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Profile

Innovative and Agile Leader offering over 17 years of experience in implementing successful sales strategies and motivating teams to produce significant sales results. Distinguished background in producing creative and innovative approaches to drive revenue across multiple sales organizations. Adept at executing effective sales strategies to optimize market opportunities. Exemplary communicator with the passion and drive needed to cultivate and foster professional and profitable relationships while maintaining trust.

Key Competencies & Offerings

  • Business Development
  • Partner Relationships
  • Team Leadership
  • Sales Execution
  • Account Management
  • Implementing Software
  • Salesforce Administrator
  • Coaching
  • SPIN Selling
  • Sandler Selling
  • The Challenger Sale
  • Selling with a Noble Purpose
  • Prospecting
  • Customer Service
  • Enterprise Deal Management
  • LinkedIn Premium & Sales Navigator
  • SalesLoft Administrator
  • Outreach.io Administrator
  • Pipedrive Administrator
  • Deal Negotiation
  • Sales Management
  • Outbound Cold Calling
  • Start-up experience

Work Experience

Oct 2019Present

Associate Vice President of Partnerships

Element451

Top performing senior enterprise account executive at Edtech startup that has grown from seed stage to successful company in position for acquisition. Working directly with executive decision makers at colleges and institutions to support their admissions and enrollment CRM infrastructure.

  • Won #1 largest deal in company history to date
  • #1 Top performing Account Executive consistently maintaining over 100% attainment
  • Generated over $1.4mil in total contract value within first 12 months
  • Manage the entire sales cycle from prospecting to close
  • Conduct consultative product demos 
  • Negotiate complex proposals with C-Level executives and/or multiple stakeholders (Presidents, Deans, Chancellors, etc.)
  • Complete and deliver request for proposals (RFP) for prospective opportunities 
  • Uncover new opportunities through cold calling, social selling, networking, referrals, and marketing generated leads
  • Attend onsite visits and/or conferences to develop new relationships and create new opportunities
May 2017Sept 2019

Sales Development Manager

First.io

16th employee at early seed round startup, wearing multiple hats and operating under little to no support/resources. Established and led a successful sales development team and developed processes/procedures for the new operation; hired and coached new reps, and supported their professional development in a team-centric, rapid growth startup.

  • Led and motivated team of sales development representatives to achieve key company objectives, while continuing to contribute to individual and team goals
  • #1 in highest sales in company history, #1 in most active customers to date, #1 lowest churn in company at 5.6%
  • Manage Inbound and Outbound initiatives including managing social media ad campaigns, lead distribution, lead scraping and capture, cost per lead, sales marketing budget
  • Increased inbound conversion, show rate, and close rate by 30% across entire org within 60 days of start date
  • Exceed monthly quotas by as much as 20% month over month
  • A key player in attaining company target of $1M in ARR to secure our $5M Series A funding round in March 2018
  • Oversee and execute on key projects related to sales org, including marketing campaigns, sales strategies, and content creation 
  • Collaborate with product, marketing, and development teams to share strategic customer feedback and inform roadmap direction
  • Offered the opportunity to work closely with both Co-Founders to build out new product offering and feature set in our platform
  • Developed, optimized, and implemented internal software/processes to increase conversion of qualified pipeline
  • Moved customer success team off spreadsheets and into Salesforce to better align with sales and decrease churn/increase CSAT scores and create clearer lines of communication with better reporting
  • Strategize directly with VP of Marketing to increase funnel across inbound, outbound, and paid and organic sales channels
  • Continuously improve KPIs through focused training around objection handling, pitch refinement, a/b testing, team competitions, coaching calls
  • Responsible for all CRM admin tasks, email and prospecting campaigns, template creation, functionality with other systems
  • Provide clear metrics around conversion, show rate, dial to demo ratio, close rate, and forecasting at weekly leadership meetings 
  • Perform outside sales duties including on-site visits with top funnel opportunities, on-site presentations, industry conferences, and launch parties
  • Develop strong, strategic partnerships with C-Suite executives to expedite our position in the marketplace
Dec 2015Apr 2017

