Summary
Overview
Work History
Education
Skills
Awards
References
Timeline
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Zach Sherman

Hutto,TX

Summary

Passionate sales and business development leader with distinguished experience in the HR and cybersecurity industries. Expert in recruiting, onboarding, and coaching high performing BDRs who consistently surpass sales targets. Provides mentorship that goes beyond the BDR role to help them achieve their career goals even after they are promoted. Builds a strong brand across the business, every cross functional team that engages knows they are in good hands and knows what to expect.

Overview

7
7
years of professional experience

Work History

Corporate Account Manager

Crowdstrike
04.2024 - Current
  • Managing a book of 90 accounts, small-medium businesses
  • Responsible for upsell, cross-sell, expansion, and renewal opportunities
  • Responsible for full cycle sales
  • Serving customers as a consultative security partner
  • Led the team in qualified pipeline gen in first quarter

Manager, Large Enterprise & Medium Enterprise Business Development

Cornerstone OnDemand
06.2021 - 04.2024
  • Managed a team of 7 remote BDRs, 3 large enterprise and 4 medium enterprise, supporting all of the US and Canada, average attainment of 115% to quota across all 3 years.
  • Track record of hiring and coaching high performing BDRs and getting them promoted to direct and customer sales
  • My teams lead the entire BDR org in self-sourced meetings and opportunities, and supported the highest achieving sales segment at Cornerstone in 2022 and 2023 in closed won ARR
  • Worked closely with marketing, sales leadership, and other partners to align initiatives/campaigns to ensure success
  • Created pilot programs for new products and new outbound strategies to continually innovate and optimize our efforts
  • Proficiency in Salesforce, Outreach, Salesloft, Zoominfo, LI SalesNav, 6sense, Demandbase, Reachdesk, Sendoso, Vidyard, and other sales stack tools
  • Hosted call calibrations and weekly call training, as well as creating personalized coaching plans for each BDR
  • My team routinely won all incentives for the greater BD team and was the first to adopt and implement new sales stack tools and methodologies.

Senior Associate Account Manager

Cornerstone OnDemand
04.2020 - 06.2021
  • Average quota achievement of 123%
  • Focused on business development for larger, more strategic upsell & cross-sell opportunities
  • Assisted and coordinated with account managers for opportunities from discovery to close
  • Identified new areas for growth within accounts and strategically pursued those areas
  • Worked closely with multiple teams and teammates to create effective strategies and approaches
  • Drove tactical account planning with each rep, 9 total
  • Constantly developed new tactics to drive success.

Client Executive BDR + Majors Team BDR

Saba Software
08.2018 - 04.2020
  • Built on average $11M of pipeline each year
  • Average quota achievement of 147% across multiple quotas for each team per quarter
  • First successful BDR in the new client facing role, had to build role from scratch with manager
  • First successful BDR in the new Majors team role, had to improve previous team results quickly
  • Supported large and mid-enterprise federal, SLED, and commercial sales teams as well as the strategic team, whose book of business included Saba's largest customers and net new accounts, totaling 19 reps as one BDR
  • Created and leveraged Engagio workflows for Customer BDR role to identify buyer intent
  • Sales Stack evaluations, launches and adoption
  • Achieved success through strategic outreach and marketing campaigns coordinated with customer marketing team.

Business Development Representative - Large Enterprise & Mid-Market

Saba Software
01.2018 - 11.2018
  • Generated qualified leads, inbound and outbound, for the enterprise and mid-market sales teams
  • Average quota achievement of 118+%
  • Utilized strategic marketing campaigns and follow up to events
  • Onboarded and helped train new hires
  • For one quarter, was one of four BDRs servicing all of North America in the federal, SLED, and commercial space across all segments.

Education

B.A. Economics w/ minor in Business Management -

Texas Tech University

Skills

  • Complex Problem-Solving
  • Project Management
  • Cross-Functional Teamwork
  • Team Recruiting, Enablement, and Development
  • Lead & Pipeline Generation Expert
  • Inspirational Leader
  • Data-driven decision-making
  • Competitive Analysis
  • Sales Reporting
  • Relationship Building

Awards

  • Cornerstone BDR Club 2023 (Highest annual quota attainment among BDR managers)
  • Open Sesame President's Club 2020 (Saba content sales competition winner)
  • Saba Sales Excellence Club 2019 (first BDR in company history to attend)

References

Keith Randolph, Saba & Cornerstone, 2018-2023, (832)-306-9512

Timeline

Corporate Account Manager

Crowdstrike
04.2024 - Current

Manager, Large Enterprise & Medium Enterprise Business Development

Cornerstone OnDemand
06.2021 - 04.2024

Senior Associate Account Manager

Cornerstone OnDemand
04.2020 - 06.2021

Client Executive BDR + Majors Team BDR

Saba Software
08.2018 - 04.2020

Business Development Representative - Large Enterprise & Mid-Market

Saba Software
01.2018 - 11.2018

B.A. Economics w/ minor in Business Management -

Texas Tech University

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