Summary
Overview
Work History
Education
Skills
Timeline
Generic
TINA S. LAI

TINA S. LAI

Mountain View,California

Summary

Dynamic sales leader with a proven track record at Salesforce Financial Services, consistently exceeding targets and driving growth. Expert in solution selling and customer lifecycle management, I successfully closed over 50 enterprise accounts, showcasing my ability to build strong client relationships and lead high-performing teams.

Overview

19
19
years of professional experience

Work History

Mid-Market Account Manager

Salesforce
San Francisco, CA
01.2021 - Current
  • A trusted advisor & fosterer of deep relationships,
  • Growth Business Account Executive focused on both net new business & growth of existing new business, partnerships and growing existing client-base.
  • Attained Quota YoY.
  • Promoted from AE 4 to AE5 & designated AI & Slack Specialist.

Sales Consultant

Mountain View, California
01.2017 - 12.2020
  • Worked 1-2 year contracts for 3 Silicon Valley Startups in high-growth mode to excel new business units & grow revenue & exceed targets.

Director of Sales Development

Upwork
San Francisco, California
08.2014 - 04.2016
  • Company Overview: Catapulting change in the sharing & on-demand economy. Helping to shape the future of work and transforming the world of online work.
  • Promoted to head up business development.
  • Led the new initiative to reduce the sales cycle with the launch of an SDR Team.
  • Started a team from ground zero, created initial processes and executed on strategic initiatives to create a domestic team and a global team (from 2 reps to 10 reps) which closed over 50 large enterprise accounts in 2015.
  • Created Sales Dev Handbook and Training Guide.
  • Led Sales Team via SCRUM Methodology (Sprints & Standups).
  • Defined verticals and customer profiles to target & created the implemented optimization strategy for company.
  • Team achieved over 120% of Quota in 2015, resulting in 50 Accounts, $10M Platform Spend from net new clients.
  • Recruit, train, and motivate teams to surpass enterprise targets.
  • Worked closely with CEO on targets/forecast for 2016.
  • Created entire pre-sales process and reduced the sales cycle by 50% (from 8 months to 4 months).
  • Catapulting change in the sharing & on-demand economy. Helping to shape the future of work and transforming the world of online work.
  • Featured speaker on the Future of Work at Diversity & Inclusion's Event: Workplaces of the Future.
  • Featured speaker on panel for Sales Development Leaders at Salesloft's: Rainmaker 2016.
  • Featured in eBook on how to Mentor Millennial Teams and Lead the Next Gen of Leaders.

Lead, Customer Growth/Customer Success Manager

Intuit
San Francisco, California
08.2013 - 08.2014
  • Company Overview: Small Business SaaS Sales Division at Intuit, providing the complete reputational marketing & communications solution for consumers, small businesses and its end-users.
  • Promoted to lead sales for a new key strategic growth initiative within Demandforce of retaining customers, getting renewals and upselling add-on services.
  • New Vertical responsibilities include: Strategy for developing long-term renewals growth & inducing customer loyalty, while creating metrics to track revenue/results.
  • Tripled the size of sales teams while consistently over achieving quotas.
  • Defined verticals and customer profiles to target & created the implemented optimization strategy for company.
  • Team Hit over 100% of Quota for 3 Quarters, resulting in 2 Million Additional Revenue from existing customers.
  • Added over 450 new accounts for Team in 1 Quarter & Individually added 90, Added over 720 for 3 Quarters.
  • Creation of Customer Growth Team focused on maximizing revenue and retention from existing customer base.
  • Small Business SaaS Sales Division at Intuit, providing the complete reputational marketing & communications solution for consumers, small businesses and its end-users.

Sr. Account Executive

Demandforce
01.2011 - 08.2013
  • The 3rd Account Executive for the newly launched Lifestyle Department.
  • Primary contributor to the team for growth & success, in addition to helping expand to 4 additional markets of Plastic Surgery, Medical Spas, Fitness & Dermatology.
  • Identify products and services to meet specific customer needs, customize solutions, and oversee sales lifecycles.
  • Presidents Club 2012, Best of the Best, Top 10 Account Execs in 2012, 2013.
  • Exceeded sales quota 14 quarters in a row, performing at 120%-160% of quota.
  • Built team from 3 AEs to 50 AEs, leveraging strategic partnerships for expansion to new markets.
  • Promoted to Senior with 496 closed accounts, $1,251,813.40 in net revenue, not including recurring revenue.
  • Secured the largest partnership at Demandforce, Paul Mitchell Systems & Schools (Harms Millennium Software).