Enterprise Business Development & Partner Relations

Samanage

Successfully handled all inbound and outbound leads for entire US market. Nurtured all lost opportunities to revive potential revenue. Qualified opportunities with C-Level executives and Directors in the IT field, seeking complex, Enterprise IT Service Management software. Developed relationships with potential partners and fostered an educational and consultative approach to gain trust. Held sales trainings for marketing and sales departments. Fine tuned sales strategies by incorporating useful tools and presenting across teams. Attended sales conferences to network and improve sales techniques.  

  • Implemented Sales Navigator and trained Customer Success, Marketing, and Sales on how to create efficiency in communication
  • Always met or exceeded monthly and quarterly goals
  • Maintained a 46% conversion rate on all inbound leads
  • Independently managed multiple channels as part of daily workload, including responding to all chat interactions from website, answering all inbound phone calls and inquiries, responsible for feeding pipeline for entire sales organization, running all inbound and outbound campaigns, created all email templates for sales
  • Tracked and updated all interactions with SalesForce and SalesLoft
Jun 2014Dec 2015

Corporate Sales Representative

Citrix

Nov 2014 - Dec 2015 - Corporate Sales Representative, Senior Closer

Performed an average of 6 product demonstrations per day. Identified needs and developed relationships with key decision makers to sell software solutions such as ShareFile, RightSignature, and ShareConnect in Mid-Market sales.

  • Maintained a show rate of 70%
  • Always met or exceeded monthly sales quota 
  • Outbound prospecting by email, phone and LinkedIn
  • Responsible for helping lead generation team meet their quotas
  • Attended weekly sales training
  • Trained and mentored sales development representatives

Jun 2014 - Nov 2014 - Associate Corporate Sales Representative, SDR

Reported directly to CEO and Founder of Revgen as one of the first of 6 employees in a high growth start up. Identified needs and managed relationships for Citrix ShareFile. 

  • Attended weekly trainings at Citrix and developed relationships with internal employees
  • Took on team lead role, holding morning meetings and weekly coaching for Manufacturing & Construction Vertical team
  • Made minimum of 120 calls per day
  • Scheduled minimum of 6 demos per day
  • Recognized as a leader and team player

Jun 2010Jun 2014

Senior Account Manager & Inside Sales Manager

Xerox

May 2013 - Jun 2014 - Senior Account Manager - Chevron Oil

Provided support, guidance and/or consultative account management and human resources services to employees/retired employees of Chevron Oil. Handled day-to-day account management at sites partnering with the Work Place Solution Center, HR Consultants, and other HR Business Partners.

  • Resolved employee grievance issues
  • Performed demos for new employee orientation and HR policy and guideline interpretation
  • Acted as a strategic account manager to assigned operating unit, including counseling senior management on people-related initiatives
  • Administered and consulted employees on retirement benefits packages; and execution of their retirement benefits

Jun 2010 - Aug 2012 - Customer Success & Inside Sales, Manager - Apple Inc. 

Worked under Apple contract, assisting in customer service, inbound sales, and technical support for Apple customers and/or products.

  • Managed all activities associated with Call Center operations, including developing and implementing policies and procedures on system
  • Monitored performance and service standards
  • Managed and coached a team of 21-24 customer service & inbound sales reps
  • Assisted in hiring processes, including interviewing and qualifying candidates
  • Held weekly meetings and trainings
  • Held weekly one on one's with each team member
  • Coached to 2 calls per rep, per week
  • Maintained a 100% customer satisfaction score for over 2 years
  • Promoted from customer service representative within 60 days of employment as a direct result of outstanding performance
  • Promoted from Customer Success & Sales Supervisor to Operations Manager within 1 year due to sustained performance

Education

20062008

Martha Mann Smith School of Nursing

20032005

Cape Fear College