Frank Devine Email and Phone Number

•First RevOps hire tasked with building all marketing, sales, and CS infrastructure from the ground up resulting in a 931% growth of monthly top-line revenue•Architected the sales pipeline & account-based sales methodology including extensive customization of Hubspot, scaling from 15 to over 70 Sales & CS users•Partnered with first director of Marketing to overhaul existing marketing efforts to repair domain health, grow contact database by 382%, and revamp website to drive inbound leads across all metros•Collaborate with first CS leader to scope, build, and implement a bespoke Hubspot environment to move the client success team out of spreadsheets and produce CS activity & client health reporting•Assist VP of Sales in developing all new hire training, including onboarding 57 new AEs & CSMs•Created documentation ecosystem covering company processes, sales strategies, and tools/systems allowing frontline reps to self-serve answers regardless of time zone or my availability•Curated best-in-class suite of sales enablement tools leveraging personal connections to negotiate optimal pricing & service levels resulting in strong systems adoption to drive positive ROI•Automated prospecting via Zoominfo Intent & Hubspot Workflows to identify potential buyers, export them to the CRM, and match relevant content to their interest

•Own and optimize entire RevOps tech stack of 30+ SaaS applications; ensuring adoption, utilization, and ROI are achieved with alignment across sales, marketing, and customer success•Focused on system interconnectivity to unlock efficiency, simplify user experience, and enhance scalability across teams/systems; removing the need to acquire additional software•Pioneering SMB go-to-market strategy through strategic partnerships with Zoominfo to drive intelligent top-of-funnel production and Gong AI analysis to decrease sales cycle duration

•Connective tissue between the Sales & Marketing Operations teams and IT, Business Transformation, Professional Services, and Subscription Management teams to streamline global processes •Successful implementation and launch of Clari, a best-in-class revenue intelligence platform, for global rep-level forecasting driving 100% adoption in first 90 days•Increased sales efficiency by integrating tools such as G2 Crowd (buyer-intent), Gong (call recording analysis), and LinkedIn Sales Navigator (contact intelligence) with Salesforce•Developed account grading model to power data model of 150+ unique territories across global sales teams in support of company’s new business segmentation model for 2021

•Own and iterate entire commission process for all Revenue Team roles (18) including plan creation, quarterly & annual targets, documentation, calculations, and rep comprehension of their unique plans•Deployed sales forecasting system & methodology within Salesforce to provide view into pipeline production across all selling teams & products, resulting in greater accountability for sellers and increased focus on current quarter opportunities•Developed 2nd generation mathematical forecasting methodology utilizing revenue KPIs to predict with >90% accuracy, new business closure within the fiscal quarter•Identify and resolve pipeline bottlenecks through the creation of sales funnel metrics including stage-to-stage conversion, ultimate conversion rate, stage duration, and sales cycle by revenue tier•Drove a 50% increase in six figure opportunities in Q4 2019 and Q1 2020 by empowering sales leadership with forecasting data and KPI insights on key, large-scale sales opportunities

•Scoped, built, and successfully sold business case for implementation of Salesforce Sales Cloud for all Revenue teams, driving >90% user adoption within first 90-days•Exclusive resource for Salesforce implementation team during 60-day rapid platform customization, launch, and continued development in the platform•Reimagined existing sales funnel, removing bottlenecks by reducing steps, and increasing forecasting accuracy and consistency through descriptive sales stages and gating requirements

•Reduced sales onboarding time by creating the Sales Playbook to record and outline all formal and tribal processes of the sales organization – an 80+ page living document enriched with links to outside resources, software, and existing documentation to aid the onboarding of new sales reps. •Head trainer of all sales and account management personnel; one-on-one classroom trained 35 new hires on company history, competitive intelligence, power messaging, sales outreach, steps of the sale, closing scenarios and objection handling, onboarding of new accounts, and all tools in the software stack•Lead company transition from Marketo and Pipedrive CRM, to Hubspot Marketing and CRM platform with added ZoomInfo integration for inbound lead enrichment increasing data quality by 50%•Creation of Lead lifecycle in partnership with head of Demand Generation; launched MQL model to track, measure, and increase effectiveness of Marketing investments in paid, social, and email campaigns

•Recruited, trained, and managed team of 13 sales reps; successfully mentoring five through promotion to account executive and increasing average SDR productivity by 30%•Created comprehensive SDR development program focused on data-driven sales activity targets, effective call blitzes, and consultative objection handling•Operationalized C-level and Board initiatives into measurable new market research and targeted outreach campaigns with sales development team

•Full-cycle selling and new market development for entire Los Angeles territory, closing $921,000 ARR in new logo acquisition

•Directly drove +$400k in revenue as an SDR in 2015, produced strong MoM growth in call & meeting conversion rates, promoted to account executive after nine months