Sr. Account Executive, Owner

Tina & Associates, Inc.
Costa Mesa, California
01.2006 - 01.2010
  • Company Overview: Subsidiary of Mega Life & Health, providing health and life insurance products to consumers and small businesses.
  • Demonstrated exceptional leadership through establishment of self-owned subsidiary of HealthMarkets, resulting in achievement and passage of project objectives in organization with annual quota of less than $500K.
  • Recruited, trained, and directed 5 Account Executives to surpass enterprise targets, and participated in ride-alongs for on-site presentations.
  • Drafted strategic business and marketing plans, delivered presentations to C-level executives and consumers, and focused on client acquisition and retention.
  • Applied superior customer insight to catapult revenue from $0 to more than $3.5M over 5 years.
  • Passed quotas each year to include 148% of plan in 2006.
  • Created sales revenue from $0 to more than $3.5M in self-started enterprise.
  • Outperformed competitors including Blue Cross, Blue Shield, and Aetna within healthcare vertical.
  • Awards include; President's Club, 2 Million Dollar Honor, 3 Million Dollar Honor, and Best of the Best Award.
  • Achieved rank of Top 25 nationwide, Top 10 in West Coast, and No. 1 in branch each year of tenure.
  • Surpassed quotas each year of tenure to include 166% of plan in 2005 and 159% of plan in 2004.
  • Subsidiary of Mega Life & Health, providing health and life insurance products to consumers and small businesses.

VP of Sales

Facepay
  • Head of Sales for stealth-mode crypto currency payments platform startup.
  • Brought in the first 100 Customers & Built a Sales Team of 10 to bring in new business.

Director of Sales

Udacity
  • Brought in as an outside consultant to create entire sales process and generate revenue for high growth startup.
  • Trained Udacity's top engineers (Technical Project Managers) on selling techniques to increase close-ratio from 1% in Jan to 33% in April; Reduced time-to-close from ~12 wks to ~4 wks.
  • Increased average deal size from $5K to $15K.
  • $1M in total revenue, with a total of 63 active projects; $500K in net new contracts for YTD.
  • Brought in 13 new strategic partnerships with digital marketing agencies - $500K of outbound revenue.
  • $6M in Revenue; 36 Enterprise Deals closed and Developed Processes.

Director of Business Development & Channel Partnerships

Synthesis Systems, Inc.
  • Company Overview: Niche consulting firm specializing in business transformation projects for billing & revenue management.
  • Delivering full-stack teams of engineers, developers, architects and business analysts whom specialize in subscription monetization.
  • Built out internal sales processes for the firm and created a plan that could be replicated for large enterprise clients looking to upsell, cross-sell and get renewals for returning clients.
  • Brought in 10 new strategic partnerships.
  • ISV Partnerships.
  • Niche consulting firm specializing in business transformation projects for billing & revenue management.

Education

B.A. - Political Science, International Relations, Minor: Law & Society

University of California, San Diego
San Diego, California

Skills

  • Sales Leader
  • SDR Manager
  • B2B
  • B2C
  • Business Development
  • Customer Lifecycle Management
  • Solution Selling
  • Challenger Methodology
  • Social Selling
  • Prospecting
  • Lead Generation
  • Closing
  • Client Experience Manager
  • Customer Success
  • Exceeding Targets
  • Startups
  • SMB
  • Enterprise
  • Presentations
  • Cold Calling
  • Science of Selling

Timeline

Mid-Market Account Manager

Salesforce
01.2021 - Current

Sales Consultant

01.2017 - 12.2020

Director of Sales Development

Upwork
08.2014 - 04.2016

Lead, Customer Growth/Customer Success Manager

Intuit
08.2013 - 08.2014

Sr. Account Executive

Demandforce
01.2011 - 08.2013

Sr. Account Executive, Owner

Tina & Associates, Inc.
01.2006 - 01.2010

VP of Sales

Facepay

Director of Sales

Udacity

Director of Business Development & Channel Partnerships

Synthesis Systems, Inc.

B.A. - Political Science, International Relations, Minor: Law & Society

University of California, San Diego

Similar Profiles

CREATE PROFILE
TINA S. LAI