Delivered $3,622,000 in "closed won" net new revenue
Number 2 new business Account Executive
Customers include - 3M, Steelcase Furniture, Designer Brands (Designer Shoe Warehouse), Xerox Corporation, Chico's FAS, Phillips Pet Food & Supplies, Hayward Industries Inc.
Spearheaded cross-functional strategy with Customer Success, Product/Engineering, ISV Partners, & Implementation Partners globally to secure new and expansion customers
Client Development Director
Dexi.io
04.2021 - 02.2022
Generated $4.1M in pipeline from April 2021 - January 2022
Ran full sale cycles with Fortune 500 companies (Prospecting - Close)
Assisted marketing teams in creating sales ready messaging for customer stories, case studies, website rebuild, BDR outreach, etc.
Created of first repository of persona-based messaging targeting leaders in Sales, Marketing, IT, eCommerce, Business Operations, Data Teams, C-Level Executives
Account Executive
Crystal
12.2020 - 04.2021
Contributed $53,000 in Annual Recurring Revenue in Q1
Ran full sales-cycle on Strategic Accounts from initial outreach to close.
Conducted ~38 initial conversations/product demos per month during Q1 ramp period.
Used Behavioral Based Selling (DISC Framework) to have more effective sales conversations.
Enterprise Account Executive
Salsify
04.2018 - 05.2020
Delivered $781,000 total revenue as a full-quota carrying rep, resulting in new-logo acquisition of companies including: Alterra Mountain Company (Ikon Pass), Topps Inc, Top-Line Furniture, Home City Furniture, & Brahmin Handbags
Acted as product and industry subject matter expert while leading presentations, delivering product tours, and leveraging Solution Selling and MEDDICC methodologies to cater conversations to needs of audience
Leveraged internal sales process to educate mid-market and enterprise level organizations across multiple verticals about value of Product Experience Management and provide guidance on their digital journey
Partnered with prospects to create compelling, executive-level business cases that help to understand ROI by reducing time to market, mitigating risk, lowering operating cost and improving top-line commerce sales
Averaged 87 day sales cycle, at or below company average
Business Development Team Lead
Salsify, Inc.
01.2018 - 03.2018
Assisted interviewing and hiring of potential new Business Development Representatives
Mentored new hires and ramping Business Development Representatives by providing guidance and support as it pertains to all aspects of their job responsibilities
Oversaw and conducted team competitions to boost overall team productivity and production
Conducted training, workshops, and office hours for organization consisting of 22 business development representatives
Business Development Representative
Salsify, Inc.
01.2017 - 01.2018
Developed a strong understanding of challenges, history, and potential solutions of the current and always-changing eCommerce landscape, specifically how it relates to Product Experience Management
Successfully delivered 151 qualified sales opportunities across multiple verticals including Softlines, Hardlines, and Consumer Packaged Goods
Generated $1,035,000 dollars in validated pipeline leading to $235,000 in closed new-business
Aligned with corresponding Account Executives to identify, source, prospect into key accounts
Identify sales, marketing, and eCommerce KPIs based on understanding of prospect’s specific needs and challenges within the MEDDIC framework
Corporate Account Executive
Everbridge
04.2015 - 12.2016
Executed entirety of product sales-cycle from initial conversation to finalizing contracts
Analyzed client needs though Discovery and articulated how company products could provide solutions to ongoing business problems
Conducted customized online meetings with potential customers to demonstrate software capabilities based on problems defined in Discovery
Formulated a strong understanding of SaaS-based critical communication solutions including but not limited to emergency/mass notification and IT Alerting
Business Development Representative - Government, Healthcare, and Higher Education
Everbridge
02.2014 - 04.2015
Developed a strong understanding of SaaS-based critical communication systems and their application for government, healthcare, and higher education clients
Delivered over 170 qualified new-business opportunities to Account Executives
Successfully "self-developed" 65% of all new-business opportunities Collaborated with Account Executives on sales strategies to maximize pipeline
Utilized Sandler cold calling techniques to overcome prospect objections and increase overall call-conversion rates
Education
Bachelor of Arts - Legal Studies
University of Massachusetts
Amherst, MA
2013
Core Qualifications
Software as a Service
Strategic Net New Sales and Account Management
Cross Collaboration with ISV and System Implementation Partners
Product Information/Experience Management Expert
eCommerce/Digital Transformation Consulting
B2B, B2C, B2B2C Sales
MEDDPPICC
New Business Development and Acquisition
Consultative Selling
Behavioral Based Selling
Timeline
Strategic Account Executive
Akeneo Inc.
03.2022 - 08.2024
Client Development Director
Dexi.io
04.2021 - 02.2022
Account Executive
Crystal
12.2020 - 04.2021
Enterprise Account Executive
Salsify
04.2018 - 05.2020
Business Development Team Lead
Salsify, Inc.
01.2018 - 03.2018
Business Development Representative
Salsify, Inc.
01.2017 - 01.2018
Corporate Account Executive
Everbridge
04.2015 - 12.2016
Business Development Representative - Government, Healthcare, and Higher Education