Competitive, ambitious, and performance driven Sales Professional with 9+ years' experience in the SaaS industry. Proven track record of success, exceeding company goals, and building executive client relationships.
Professional Experience
Account Executive, 11/2021 to Current Social Chain – Brooklyn, NY,
Successfully hit ramp quota including 100%+ of Q2-Q3
Manage entire sales cycle from first contact to established customer sale and maintained solid customer base.
Lead all negotiations, budget discussions, RFP/RFI fulfillments, etc.
Prospect new clientele through networking, cold calling, canvassing and referrals - Outreach, ZoomInfo, LinkedIn Sales Navigator, Salesforce, Hubspot Marketing, Chorus.ai
Work within several clients departments to identify and engage leadership based on value, including budget
Built and strengthen relationships across Southeast with new and existing accounts to drive revenue growth - clients visits, outings, conferences, events, associations, chapter event sponsorship
Build customized Mutual Action Plan for every single deal along with customized demo environment
Record and maintain sales prospect and sales data within customer relationship management system - Salesforce
Stay up-to-date on changing industry and product standards and trends related to accounts - EHS Today member, National NSC Partner, IndustryWeek member
Upsell users tiers and product packaging as Account Management duties require
Work cross functionally within organization to optimize product features and communicate customer performance and feedback
Senior Account Executive, 01/2021 to 07/2021 Social Chain – New York, NY,
Applied strategic negotiation and sales closing skills to bring in 6 new accounts over 6.5 months resulting in over $650,000 ARR.
Developed and implemented a new favorable pricing structure balancing firm objectives against client targets.
Developed and implemented a new formalized testing process for clients entering the sales cycle.
Identified key products, services and customers and used data to devise innovative sales and marketing plans enabling dramatic growth.
Strategized and implemented successful approaches to revitalize underperforming product lines and create profit-generating enterprises using PlanOlabs and Tableau.
Daily use of UpLead, Hubspot, ZoomInfo, L10, Basecamp, Asana, Slack, Zoom, MicrosoftTeams, Webex, RingCentral, and proprietary & industry programs.
Completed and submitted weekly, monthly and quarterly reports to support executive decision making and individual performance.
Consistently exceeded KPIs through discovery of new accounts.
Capitalized on industry and marketplace trends to strategize business development solutions and enhance business operations.
Identified and pursued valuable business opportunities through networking, conferences and industry memberships to generate new company revenue and improve bottom line profit.
Partnered with operations, leadership, data & integration and IT teams to align project goals with business strategy and define project milestones.
Established a new customer base in US/West Coast Territory with one other US representative
Prospected on average 50-60 new clients per day through various channels
Managed all current customers as it relates to on-boarding, implementation, and customer retention
Successfully brought on 32 new school districts resulting in $704,000 ARR
Q1 2020 103% to quota and Q2 2020 96% to quota
Liaison with sales, marketing and management teams to develop solutions and accomplish shared objectives for the US market as it relates to K-12 Asset Management
Daily use of Salesforce, ZoomInfo, Slack, Zoom and proprietary & industry programs.
Maintained all vendor, board, member-based associations, and advocacy group relationships within the K-12 Education Technology sector
Developed customize webinars and territory targeted data slicks among other digital advertising techniques to inform and educate current clients and prospects on Parago's value prop during Covid-19
Regional Account Executive, 10/2017 to 04/2019 Extole – San Francisco, CA,
Focused soley on Digital Advertising to increase lead to lease volume in the Multi-family Rental industry
Sold SaaS Marketing products (Rent Connect, Boost, Social Media add-ons, and search optimization) in excess of $200k ARR to multifamily firms
Maintained and organized customer database of over 600 clients regionally (Georgia and Florida)
Prospect approximately 100+ clients per day through various channels in
Daily use of Salesforce, ZoomInfo, Slack, Zoom, Lessonly, and proprietary & industry programs.
Q4 2017- 110% to quota (ramping), Q1 2018 - 122% to quota, Q2 2018- 105% to quota, Q3 2018 - 143% to quota
Responsible for managing relationships within multiple levels of organizations (C-level, developers, real estate agents, property managers, leasing agents, etc.)
SaaS Account Executive, 04/2017 to 09/2017 Extole – Los Angeles, CA,
Managed a portfolio of 700 accounts targeting an ARR quota of $150,000 in sales
Maintained consistent quarterly performance of 100%+ to qouta in Q2 and Q3
Conducted executive board presentations of Xactly's suite of products via customized web demo (Zoom) or in-person
Strategized with multiple C-level executives including Finance, Accounting, Sales, IT, and Operations using Challenger Method
Coached, mentored, and collaborated with Business Development Representatives and Sales Development Representatives to best locate business in assigned territory,
SaaS Account Executive, 03/2016 to 01/2017 TEKsystems – City, STATE,
Prospected and built a book of business of over 400 Mid to Enterprise level clients in each territory ranging from Central to Northeast; also worked with International clients
Maintained a steady pipeline of $25,000 over the past 10 months
Successfully hit ramp up quotas and reached the standard $2,250/monthly quota
Performed weekly software demos to prospects consisting of entire suite of products including integration offerings
Account Executive (B2B Outside Sales), 11/2014 to 03/2016 TEKsystems – City, STATE,
Established and developed more than 15 new Telecom accounts, earning combined profit of over $60k in 2016 alone
Participated in National and Regional Conference planning and support calls relating to clients with multiple market presence
Consistently met and exceeded Expected Business Results (EBRs) for production and face-to-face client meetings
Developed weekly one on one training with recruiters to strategize and move pipeline along
Participated in various incentive programs and weekly contests designed to award production achievement
Nominated to attend annual National Sales Meetings held by President of Allegis Group and TEKsystems
Technical Recruiter (Inside Sales Representative), 04/2013 to 11/2014 Company Name – City, State,
Generated new business with more than $1M in revenue annually
Set new meetings for Outside Sales Team (Account Executives) through various networking (events, user groups, referrals)
Received company Winner's Circle Award 4 quarters and annually after maintaining record sales achievement first year as recruiter
Nominated into and successfully completed 12-week Sales Readiness Program (SRP) in 2014
Education
BBA: Marketing, Expected in 2012 University of Georgia - Athens, GA, GPA:
Terry College of Business, Delta Sigma Pi Professional Business Fraternity, HOPE Scholarship Recipient, Sponsored TEKsystems in the Career Fair
BBA: Marketing, Expected in Georgia College And State University - Milledgeville, GA, GPA:
Awards and Achievements
2014 Partnership of the Year Award, 2014 - 2015 Winner's Circle Award, 2014 Q3 & Q4 Recruiter of the Quarter, 2016 Sales for Life - Social Selling Mastery, 2016 Sandler Training, 2016 ExecVision Sales Call Training, 2018 Insights Discovery Training, 2022 OSHA 10-Hour Training
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