Brian Campbell
Dracut
Summary
Generating millions of dollars in revenue with the largest companies, utilities and municipalities for over 10 years. Enabled by a self-driven sales process comprised of over-achieving personal daily goals to deliver a repeatable, predictable and structured process. Experienced and comfortable closing deals over the phone and in person through a consultative sales approach.
Highlights:
1) Outperformed an entire sales team as a freelance consultant to be hired as head of global sales.
2) Closed $1,248,000 on an $800,000 quota, 156% above target.
Overview
12
12
years of professional experience
Work History
Cloud Security Business Development Representative
Sentra.io
03.2023 - Current
- 69.4% Increase in first meetings booked by implementing business development processes!
- 33.8% pipeline growth in Q2 2023 from adding specific tools to maximize Outreach!
- Built trusted relationships while speaking with hundreds of CISOs and security teams to learn about their struggles with cloud security.
- Developed and tested new messaging for our target audience and ran multiple campaigns jointly with marketing.
Head of Business Development
Spyderbat
01.2022 - 09.2022
- Leveraged hundreds of personal connections to CISOs and security leaders resulting in a complete shift to core messaging.
- Generated 30% of all discovery calls by automating an underutilized lead source.
- Increased discovery calls by 400% outperforming entire third-party appointment setting firm.
- Demonstrated software for prospects in person at trade shows and converted 10% of attendees into leads.
Director of Regional Sales
Blue Lava
12.2020 - 12.2021
- Promoted to regional sales director on performance, Established 33 new accounts and $2,500,000 in sales ending 2021 at 126% over $2,000,000 quota.
- Boosted pipeline 3X ($3,000,000) in Q1 resulting in 2 new hires for regional sales directors.
- Reduced vulnerability risk by 25% by selling security assessment software to CISOs to evaluate their companies' security posture against frameworks such as NIST, ISO 27001, HIPAA and SANS Top 20 Critical Controls for Cyber Defense.
- Hired and trained replacement resulting in 50% reduction in onboarding time.
Director of US Sales
CIMCON Lighting (Quantela)
10.2017 - 12.2020
- Sold IoT hardware and SaaS for intelligent wireless lighting management solutions, resulting in over $16,000,000 in sales revenue and adding 61 new customers through direct sales in Massachusetts and central territory.
- Closed 156% over target ending 2020 at $1,248,000 on $800,000 quota. Personally closing over 16% of all business in 2020 averaging 1 deal per week.
- Created, managed and supported channel partners, strategic alliances and OEMs, increasing market share 50%.
- Established and adjusted selling prices by monitoring costs and competition to win contracts totaling greater than $3,600,000.
Inside Sales Manager
DocAuthority
06.2017 - 09.2017
- Executed go-to-market plan, increasing appointment setting by 800% and consequently needing to manage opportunities as account executive.
- Secured new accounts by strategically pursuing leads, generating over $100,000 in pipeline monthly.
- Presented to C-level decision makers using consultative approach to qualify opportunities, overcome objections and determine timeline.
- Identified opportunities and cultivated new business through 400 cold calls per week while supervising and coaching 2 employees.
Head of Sales, Global Sales Director
Seculert (Radware)
11.2015 - 05.2017
- Outperformed entire sales team while under contract as a freelance consultant before being hired as global sales director.
- Exceeded quota by 56.8% to close $1,568,000 against $1,000,000 quota from selling software deals to CISO's and security teams at Fortune 1000 companies.
- Boosted renewal rate to 95% after implementing quarterly meetings with clients, sales, and customer success teams.
- Negotiated and closed long-term agreements with new clients domestically and globally averaging $120,000 per deal.
Freelance Consultant
Seculert (Radware)
01.2014 - 12.2015
- Scheduled 321 meetings with C-level security leaders at enterprise accounts with over 5000 employees.
- Surpassed inside sales team by 400% as freelance consultant and hired full time.
- Continuously providing support to outside sales representatives after initial meetings increasing 2nd meetings by 50%.
- Collaborated with teams to define, strategize and implement marketing strategies.
Inside Sales Executive
Technology Insight Corp (Glantus)
06.2013 - 01.2014
- Developed opportunities within Fortune 1000 organizations that exceeded $6,300,000 in pipeline.
- Increased sales revenue by 20% by setting ambitious targets, researching accounts, and cold calling to achieve 35% conversion rates across all leads.
- Inspired, designed, and tested new CRM (customer relationship management) with CEO that surpassed Salesforce in execution and improved productivity by over 30%.
- Monitored and amplified sales pipeline to maintain flow of leads and prospects.
Inside Sales Representative
By Appoinment Only
10.2011 - 10.2012
- Recognized as #1 sales representative out of 200 reps at BAO in April and May.
- Set 354 discovery calls while prospecting to C,V and D level executives at fortune 1000 companies for organizations including Oracle, SAP, IBM, CISCO, TIBCO.
- Team leader and trainer coaching over 50 ISRs increasing time to value by 30%.
- Executed 200 plus cold calls daily to fortune 1000 companies.
Education
Associate of Science - Electrical and Power Transmission Installation
Peterson School of Engineering
25 Montvale Avenue, Woburn MA 018212008
Skills
- Direct sales / Enterprise Sales
- Quota attainment
- Business development / pipeline management
- Sales process / reporting / operations/ strategy
- SaaS, service and hardware sales
- Cybersecurity and IoT
- Salesforce/ Zoom/ Teams/ Slack/ Gsuite/ Office
- Proposals / Closing / Order processing
Timeline
Cloud Security Business Development Representative
Sentra.io
03.2023 - Current
Head of Business Development
Spyderbat
01.2022 - 09.2022
Director of Regional Sales
Blue Lava
12.2020 - 12.2021
Director of US Sales
CIMCON Lighting (Quantela)
10.2017 - 12.2020
Inside Sales Manager
DocAuthority
06.2017 - 09.2017
Head of Sales, Global Sales Director
Seculert (Radware)
11.2015 - 05.2017
Freelance Consultant
Seculert (Radware)
01.2014 - 12.2015
Inside Sales Executive
Technology Insight Corp (Glantus)
06.2013 - 01.2014
Inside Sales Representative
By Appoinment Only
10.2011 - 10.2012
Associate of Science - Electrical and Power Transmission Installation
Peterson School of Engineering
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