Emily Hyde Email & Phone Number

Chicago, Illinois, United States

■ Lead Go-To-Market (GTM) training initiatives to equip sellers and key stakeholders, enabling ability to increase revenue and expand product offerings in untapped markets.■ Craft comprehensive training materials covering aspects such as discovery techniques, handling objections/rebuttals, Ideal Customer Profiles (ICPs), and demo processes tailored for effective multi-product solution selling in new markets.■ Establish certification programs leveraging Gong technology to assess and offer feedback on demo roleplays and customer calls, ensuring continuous improvement through data-driven insights and constructive evaluations.

■ Developed and expanded a Sales Effectiveness team of 10 with 3 core functions, including Sales Coaching, Sales Training, and Tools Effectiveness, enabling and training 250+ sellers throughout the Go-To-Market (GTM) process.■ Devised, refined, and executed a sales onboarding program resulting in a 35% reduction in ramp time, successfully onboarding ~ 85 new hires annually and achieving an average training Net Promoter Score (NPS) of 9.2 out of 10.■ Enhanced the utilization of the sales technology stack, including Outreach, Gong, LinkedIn, Salesforce, ZoomInfo, and Vidyard by establishing the Tools Effectiveness function, responsible for creating just-in-time training resources.■ Crafted comprehensive sales programs using ADDIE methodologies and diverse training approaches to educate and reinforce buyer personas, sales methodology, sales process, account planning, prospecting, and personalization for sellers.■ Established a business case to secure funding for the LeadUp sales leadership development program, graduating 60+ existing and emerging sales leaders and receiving the Brandon Hall Bronze Award in 2022.■ Partnered with sales leadership to design multiple Sales Kickoff (SKO) and leadership offsite meetings, accommodating in-person, hybrid, and remote events.■ Conducted multiple sessions for pre-sales solution consulting and sales enablement certification courses for external partners, notably achieving the highest feedback scores in H1 2022 from Sales Assembly participants.

■ Reduced sales cycles 25% by developing an automated ROI calculator and sales collateral using third-party labor market data.■ Improved new business close rates from 6% to 12% by collaborating with Sales Operations to integrate MEDDPICC into sales tools, conducting a phased 6-month roll-out.■ Utilized the ADKAR Change Management model to craft manager enablement and reinforcement materials for "Leaders Go First" program, achieving an 85% material utilization rate.

Chicago, Illinois

■ Spearheaded the recruitment, coaching, and expansion of a remote team of pre-sales solution architects, scaling the team from 2 to 7 members, securing $1.2M+ in subscription revenues from 100 new Enterprise customers through collaborative efforts with Account Executives.■ Developed and implemented sales strategies and customer configuration processes tailored to fuel the growth of new Enterprise customers within a high-velocity team selling environment.■ Conceptualized and executed certification programs empowering Account Executives (AEs) and Account Managers (AMs) with the expertise to effectively demonstrate and position Upwork solutions across diverse buyer personas.■ Led the Voice of the Customer program, forging partnerships with product, engineering, and sales teams to prioritize and develop critical Enterprise capabilities, bolstering competitive positioning.■ Formulated technical solution consulting proficiency aimed at servicing multi-million dollar existing Enterprise clients, identifying integration opportunities to expand revenue in contingent labor spending.■ Served as Communications Chair for the Upwork Family ERG Group, focusing on fostering inclusivity for the company's working parents and caregivers.

■ Spearheaded the development of sales positioning, growth strategy, and messaging for innovative semantic recruiting technology, resulting in organic contract value growth of $1M within a 10-month period.■ Surpassed SaaS revenue growth targets, achieving 102% of the assigned quota for 2017.■ Recognized and awarded $20,000 as the client-voted winner of the companywide "Ideas from Everywhere" contest, CareerBuilder’s annual platform for entrepreneurship and innovation.■ Collaborated closely with Staffing Major and National Account Executives, offering strategic consultation and facilitating the sale of human capital SaaS solutions to streamline and enhance staffing firms' recruitment processes.■ Conducted weekly software demos, showcasing a diverse multi-product solution set across multiple demo environments to reaffirm client needs, clarify requirements, and position CareerBuilder’s software platform as the optimal solution.■ Performed comprehensive training sessions for sales teams and frontline managers, focusing on new product capabilities and effective positioning of a multi-product solution set to drive net new revenue from existing customers.■ Provided insightful thought leadership on staffing industry trends, economic insights, and valuable business and labor market intelligence.

