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Work Background
DeltekSenior Manager, Sales Development
Jan. 2024Herndon, Virginia, United States
CybereasonAccount Manager - DMV **Experienced RIF**
Jun. 2023 - Sep. 2023Washington DC-Baltimore AreaLaid off September 2023; Mass layoffs to entire North American Division -- Hunted new logo acquisition and expansion business in DC, MD, VA, WV. -- Established key channel relationships with local VARs, including Optiv, Guidepoint, CAS Severn & Sedara Security. -- Spearheaded partner inclusion within-territory marketing events, such as charity golf tournaments & cooking classes.
-- Strategically prioritize twenty-five (25) accounts to prospect weekly.
Black KiteSenior Account Executive
Jul. 2022 - Jun. 2023-- Hunted new logo acquisition for Enterprise Named clients in CA, OR, WA, UT, NV, CO. -- Established key partnerships with regional channel partners, such Optiv and GuidePoint. -- Expanded key relationships with enterprise clients and key partners by traveling to territory. Individual Performance: Q3/Q4 2022: 177%
memoryBlueAE Sales Manager
Oct. 2020 - Jul. 2022Raleigh-Durham-Chapel Hill Area-- Drove $8.73 million in team net new revenue during tenure.
-- Led a team of 7 to 10 AEs. Focused on recruiting, hiring, onboarding, training, and leading.
-- Significantly assisted closing large deals equal to $768,750, $480,000, and $472,800, respectively. -- Delivered crisp, concise weekly forecast updates to Head of Sales.
-- Led evangelism and deployment of MEDDICC sales framework.
-- Restructured all sales process playbooks (i.e. list building, call scripts, qual criteria, closing steps, etc.) -- Prioritized sales coaching, performance reviews, call recording breakdowns, and deal updates via weekly 1:1’s.
-- Conducted weekly team training covering topics of prospecting, discovery qualification, negotiation tactics, etc. -- Leveraged Salesforce to measure detailed KPIs and conversion metric achievement. Team Performance: -- Q4 2020 (8 AEs) - $756K goal: 125% -- Q1 2021 (10 AEs) - $1.2mil goal: 137% -- Q2 2021 (8 AEs) - $1.2mil goal: 169% -- Q3 2021 (7 AEs) - $1.5mil goal: 122% -- Q4 2021 (8 AEs) - $2mil goal: 163% -- Q1 2022 (8 AEs) - $2mil goal: 165%
PavilionAssociate Member
Jul. 2020 - Jul. 2022Greater BostonPavilion is a private membership organization for commercial growth operators. The group is designed to support the professional development of revenue leaders at high growth companies, facilitate the sharing of best practices, and serve as a trusted private community.
ZeroNorthSales Development Manager
Jun. 2019 - Oct. 2020Greater Boston Area-- Drove strategy and operation for entire sales development function from ground up.
-- Led a team of 3 SDRs that contributed > 40% of total company pipeline.
-- Coached team on ICP alignment, outreach tactics, and continuous personal development via weekly 1:1’s.
-- Built processes and playbooks for hiring, onboarding, lead qualification, outreach strategy, training, reporting, etc.
-- Pioneered a LinkedIn-centric prospecting strategy produced a >8X improvement on top of funnel conversion metrics.
-- Engineered Salesforce dashboards to monitor performance and pinpoint coaching opportunities.
-- Sourced $1.1 million in net new outbound pipeline in September ‘20 from a one-touch email campaign. Team Performance: -- Q3 2019: 85%
-- Q4 2019: 132% -- Q1 2020: 120% -- Q2 2020: 133% -- Q3 2020: 90%
Carson & SAINT CorporationRegional Sales Manager
Nov. 2018 - Jun. 2019Bethesda, Maryland-- Responsible for developing new sales opportunities, retaining renewal business, and cross/upsell existing customers. -- Full cycle sales role; directly responsible for new business prospecting, opportunity qualification, demo to trial scheduling, business negotiation.
Synopsys IncAccount Director
Aug. 2015 - Sep. 2018Washington D.C. Metro AreaSynopsys acquired the previous company “Cigital” in December 2016. -- Improved territory customer footprint YOY +300%. -- Hunted for new logo acquisition for various territories during tenure, including TOLA and NYC.
-- Clarified services and software product portfolio & expanded footprint within existing accounts. -- Leveraged omni-channel outbound prospecting strategy (phone/email/social).
-- Prepared and delivered sales presentations tailoring solutions to solving customer pains.
-- Crafted SOW’s and RFP responses aligned to achieving my customer’s business objectives.
-- Guided a consultative sales process for software security strategic program development. Individual Performance:
-- 2015: 135%
-- 2016: 115%
-- 2017: 89%
-- 2018: 95%
memoryBlueSales Development Representative
May. 2014 - Jul. 2015Washington D.C. Metro Area-- Earned top performer in the company (out of 80 employees) for 5 of the first 6 months during tenure.
-- Promoted to prestigious inside sales team by month 6 due to exceptional performance.
-- Executed 150+ strategic calls per day to C-Level executives within B2B Tech space.
-- Led calls to introduce memoryBlue, open situational dialogue, explore customer need/pain, establish next steps.
-- Implemented weekly sales training based on best practices from the Sandler Selling methodology.
-- Demonstrated high level proficiency in Salesforce.com, InsideSales.com, Pardot, SalesLoft, LinkedIn Navigator.
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