Brian Buck Email & Phone Number

Orlando, FL, US

Indianapolis, Indiana, United States

Chicago, Illinois, United States

• Role/Results: Drive revenue growth through operations and enablement functions by restructuring inadequate sales processes, implementing pipeline forecasting, building end-to-end GTM reporting, and executing enablement.
• Simplified complex daily sales processes through restructuring Salesforce opportunities to the GTM sales cycle, resulting in reduced seller confusion and time, and enhanced manager and sales enablement coaching.
• Created end-to-end Salesforce reporting and dashboards promoting pipeline, data quality, and win/loss transparency and accountability supporting and promoting a 56% increase in pipeline growth over 14 months.
• Developed AE scorecard measuring progress across team and each seller in frequency of activities, pipeline momentum, close rates, and quota attainment pace, providing transparency and coaching direction.
• Collaborated with analytics team in design of seller effectiveness scorecard via Tableau, providing performance insights into What Great Looks Like per stage, per seller with the purpose of training underperformers.
• Launched the Salesforce forecast platform and training increasing end-of-quarter revenue predictability and supporting a 57% YOY ARR increase and a 36% YOY service revenue increase.

Palm Beach Gardens, Florida, United States

• Role/Results: Architect an end-to-end GTM approach to building pipeline and winning opportunities, resulting in the most significant sales pipeline within the organization's 16-year history and increasing YOY sales by.
• Fostered a SaaS sales organization focused on repeatable sales activities, encompassing sales training (SPIN Selling and The SaaS Sales Method: Sales as a Science), pipeline management, sales forecasting, and QBRs.
• Designed the go-to-market sales strategy, enablement plans, and territories, supporting the 161% YOY growth.
• Implemented and trained a business development team producing a YOY pipeline increase of 1,271% utilizing prospect-based prioritization, ABM tactics, market education, and Salesforce BDR dashboard tools.
• Identified opportunities for continuous improvement in sales processes discovered in deal desk reviews while collaborating with sellers to increase effective sales enablement, addressing bottlenecks and inconsistencies.
• Expanded the Salesforce CRM infrastructure, including the development of sales reports, dashboards, and tactical opportunity fields, providing transparency and accountability, supporting sale’s 161% historic growth.

Lake Mary, Florida, United States

• Role/Results: Increase opportunity win rates resulting in a 2X increase in ERP win rates on key prospects.
• Led multiple teams with various functions and 9 direct reports, managing the marketing budget, contract vendor renewals, and internal reporting, effectively maintaining business development while ensuring alignment.
• Drove a 2X increase in ERP close rates through managing the conversion of an existing account-based marketing program into a lead-to-revenue program, utilizing traditional and non-traditional ABM tactics, preparing.
• Successfully regained $24.5M in pipeline dormant leads through overseeing and maintaining the lead management program, recognizing leads that had been discounted too early and determining if and how they could be.
• Established a strategic process for discounting leads, ensuring steps are followed to prevent loss of effective prospect engagement

Lake Mary, Florida

• Role/Results: Shorten sales cycle timelines resulting in a 62% decrease in lead-to-opportunity cycles.
• Directed a team of 9 and oversaw the marketing operations, launching an account-based marketing team focused on prospect research and communication, driving an increase in sales-to-prospect facetime and a decrease in.
• Collaborated with the chief marketing officer and analysts, developing and launching an AI-based prospect segmentation program, pivoting the sales and marketing focus to prioritized prospects with the highest.
• Built a new-hire onboarding program for the marketing organization, ensuring the proper training for all employees to support individual and organizational growth
• Introduced and implemented the Scrum methodology for organizational meetings, producing an increase in communication and effectiveness throughout all marketing business units
• Implemented a SaaS-based project management system, providing a comprehensive tool for managing complex projects from the initial planning phase to final delivery

1000 Business Center Drive

• Onboarded 13 new partners and enhanced 17 existing partnerships increasing five-year gross revenue from $57M to $64.8M Collaborated with GMs, VP of M&A, and product managers, recognizing prospective third-party vendor.
• Increased partner productivity through driving API creation with product teams, aligning sale team to sales team territory execution, and delivery of quarterly marketing plans and annual health checks

1000 Business Center Drive, Lake Mary, FL

• Integral team member, driving 16% growth in revenue through onboarding 13 new partners, while simultaneously dissolving 12 partnerships consuming resources beyond partner’s revenue value
• Teamed with department head to accomplish an end-to-end partner program rebuild focused on partner goal alignment and effectiveness from API integration through to marketing and sales, yielding YOY increased revenue
• Created and directed cross-functional onboarding and GTM processes (sales, marketing, account management, product management, support) between CentralSquare and partner teams
• Provided coaching with partner sales organization’s sales teams, establishing a much more robust understanding of the opportunities to increase sales

1000 Business Center Drive, Lake Mary, FL

• Role/Results: Develop the company’s first sales and enablement operations function focusing on repeatable, scalable sales processes from lead-to-revenue, yielding pipeline growth of 37% and revenue growth of 27% YOY.
• Delivered 27% in YOY revenue growth through training ERP sellers on Miller Heiman Sales methodology and Blue Sheet, promoting focus, education, and coaching on customer buying journey and deep knowledge of buying.
• Transitioned account management team into ERP sellers using SPIN Sales Methodology with 83% achieving quota as first year sellers.
• Built, trained, and led the initial business development team, creating Salesforce CRM infrastructure and increasing pipeline growth by an average of 37% YOY for the first three years.
• Developed sales training courses spanning onboarding-to-recurring revenue with sales playbooks and tools for field sales and inside sales, cutting time to productivity by half.

Orlando, Florida, United States

• Performed as Launch Owner and manager of a Series 7 certified financial planning practice, maintaining $4M annual sales
• Created and implemented processes to lead the staff, effectively and efficiently meeting the needs of a 125-person client base
• Responsible for achieving 132% of established goals, successfully training seasoned financial advisors to “package sell”
• Ranked #1 in the region for Client Acquisition in 2001, #4 in 2000, and #5 in 2002 out of hundreds of financial advisors, utilizing client-centered service and follow-up to achieve 98% client retention
• Spoke publicly concerning personal financial services, including employees of various corporations such as Walt Disney World, Full Sail, and Ruth's Chris