■ Oversaw the Staffing West territory, directing a team of Major Account Executives, and managing a thriving business generating $6M+ in annual revenue.■ Drove training initiatives and seller development, elevating market share, and devising and executing online recruitment and technology strategies tailored to client needs.■ Championed the career advancement of 2 Major Account Executives to the role of National Account Executives while actively recruiting, onboarding, and training 4 new team members.■ Cultivated and managed C-level relationships within the top 25 accounts in the business portfolio, negotiating contracts and executing upselling strategies on annual contracts.

■ Spearheaded a business unit focused on a $186M solutions business segment, encompassing diverse offerings such as SaaS solutions, mobile solutions, advertising, and labor market analytics products.■ Achieved a 20% year-over-year increase in strategic solution sales with a consistent growth trajectory.■ Directed a team of 8 industry-aligned solution consultants, fostering the development of new product messaging and orchestrating collaborative team selling initiatives in conjunction with 200+ sales representatives.■ Engaged in strategic consultation and delivered executive-level presentations to clients, facilitating the implementation of comprehensive talent acquisition solutions tailored to meet their specific needs and objectives.

■ Upheld a $16.6M baseline quota within a dedicated staffing group and the top 60 North American staffing firms, concurrently achieving a 30% annual revenue growth quota.■ Achieved a 56% year-over-year increase in strategic solution sales, elevating revenue from $16.6M to $25.9M between 2011 and 2012, showcasing consistent and substantial growth.■ Conducted extensive nationwide travel alongside the sales team, engaging with clients to present and advocate for CareerBuilder’s strategic solutions, fostering strong client relationships and driving business opportunities.■ Offered comprehensive subject matter expertise in the staffing industry, talent acquisition strategies, talent pipelining software, and labor market analytics, providing valuable insights and guidance to enhance client engagements and solution implementations.

■ Exceeded YTD plan, achieving exceptional performance at 127% of the set target, demonstrating consistent success in meeting and surpassing sales objectives.■ Collaborated effectively with Franchise and Automotive sales teams, leveraging a range of solutions, including labor market intelligence, social media consulting, on-platform/off-platform advertising, and employment brand development to drive impactful sales outcomes.■ Spearheaded the creation of a robust Certification Program for newly introduced products, successfully implementing the program to certify and upskill 60 sales professionals, ensuring comprehensive understanding and effective selling of the offerings.

■ Achieved a 45% expansion in new business within the automotive account base, showcasing adeptness in cultivating and nurturing client relationships to drive substantial growth.■ Oversaw the recruitment, training, and management of a proficient team comprising eight Regional Account Executives, fostering a dynamic and high-performing sales force.■ Designed and executed a comprehensive 12-week training program, imparting essential skills and knowledge to 25+ new hires, contributing significantly to their readiness and effectiveness in the role.■ Elevated the brand presence of CareerBuilder Automotive by strategically showcasing it at key industry events such as NADA and Regional Conferences, reinforcing the brand's visibility and recognition within the automotive sector.

■ Surpassed assigned revenue quota, consistently achieving outstanding performance at 111%, showcasing a consistent track record of exceeding sales targets.■ Orchestrated a substantial increase in the total contract value sold within the Chrysler account, elevating sales from $12,600 to $150,000+, while leading the account team through strategic initiatives.■ Selected to participate in a mentorship program aimed at nurturing and developing new hires within a dynamic inside/outside sales environment, leveraging expertise to guide and support their professional growth and success.