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Work Background
BairesDevSenior Advisor
May. 2024
AvomaSales Development and Operations Manager
Apr. 2024
AvomaSales Development Manager
Jan. 2024 - Apr. 2024Palo Alto, California, United States
ImmersaHead of Inside Sales
Jul. 2022 - Aug. 2023Palo Alto, California, United StatesAt Immersa, I led pivotal sales initiatives and played a key role in optimizing sales strategies and processes. My responsibilities and achievements included: Sales Strategy and Execution: Directed sales efforts focusing on leveraging product usage data to benefit various departments, especially Go-To-Market (GTM) teams. This strategy enhanced cross-departmental collaboration and understanding, driving more informed and effective sales approaches. Innovative Email System Implementation: Designed and implemented a multi-inbox rotation system for outbound sales emails across 10 domains. This system significantly increased email volume and markedly improved open rates, reply rates, and the number of meetings booked from email campaigns. SDR Training and Mentorship: Took on the responsibility of training and mentoring two Sales Development Representatives (SDRs) in advanced prospecting techniques. Emphasized multichannel outreach, with a focus on personalization skills and developing compelling use cases, enhancing their effectiveness and performance. Deal Management and Collaboration: Worked closely with Immersa's founder to identify, close, and manage specific key deals, overseeing the entire sales funnel. This collaboration ensured a strategic approach to sales and contributed to the company's overall growth and success. This role at Immersa allowed me to leverage my expertise in sales strategy and mentorship to drive significant improvements in sales operations and team performance.
Modern VirtualPrincipal Consultant
Apr. 2021United StatesAs the founder and lead consultant of Modern Virtual, I specialize in delivering expert B2B sales consulting services. My role encompasses a broad range of responsibilities, focusing on enhancing sales processes, outbound sales strategies, and team efficiency for diverse clients. Key Responsibilities: Outbound Sales Program Development: Collaborated closely with renowned sales expert Aaron Ross on several projects. Our joint efforts were pivotal in designing and implementing robust outbound sales programs, tailored to the unique needs of each team, leading to measurable increases in sales efficiency and revenue generation. Sales Sequence Writing and Strategy with Justin Michael: Partnered with Justin Michael, a prominent figure in sales development, to craft compelling outbound sales sequences. Our collaboration resulted in the creation of innovative email sequences and strategies that significantly improved client engagement and conversion rates. Training and Workshops: Conducted workshops and training sessions for sales teams, imparting advanced sales tactics, outbound methodologies, and CRM best practices. These sessions were instrumental in enhancing the skill sets of sales professionals and aligning team efforts with organizational goals. Achievements: Successfully guided multiple clients in building and refining their sales strategies, resulting in an increase in outbound sales effectiveness. Recognized for innovative approaches to sales development and pipeline generation, leading to significant improvements in client acquisition and retention rates. Developed a comprehensive portfolio of sales tools and resources, widely adopted by clients for ongoing sales operations.
TIDALVP of Sales Development
Jan. 2021 - Dec. 2022As a key member of the Tidal team, I focused on elevating the BDR team's capabilities and enhancing overall sales performance. My role encompassed: Training and Development: Spearheaded comprehensive training for the BDR team, covering enterprise, mid-market, and SMB business development strategies. This initiative led to a significant increase in weekly meetings across various client segments. Content Creation for Sales: Authored and refined email sequences and cold-calling scripts, which were instrumental in driving pipeline generation across our client base. This content was pivotal in enabling more effective communication and engagement strategies. Operational Process Improvement: Identified and remediated key operational process gaps in outbound sales email execution. These improvements resulted in notable enhancements in open rates, reply rates, and the number of meetings booked from email campaigns, significantly boosting our sales outreach effectiveness.
Ekata, a Mastercard companyEnterprise Business Development Manager
Jan. 2020 - Dec. 2021Seattle, Washington, United StatesAt Ekata, I played a pivotal role in transforming the outbound sales strategy, delivering significant results and establishing foundational sales processes. My key contributions included: Outbound Sales Playbook Creation: Innovated Ekata's first outbound sales playbook, a cornerstone achievement that generated an impressive $6M pipeline across 10 strategic accounts, marking a new era in sales strategy and execution. High-Value Opportunity Sourcing: Demonstrated exceptional skill in sourcing multifaceted opportunities through targeted cold outbound efforts. Successfully engaged major organizations including JP Morgan Chase, Capital One, Western Union, IBM, and Google, expanding Ekata's business horizons and revenue potential. Strategic Account Expansion: Effectively expanded our strategic influence to encompass approximately 600 additional enterprise accounts, significantly broadening our market reach and impact. Messaging Framework and Prospecting Playbook: Established a robust messaging framework and a comprehensive prospecting playbook. These resources became key tools for future sales efforts, laying the groundwork for sustained success and consistency in sales approaches. Onboarding Strategy Development: Revolutionized the onboarding process for new Business Development Representatives (BDRs). Developed a new strategy that cut ramp time by 86%, markedly enhancing the efficiency and effectiveness of the onboarding process. In this role, I leveraged my expertise in outbound sales to drive substantial business growth, develop strategic sales tools, and enhance team capabilities, positioning Ekata for continued success in the sales domain.
fullcast.ioBusiness Development Manager
Jan. 2018 - Dec. 2020Redmond, Washington, United StatesAt Fullcast, I was instrumental in shaping and executing a comprehensive outbound sales strategy that significantly propelled the company's growth. My achievements and responsibilities included: Outbound Sales Strategy Development: Pioneered the initial outbound sales strategy, which was a major success, leading to an impressive 260% increase in revenue. This strategy was pivotal in scaling Fullcast's market presence and financial performance. High-Impact Prospecting Campaigns: Orchestrated and executed targeted prospecting campaigns that generated over $4M in pipeline. These campaigns focused on high-growth enterprise SaaS companies, contributing substantially to Fullcast's business expansion. Social Media Campaign Management: Successfully managed and revitalized social media campaigns, achieving a 302% increase in follower engagement. This enhanced online presence played a crucial role in brand visibility and audience growth. Webinar and Workshop Execution: Designed and conducted engaging webinars and workshops, consistently driving 10-30 leads each month. This initiative complemented our outbound prospecting efforts and established Fullcast as a thought leader in the industry. Through these initiatives, I significantly contributed to Fullcast's market positioning and revenue growth, showcasing my ability to drive successful sales strategies and engage effectively with the target audience.
ZipwhipSDR Team Lead
Jan. 2017 - Dec. 2018Seattle, Washington, United States
Excel Academy Charter SchoolsHigh School Mathematics Teacher
Jan. 2016 - Dec. 2017Boston, Massachusetts, United States
Everett High SchoolHigh School Mathematics Teacher
Jan. 2013 - Dec. 2016Everett, Massachusetts, United States
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