JACOB OHANESIAN
Framingham,MA
Summary
Accomplished Senior Sales Leader with 14 years experience in B2B and B2C sales, sales leadership, account management, business development and BPO. Proven track record of exceeding KPI’s, coaching and mentoring high performing sales people, and developing new sales programs. Highly skilled in data-driven sales strategy, executing in fast paced, resource constrained environments and cross-functional program management. Focused and dedicated leader who thrives on developing new programs and delivering results.
Overview
11
11
years of professional experience
Work History
Associate Director
Wayfair
08.2021 - 12.2023
- Led all Top of Funnel sales for Wayfair Professional
- The 3 teams, BDR, SDR and enrollment were comprised of 150 onshore and offshore agents, 8 managers, 2 senior managers and 3 program managers
- Increased B2B lead enrollment and assignment by 65% through workflow improvements and efficiency gains
- Led team in restructuring the Wayfair Professional application to increase enrollment volume by 300% - a projected $88M yearly VAS
- Increased SDR GRS by 600% through the acquisition of new lead sources, institution of a verticalized team structure, and increased cross-functional collaboration
- Led team to help generate $6.1M in incremental GRS from Q2-Q3 2023 through the creation of a new data qualified lead channel
- Led a transition to a new BPO partner
- Traveled internationally to vet companies, developed headcount model and established SLA's.
Sr. Sales Manager
Wayfair
07.2019 - 08.2021
- Supervised a team of 6 sales managers and over 75 salespeople focused on new business development, generating over $100M annually
- Re-structured the Top of Funnel sales programs resulting in a gross revenue increase of 22%
- Led the recruiting and interviewing process to help build the BDR department to over 100 team members
- Consistently exceeded quarterly and monthly sales KPI's while continuing to improve efficiency at scale.
Sales Manager
Wayfair
12.2015 - 07.2019
- Managed teams of 12-15 full cycle sales people
- Consistently exceeded monthly and quarterly sales targets
- Extensive sales coaching through call calibrations, shadowing, role plays and metrics-based discussion
- Demonstrated excellence in opportunity management best practices in order to drive sales pipeline growth and conversion
- Analyzed key sales metrics to identify and coach to opportunity areas
- Up-skilled and promoted over 40 salespeople.
Senior Business Account Manager
Wayfair
02.2014 - 12.2015
- Full cycle sales professional managing over 2,200 business accounts throughout the US and Canada
- Proactive outreach to acquire, onboard and manage purchases for new businesses to Wayfair Professional
- Consistently exceeded monthly and quarterly quotas
- Handled complex business projects by establishing needs, finding solutions and managing the process from sourcing to delivery.
Sr. Sales Associate
Explorica
11.2013 - 02.2014
- Full sales cycle role with a focus on repeat business
- Achieved 140% to target in Q4 2013.
Business Development Representative
Explorica
08.2012 - 11.2013
- Full sales cycle role with a focus on new business development
- Achieved 110% to target in year 1
- Named 'Rookie of the Year' for the entire Explorica organization.
Education
MBA -
Suffolk University
Boston, MA05.2012
Bachelor of Arts - History
Kenyon College
Gambier, OH05.2007
Skills
- Salesforce CRM
- Cross-Functional team leadership
- Sales coaching and development
- Strategic Planning
- Exceptional communication
- Data Analysis
- Process Improvement
- Project Management
Timeline
Associate Director
Wayfair
08.2021 - 12.2023
Sr. Sales Manager
Wayfair
07.2019 - 08.2021
Sales Manager
Wayfair
12.2015 - 07.2019
Senior Business Account Manager
Wayfair
02.2014 - 12.2015
Sr. Sales Associate
Explorica
11.2013 - 02.2014
Business Development Representative
Explorica
08.2012 - 11.2013
MBA -
Suffolk University
Bachelor of Arts - History
Kenyon College
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