NAVEX is a leading provider of Governance, Risk, and Compliance software & services that help clients protect their culture and reputation by providing visibility into the actual risks impacting their business.

● Promoted as one of only two individuals chosen to spearhead the newly developed AAE role for the enterprise new logo division.● Generated $3.8 million in pipeline resulting in $768K in closed/won ARR.● Increased pipeline velocity and opportunity conversion rates past top-of-funnel stages through MEDDPICC selling techniques, multi-threading, in-depth company research, champion building, and mutual action plans.● Engaged with key stakeholders and decision-makers through discovery meetings to understand their business goals, pain points, and challenges. Worked together with AEs to prepare tailored demos for how Pendo's solutions provided value and addressed customer needs.● Selected by revenue leadership for the enterprise prospecting tiger team tasked with developing the enterprise new logo division’s prospecting playbook. Our team built and created resources on how AEs and SDRs should collaborate to build and maintain accurate pipeline.● Collaborated regularly with various other business segments such as Sales Ops, Marketing, Professional Services, and Sales Enablement.● Mentored SDRs on KPIs and workflow management skills to improve their prospecting strategy.

● Prospected new logo and current logo expansion opportunities for the enterprise business segment through various outbound channels, such as cold calling, email outreach, and social selling.● Consistently exceeded quarterly quota attainment: Q2-111% Q3-133% Q4-117%● Sourced closed/won opportunities for both new and current Fortune 500 customers from notable logos such as Google, SAP, and Adobe.● SME in various tools including Salesforce.com, Outreach, LinkedIn, Gong, ZoomInfo, Databook, Microsoft Suite, and Google Suite.● Provided regular reports to the revenue leadership highlighting key metrics, conversion rates, and areas for improvement to optimize outbound sales effectiveness.● Partnered with SDR leadership to improve weekly coaching meetings including call reviews, email workshops, and opportunity reviews.

● Engaged with inbound leads and conducted qualification meetings to understand their use cases and determine their fit for Pendo's offerings.● Worked closely with Account Executives to transfer qualified leads and ensure a smooth handoff during introductions. ● Provided comprehensive information about leads including their requirements, current needs, strategic initiatives, and potential objections.

● Trained program managers across ten studio branches on sales tactics to increase conversion of leads into memberships, overcome objections for new member enrollments and contract renewals, and utilize company-wide marketing events.● Analyzed company conduct to address system inefficiencies and improve employee performance. Partnered with the CEO to implement effective changes to day-to-day operations leading to improved communications and employee training.● Oversaw program managers for sales analytics, CRM systems solutions, management consulting, and operations training. ● Led weekly company meetings for sales reports and conduct evaluations for employee performance reviews.● Created the official company guidebook for class operations including character education topics, group training styles, student behavior management, and staff responsibilities.● Stayed on-call to assist all North Carolina branches with sales, operations, and marketing event logistics.

● Developed innovative sales and marketing tactics for the Cary studio that have increased total revenue by 650% in 1.5 years● Generated new revenue by vigorously pursuing leads from social media marketing, website offers, walk-ins, referrals, and community events. ● Negotiated with potential new members to sell annual memberships for students ages three and up after one initial trial lesson. Discussed goal-setting over time with current members to sell 5-year and 8-year membership extensions valued up to $24,000 per individual.● Provided exceptional customer service including addressing individual member goals, maintaining financial accounts, communicating studio special events, handling merchandise sales, and incorporating feedback to improve the program experience.● Reached out to local schools and community organizations to create partnerships and host community-wide events.● Utilized multiple CRM software including MyStudio, Amerinational Management Services (AMS), and Global Financial Services.● Developed action plans with parents to address concerns and improve student performance and behavior during training, in school, and at home.● Supervised part-time staff, prepare schedules, track inventory, create merchandise purchase orders, and delegate responsibilities for volunteers. ● Led group classes and private lessons for students of all ages specializing in Taekwondo, Kickboxing, Judo, and character development.● Increased client base and studio capacity by adapting the in-studio program to a virtual program.● Taught weekly virtual lessons for students from all Master Chang’s Martial Arts branches via Zoom and manage all online student progress.

● Operated as head of membership sales and successfully increased total revenue by 170% in the first three months of employment.● Developed a financial tracker to monitor accurate financial projections and created monthly sales targets for the company to reach.● Tracked inventory and coordinated with multiple vendors for merchandise orders and equipment suppliers to reduce costs by 20%.● Led weekly team meetings to coordinate sales promotions, report sales metrics, promote product quality, and improve employee performance.● Developed SOPs and supervised all staff on effective sales tactics, daily responsibilities, class assistance, and the MINDBODY software (CRM).● Provided exceptional customer service by managing membership accounts and addressing member goals in coordination with team members.

● Exhibited exceptional selling and service behaviors in all interactions to achieve all performance goals.● Managed customer relations while maintaining a high level of customer satisfaction.● Performed diagnostics and repairs on laptops, desktops, printers, and tablets.● Restocked inventory and assisted with loading and unloading shipments.