Zachary Francisco

• Grew company 250% in 12 months as solo AE
• Responsible for $700k in net new ARR and 50+ new logos in 12 months
• Hired and managed SDRs - that hit 3 meetings/week quota 81% of time
• Built sales, prospecting, and assisted with customer success playbook that led to triple digit YOY growth

Scope of Responsibility & Achievement: Recruited and hired by the CEO and Founder. Quickly established product expertise by initiating regular meetings with CTO. Took hands-on approach to create formalized sales process, talk tracks, sales PPT templates, cold call scripts, competitor battle cards, multi-channel sales campaigns, ICPs documentation, pipeline tracking, structured weekly sales meetings goals / agendas, and established quotas. Within 2 months, these efforts led to 82% growth in sales and 35 new meetings set. The following are a few benchmark contributing events:

• Hands-on Execution: Within 6 months, grew company net new sales by 112%. Led initiatives focused on deepening existing customer relationships leading to $200k + new business over 1 year
• Problem Solving From 0 to 1: Prior to joining Zynq, there was no sales process, strategy. They relied on Product and Founder led sales. Upon joining, built a repeatable sales playbook leading to a 15% conversion rate
• Successful Collaboration: Worked with Marketing to idealize, create and distribute collateral to high-intent buyers. Standardized an effective inbound lead process resulting in 5 MQLs per week
• Sales Tool Optimization: Leveraged and mastered Apollo.io, Seamless, ZoomInfo, Smartlead, Sales Navigator, Email-Verf, Growbots for everything from outbound to CRM. Leading to reliable, transferable data and reporting on key performance indicators

Scope of Responsibility & Achievement: Promoted 2 times after a year. Enhanced responsibility included: 2x quota, expanded territory, higher salary, and more 'mentees' and leadership responsibility. The following are a few benchmark contributing events:

• Sales Momentum Building: Achieved 162% of my yearly sales quota in 9 months
• New Revenue Generation: Effectively prospected and qualified opportunities leading to $152k of net new business in 2020
• Relationship Building Expertise: Built and maintained successful client relationships leading to 100% retention on $680k book of business

Scope of Responsibility & Achievement: 6 months of formal training in sales methodologies and theory before going 'live' including: Challenger Sale, Solution Selling, Prospect Theory, SPIN Selling. After going live, first person (out of 50) from hiring class to sell $50K + deal and ended up finishing 2nd in net new business - over $280k sold year one. The following are a few benchmark contributing events:

• Applying Sales Strategy: Grew existing client base $161.9k by leveraging Challenger Sale and Prospect Theory best practices in first 12 months
• Consistent Success Relationship Building: Built and maintained successful client relationships leading to 100% retention on $500k book of business

Scope of Responsibility & Achievement: 1 of 7 business students selected based on GPA, acumen, role fit. Worked closely with teammates to collaborate with clients to develop and shape strategy, processes, business intelligence and growth initiatives. The following are a few benchmark contributing events:

• Relationship Building Expertise: During a 5 month project with Request Foods, our project created an entire new digital marketing strategy for increased brand awareness. Their CEO: "Zachary provided exceptional leadership skills"