Frances (Franny) Zhang Email & Phone Number

San Francisco, California, Us

San Francisco, California, Us

- Managed a team of full-cycle Account Executives within the Financial Services business unit - 103% attainment for FY’23, 107% attainment for FY’24

San Francisco, California, Us

- 312% outbound ARR attainment for FY ’21 (company OKR)- 108% quota attainment (inbound + outbound) for FY ’21- Built and scaled the inbound associate sales engineering and outbound BDR teams to 11 people from scratch

San Francisco, California, Us

- Scaled the BDR program to 16 outbound BDR’s across North America and EMEA (actively scaling to 25+), growing from 0 to ~40% of New Business pipeline and ~20% of revenue; delivered 300% YoY pipeline growth - 127% quota attainment against key OKR's to-date: • 2019 (110% Q2, 127% Q3, 106% Q4)• 2020 (88% Q1 (COVID impact), 225% Q2, 109% Q3)- Increased outbound ASP to 6x that of inbound opportunities- Led a global group of 1 manager and 2 team leads- Built an inbound SDR playbook; tested it with one outbound BDR for one quarter and implemented workflows that resulted in 113% quota attainment. Actively building the inbound team to 3 SDR’s.

San Francisco, California, Us

- Initially hired as Solution Engineer #1. Was shortly enlisted by the CEO and Head of Business Operations to build a predictable lead acquisition channel via an outbound BDR team - Spent one quarter building out the outbound team from scratch, the ICP for top 3 verticals and use cases, and a playbook of outreach cadences- Implemented tooling (Outreach, LI Navigator, Zoominfo, Gong), built SFDC reports and dashboards, defined KPI's and evaluated performance against targets- Was then promoted formally into Outbound manager

San Francisco, California, Us

Sales:• Supported $7.5 million ACV closure in FY ’18 (Top SE)• Peak Performers Sales Club FY18• Built a competitive playbook (targeted email campaign and mini product demos), generating $570k in new pipeline and $250k in closed ACVEnablement:• Selected as builder and presenter of a 20-minute product video launched company-wide, enabling every new SE onboarding at Salesforce• Selected as presenter of a 10-minute whiteboard product pitch, certifying 350 global Service Cloud AE’s and SE’sProduct:• Delivered product analysis to COO of Service Cloud, SVP of Product Management, and all global PM’s focusing on customer ease of use and setup at annual PM summits. Product team prioritized feedback - I took an enablement role in the development and rollout of a new product (Service Cloud Lightning), with a focus on the trial & setup experienceProduct Marketing:• Dreamforce ’17 presenter with EVP of Sales on Salesforce’s AI roadmap• Dreamforce ’17 Service Cloud Lightning session presenter• Dreamforce ’16 Service Cloud session presenter• Dreamforce ’16 Einstein session presenter• Dreamforce ’15 Desk.com session presenter, #1 rated session within product category

San Francisco, California, Us

San Francisco, California, Us

Austin, Texas, Us

Palo Alto, Ca, Us

San Francisco, California, Us