Jeff Smith
Sales Leader
Waltham
Summary
Executive Summary:
IPO - NASDAQ:SLRY
Stock opened with $10.50 in its Feb 15, 2007 IPO
IPO - NASDAQ:EVER
Stock opened with $18.00 in its June 28, 2018 IPO
Results-driven Sales Leader with proven track record of increased responsibilities working in fast-paced and dynamic environments including sales and business development. Strengths include strategic thinking, people management, business partnering, communication and analytical skills
"Jeff is a strong and passionate sales leader who had a large impact at EverQuote. He turned around a sales organization which had lacked leadership and discipline, doing the hard work of up leveling talent and implementing rigorous sales process. He is a prolific recruiter of talent, and tough manager, and drives his teams hard to get results. ."
- Jayme Mendal, CEO,Everquote
Overview
19
19
years of professional experience
4
4
years of post-secondary education
Work History
Director of Sales
Checkr
11.2022 - 04.2024
- Exceeded $3.3M in new revenue from 2023 MM bookings
- $8.1M in bookings, 250 new logos (15 new logos over $100k)
- $24.6M in sales pipeline generation, $11M in outbound pipeline generation
- Drove 31% YoY growth across Mid Market New Logo in FY23
- Promoted from Sr Manager to Director after 1 year (Jan 2024)
Director, New Business Sales
Zoominfo
09.2021 - 11.2022
- Led strategic sales in US overseeing three sales teams
- Drove new business sales team 320% from 5 team members to 20; conceptualized and authored commercial sales profile
- Ignited sales 367% annually from $1.5 million dollars to $7 million dollars in H1 2022
- Presents salesforce configuration, tracking, and KPI reporting to stakeholders. Decreased sales cycle from 22 days to 18 days while increasing average annual deal size from $15,000 dollars to $25,000 dollars.
Vice President of Sales
Bluecore
03.2020 - 09.2021
- Recruited team of 16 quota-carrying sales representatives and 2 first line leaders focused on selling to small commercial sized businesses and small enterprise retail companies
- Created development plan focused on pipeline generation, MEDDIC sales qualification, and accurate forecasting
- Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
Vice President of Sales
Everquote
01.2018 - 03.2020
- Reported directly to CEO, Jaymen Mendal
- Member of Leadership Team through successful IPO, helping to drive $126 million in revenues in 2017, up from $123 million in 2016 and $97 million in 2015.
- Created Accelerated Growth Program (AGP) and scaled Accelerated accounts to $67k/day and 318 agents. AGP allowed us to significantly expand penetration with Allstate agents which contributed to increase in revenue 136% YoY.
- Reduced monthly revenue churn from 3.5% to 1.9% (a 46% drop)
- Increased Agency profit (proxy for aEBITDA) by 32% YoY. Sales led way w increase in efficiency of 58% YoY
- Created Career Matrix from scratch, promoting 17 reps and leaders through that matrix in 2019
Vice President of Sales
Cybereason
01.2017 - 01.2018
- Implemented new Cybereason Sales model which provided career growth and opportunity for team (MEDDIC)
- Attained 116% of goal for FY 2017
- Recruited, hired, and on boarded over 35 employees into company
Vice President of Sales
Fuze
12.2014 - 01.2017
- Responsible for recruiting, building, and managing Fuze’s inside sales team in North America and Europe
- In charge of supporting Fuze’s field team via Business Development group (Regional Sales Managers, Area Directors, Area Vice Presidents)
- Worked directly for COO & President Andy Byron to manage 2016 strategic priority projects for Fuze. Responsible for driving process improvement and achieve quarterly company objectives
- Attained 186% of goal for FY 2015
- Attained 118% of goal for FY 2016
- Recruited, hired, and on boarded over 60 employees into company
Director of Sales
Acquia
12.2011 - 12.2014
- Promoted from managing Business Development group to head up Inside Sales team after achieving 121% of quota during 15 month period
- Built recruiting and hiring engine that allowed for team to grow from 3-50 while overachieving quota
- Senior sales leadership team member and member of company leadership team, involved in developing strategy of entire sales model and go to market plan, resulting in annual company growth of over 40% YoY for last two years
- Reps from team who are promoted to field sales achieve 102% of quota on average compared to outside hires achieving 59%
- Achieved Presidents Club in 2013
Director of Sales
Salary.com
02.2005 - 12.2011
- Promoted from Inside Sales Manager to Director of Sales Development for newly established offshore subsidiary start up of remote lead generation
- Manage day to day operations of business development and inside sales teams in Montego Bay, Jamaica
- Promoted from Account Executive to Inside Sales Manager after achieving 121% of quota during 17 month period
- Responsible for influencing and sourcing $15M in pipeline
- Received “Excellence in Team Leadership” award in 2006
Education
Bachelor of Arts - Communications
Bridgewater State University
Bridgewater, MA 09.1999 - 12.2003
Skills
Strategic Sales, Planning, Forecasting & Analysis
undefinedTimeline
Director of Sales
Checkr
11.2022 - 04.2024
Director, New Business Sales
Zoominfo
09.2021 - 11.2022
Vice President of Sales
Bluecore
03.2020 - 09.2021
Vice President of Sales
Everquote
01.2018 - 03.2020
Vice President of Sales
Cybereason
01.2017 - 01.2018
Vice President of Sales
Fuze
12.2014 - 01.2017
Director of Sales
Acquia
12.2011 - 12.2014
Director of Sales
Salary.com
02.2005 - 12.2011
Bachelor of Arts - Communications
Bridgewater State University
09.1999 - 12.2003
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