Sales Leader | Business Development Director

Product Lifecycle Management and Quality Management Systems.
— Directed 3 teams with three primary leaders – US Inbound, US Outbound, and EMEA Outbound
— Ramped Outbound straight from launch to surpass each YTD Pipeline goal from 2020-2022
— Developed tier program for internal growth and tripled the size of the Outbound team.
— Built out extensive onboarding and Sales Certification program, allowing to fully train / ramp outbound BDRs in 2-4 weeks.
— Launched and grew EMEA team of hybrid Inbound/Outbound reps in Barcelona, doubling the overall pipeline attained from business development efforts
— Built and implemented weekly skills training, product training, and objection handling exercises. Created playbooks / handbooks.

Video Conferencing and Collaboration Technology.

Manager, Global Operations – Sales / Business Development 2019
— Oversaw inbound / outbound teams in AMER/APAC/EMEA/ANZ.
— Over $9M Closed-Won business over two teams just in US, worldwide held to 20% Conversion from pipe to close, and 240% Growth in pipeline YOY.
— Reduced team size in EMEA to half, APAC/ANZ reduced from an agency to 2 reps and doubled output from all teams.
— Created new role / program for the Channel called the CDR and the Channel Development Program, resulting in 490 Channel Opps created for $2.1M in pipeline.

Manager, Inbound Sales (SDR) AND Outbound Business Development 2018
— Promoted to take over inbound team within a year of managing the outbound team.
— Created SDR Playbook and SDR Best Practices documentation.
— Led SDR operations – responsible for tool management, troubleshooting (fixing), driving adoption, training/onboarding, dashboards, and reporting.
— Averaged 24% opp / lead ratio over 2018.

Manager, Outbound Business Development 2017
— Promoted from BDR within 3 months of employment after leading team in overall opportunities created and pipeline generated.
— Built and launched ABM Outbound program and hired and ramped up full team of BDRs.
— Coordinated with Enterprise team, increasing quantity of bigger deals and big-name logos.
— Created Events Playbook both for Channel and Business Development.

Video Collaboration Analytics and Management.
— Promoted from BDM to Channel Manager within 7 months.
— Worked closely between sales and marketing, aiding business development efforts.
— Management of strategic technology partner relationships and sales training / enablement for the representatives in the channel.
— Built and trained SDR team from 1 to 5 members plus a manager.

Social Media Marketing Automation.
— Worked through assigned leads in a fast-paced, targeted, competitive sales environment. One of the only reps to ever get a sale on their first day on the phones.
— Built relationships and gained commitment from clients at high speed through prospecting calls and webinars through typically a 1 – 3 touch sale process.