-configuring and managing integrations between the following systems:1. Outreach <> Salesforce2. ZoomInfo <> Salesforce3. Sales Navigator <> ZoomInfo <> Salesforce4. Guru (Internal Wiki, Intranet, and AI Search)-Works directly with sales organization to identify inefficiencies and bottlenecks in our current sales process.-Roll out and reinforce strong business processes with our sales tools to drive data hygiene, accurate reporting, and efficient forecasting ensuring our ability to grow and predict revenue as well as more effectively manage and accelerate productivity.-Responsible for documenting and creating training materials for all sales processes-Designed, created and implemented enablement programs for sales teams addressing competency gaps spanning, product knowledge, outcome selling, and operational efficiency to improve sales productivity.-Responsible for the management and relationship with all sales vendors, and responsible for driving renewals, cancellations or changes.-Liaison between Sales and Finance teams, assisting with, then taking over, management of SDR and Sales commission plans and completion.-Built out the Salesforce Einstein platform including activity capture, pipeline inspection, conversation insights and opportunity scoring-Responsible for transition of legacy manual commission management to Spiff commission management software-Managing commissions, as well as, managing the structure and design of compensation plans-Assisting with management of contract redlining, as well as, approval/rejection of quoting in deal desk

-Manage SDR enablement by updating, crafting and delivering training programs that help address core proficiencies in prospecting and lead follow-up. -Build, maintain, and execute an efficient and effective SDR onboarding program that increase time to produce. -Quickly ramps SDR’s of all levels to make an effective impact on revenue growth in close partnership with SDR Leadership and GTM team.-Measure and report on business impact and success metrics of enablement programs delivered aligned with sales goals. -Review and identify opportunities for improvement of the SDR facing content and its effectiveness focused on ideal customer profile (ICP) and qualification criteria working cross-functionally with SME’s.

-Responsible for recruiting, onboarding, training and managing a team of 8-9 SDRs conducting outbound efforts to create new sales opportunities in Enterprise and Federal verticals. -Partnering with Marketing to ensure successful lead generation and sales campaigns, identifying areas for improvement in process, efficiency and productivity based on KPIs, and cultivating a culture of trust and curiosity.

Authentic8 enables anyone, anywhere, on any device to experience the web without risk. Founded by the principals from Postini, acquired by Google in 2007, Authentic8’s web isolation platform, Silo, brings a “trust nothing” stance toward the underlying systems and resources we interact with online daily.The Silo Web Isolation Platform separates the things you care about like apps, data and devices, from the things you cannot trust like external websites, users and unmanaged devices. Silo executes all web code in a secure, isolated environment.

-Generate new leads through networking, prospecting, including cold calling, as well as, working with marketing to expand our social media presence.-Make sales presentations to customers and prospects at all levels and in a variety of departments-Assist customers through the sales cycle from initial discovery through to onboardingTarget account selling (prospecting/lead generation, qualification and scoping, closing strategies, negotiation, etc.)-Continually experiment with our sales process, products, cold calling tactics, lead generation techniques, and outbound meeting setting-Craft sales scripts, cadences, and test new pieces of software

-Designed and implemented the sales process which includes the use of LeadIQ, Sales Navigator, Vidyard, Salesforce, and PersistIQ-Scheduled meetings and assisted prospects through the sales cycle-Target goal of four meetings per month within the first 90 days of hire, scheduling 5+ per month.

Acquired and retained potential and existing customers by presenting product and core serviceofferings from the office and over the phone