully aligned with strategic objectives and seamlessly incorporated changes into Salesforce, resulting in an average deal cycle reduction from 7 months to 6.6 months.
  • Transformed the sales pitch through the redesign and reimplementation of Certification Criteria, resulting in a 30% reduction in modules completed and an 80% increase in overall completion.
  • Implemented internal AI functionality, resulting in increased revenue growth and improved productivity.
  • Established Mindtickle's presence as a thought leader by speaking at industry events. Additionally, developed and delivered strategic workshops to customers, highlighting the AI capabilities for differentiation.

Vice President, Revenue Enablement

CB Insights
New York, NY
01.2021 - Current
  • Identify, develop, and implement strategy for revenue programs & systems to improve seller velocity & customer growth increasing new logo, multi-year contracts, renewals & upsells
  • Build a culture and system that inspires the entire organization to become even more customer-centric in their efforts to support our customer needs by leveraging the customer insights
  • Developed a deep understanding how customer’s use our solutions to gain a first-hand knowledge of experience at the end user level to inform gaps in solution and recommend solutions
  • Led design, building & deployment (including metrics) of hybrid integrated onboarding beginning with People team including competencies, skill/will assessments, learning paths by role for all seller roles
  • Led the development of curriculum, training, and coaching programs for sellers & managers to build mastery & improve effectiveness in forecasting, executing & leading
  • Drove efficiencies to increase data hygiene & deliver key insights resulting in identification of system & field execution gaps
  • Led redesign & deployed sales process with clear execution benchmarks & synchronous handoffs aligned with the buyer’s journey
  • In partnership, grew multi-year contracts from ~20% to 61% / influenced upsell 306% increase / increased SQO production by 8% attributing to new ARR bookings 25% & $10M new ARR/ increase in deal closed percentages from 6.5% to 10%

Head of Global Field Enablement

Stream Sets
San Francisco, CA
01.2019 - 01.2021
  • Win/Loss Analysis: Systematic and rigorous qualitative and quantitative analyses to measure impact of conversion rates, buying teams, use case, lead sources, messaging & brand on win / losses
  • Diligent measurement of program effectiveness: Uncovered insights leading to critical changes in product, (cloud) marketing (lead management) sales execution (qualification & leaky bucket)
  • Deal close reduction of 21 % / New Hire ramp decrease of 27% / Lead to Opportunity conversion increase of 7%

Director, Global Presales Enablement

Informatica
Redwood City, CA
01.2017 - 01.2019
  • Built Global SE Program from scratch including Blended Onboarding, Marketing Integration, Kick-off Execution, Custom Playbooks, Certification programs, Learning Paths aligned to Enablement Framework, Sales Methodology Launch & Adoption, Revenue Driven Global Technical Workshops, IL & VILT Sales Masters Series
  • Launch & adoption of Sandler Methodology globally
  • Skills assessment & heat mapping
  • Key focus on assessment, operationalization & optimization for Presales globally
  • Workshops = $5.2M pipeline / Onboarding 33% increase New Hire to Close & 56% increase ARR

Manager, Sales Enablement

Code42
Minneapolis, MN
01.2015 - 01.2017
  • Built, launched, and trained to custom onboarding & Sales Boot Camp including Sandler & Challenger methodologies
  • Partnered with Sirius Decisions & SBI for global sales productivity assessment, ABM strategies, & SFDC optimization and revenue driving programs
  • Workflow design: Preboarding, Onboarding, Ever boarding, Sales Productivity Assessment, Account Segmentation Strategies, Led Global Training events including labs, architecting & whiteboarding
  • Assessment = $3.5M increase pipeline, increase in SE Engagement, 16% increase closed deals, Inside Sales Onboarding / Campaigns = $1.1M Pipeline

Sales Enablement & Operations Leader & Sr. Sales Training Consultant

Deluxe Corporation
Shoreview, MN
01.2006 - 01.2015
  • Designed, developed and lead execution of onboarding, develop leader coaching process, led GTM strategy, sales process, CRM adoption & adherence, developed and led Franklin Covey Methodology, Key lead of integration team for workflow design optimizing SFDC, Marketo & Franklin Covey.

Strategic Account Manager, Project Manager, Sales Lead

OfficeMax, Sports Brand Development Group, Reflections
01.1999 - 01.2006

Education

Bachelor of Art, Psychology -

St. Cloud State University
01.1997

Disruptive Strategy -

Harvard Business School

Global Business -

Harvard Business School

Management Essentials -

Harvard Business School

Skills

  • Business Development
  • Customer Satisfaction
  • Edtech
  • Educational Institutions
  • Market Penetration
  • Sales
  • Sales Planning
  • Social Media
  • Strategic Partnerships
  • Team Management
  • Revenue Enablement
  • Change Management
  • Operations
  • Customer Success
  • Sales Systems
  • Sales Engagement
  • Learning Management Systems
  • GTM Strategy

Systems & Tools

  • Sales Engagement: Outreach, Gong
  • LMS: Level Jump, Brainshark, Cornerstone
  • Sales Content: High Spot, Qvidian, Revegy, Brainshark, SAVO
  • Partner Community: Salesforce Communities
  • Marketing Automation: Marketo, HubSpot
  • Marketing Attribution: Bizable
  • CS Management Intelligence: Gainsight
  • Prospecting: ZoomInfo, Discover.org, Data.com, RainKing, Try Prospect, Lusha
  • Benchmarking: Sales Benchmark Index (SBI) Sirius Decisions, Atrium, Clari
  • Collaboration: Slack, MS Teams
  • Methodology / Coaching: Challenger, Sandler, Franklin Covey, CEB / SEC, Richardson, JOLT, MEDDPICC

Affiliations

  • ERG Women's Leadership President & Chairman
  • State of Minnesota Motorcycle Safety Instructor
  • Active Community Volunteer

Accomplishments

2024 & 2023 Selling Power Sales Enablement Excellence Award

2023 One to Watch

Biggest Contribution to the Enablement Award

Contributing Author : Data Driven Guide to Sales Enablement

Author Revenue Enablement ROI Blueprint E-book

Certification

Harvard Business School : Management Essentials

Harvard Business School: Global Business

Harvard Business School: Disruptive Strategy

CRO Accelerator Certification

Using Neuroscience for More Effective L&D Certificate

Distributed Management Certification

Improving Human Performance Certification

ATD Accredited Master Trainer

Essentials of Coaching SME's Certificate

Facilitating Synchronous Learning Certificate

Strenghts

  • Leadership & Resilience: Human-first approach, effectively managing in ambiguous situations.
  • Strategic Sales Enablement: Expert in designing and implementing scalable enablement programs.
  • Revenue & Customer Success: Building integrated and measurable programs for sustained growth.
  • Cross-Functional Collaboration: Synthesizing field requirements with corporate resources for optimal outcomes.
  • LMS & Systems Expertise: Extensive experience with leading LMS platforms and enablement systems.
  • Thought Leadership: Strong public presence and influence across the SaaS industry.

References

References available upon request.

Timeline

Vice President, Global Revenue Enablement

Mindtickle
05.2024 - Current

Vice President, Revenue Enablement

CB Insights
01.2021 - Current

Head of Global Field Enablement

Stream Sets
01.2019 - 01.2021

Director, Global Presales Enablement

Informatica
01.2017 - 01.2019

Manager, Sales Enablement

Code42
01.2015 - 01.2017

Sales Enablement & Operations Leader & Sr. Sales Training Consultant

Deluxe Corporation
01.2006 - 01.2015

Strategic Account Manager, Project Manager, Sales Lead

OfficeMax, Sports Brand Development Group, Reflections
01.1999 - 01.2006

Bachelor of Art, Psychology -

St. Cloud State University

Disruptive Strategy -

Harvard Business School

Global Business -

Harvard Business School

Management Essentials -

Harvard Business School

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Teri L. Long