Phil Hernandez Email and Phone Number

Lead service line revenue and market share for outsourced sales team and lead generation services for customers of the most premier and cutting edge BPO firm in the world.

Responsible for all GTM functions of Sales, Marketing, Customer Success, & Revenue Operations for VIIZR. Built as a startup joint venture between Ford Motor Co. and Salesforce.com, VIIZR was a CRM and field service management SaaS platform built for the construction trades vertical as a mobile first solution. Closed doors due to financial impact of UAW strike.• Restructured GTM team that resulted in a 10x increase in sales lead attainment, 2x increase in pipeline volume, and 27% increase in month over month user acquisition inside of first 120 days• Developed full scale SaaS customer fly wheel and implemented new channel marketing strategies to harness strategic partnerships at scale to effectively propel customer acquisition• Built and created SDR team to qualify inbound leads and generate outbound direct sales outreach to drive new logo sales creating 4x outbound call activities that helped drive pipeline and new logo attainment• Delivered and implemented customer lifecycle plan to increase customer adoption and gross retention

Brought in as part of the turnaround team to lead PE owned big data SaaS company into the next era of growth by modernizing and implementing SaaS based best practices and organizational structures and systems to scale the business into the next phase of organic and acquisition-based growth.• Successfully integrated 2 vastly different $100mm GTM organizations post M&A with a total team of 150+ sales personnel, including 14 Sales Directors across field, inside, and CS based functions• Increased average monthly new logo sales from $1.1 to $1.9mm within 6 months, through implementing detailed strategy plan of aggressive pipeline growth with an additional 10% increase in ACV• Developed and executed customer lifecycle map and engagement strategy to increase customer retention by 15%, driving new SOP to drive customer adoption• Achieved 125% increase in average upsell revenue by implementing proactive customer lifecycle and engagement protocols at scale

Led private company into the next era of growth with a 5-year plan to strategically transform to SaaS model and exit having doubled the business as a whole and modernize the organization from top to bottom.• Strategized and led growth of a $25mm organization in the Dental Product vertical by modernizing product offerings and transitioning from traditional media sales to an ARR model, resulting in the best revenue year in company history• Doubled market share in a highly competitive space from 8% in 2019 to 16% in 2021, with a 95% gross retention rate and a 120% increase in new logo performance• Revamped staffing and operations to align with new go-to-market strategy by launching customer success department and implementing customer lifecycle cadence and strategy

“Chief of Staff” position for private equity owned SaaS / B2B Media company. Tasked to lead the total sales strategic effort and create performance processes, curate the forecasting process, optimize Salesforce.com implementation and methods, all while leading the core sales and marketing strategy.• Managed a $40mm business unit and led a team of 25 sales and marketing consultants, implementing Inside Sales (SDRs, Mid-Enterprise Inside Sales) and Outside Enterprise Sales models while providing accurate forecasting, sales training, and reporting• Enhanced the Inside Sales/SDR scope from $2.5mm to $15mm in revenue within 6 years, maintaining an 89% customer retention rate annually• Optimized the sales organization by utilizing customer segmentation/stratification and identifying direct transactional and consultative sales opportunities across various channels, contributing to a company EBITDA increase of 5% and generating over $2mm in below the line savings• Drove a dynamic shift in the selling culture by transitioning from a product-based, print-focused approach towards multi-faceted solution-based selling, integrating new digital offerings such as strategic marketing services, lead generation, native advertising, website creation, and content as a service model

2016 Sales Manager of the Year• Increased revenue by 200% to $6.2mm, effectively doubling revenue and scaled up inside sales staff in less than 4 years and maintaining an 80% customer retention rate annually• Increased Digital revenue by 125%; Doubled Marketing Services revenue y/y in 2014 and again in 2016• Increased Events revenue and sponsorships 325%

Joined early-stage startup business unit in the Daily Deals, Social Commerce space, quickly promoted to equip team to sell overall digital sales solutions in market to support Gannett’s growing digital media business. Instrumental in scaling a new business unit from $0 to $31mm in less than 2 years. Wore multiple hats within a start-up culture and environment.• Led and scaled a team from 10 employees to 100 (50 outside AEs and 50 inside sales SDRs) to sell integrated marketing solutions of GannettLocal.com (now G/O Digital) including: SEM, SEO, Social, Retargeting, Reputation Management, Daily Deals, Email, Maps, Video, and Web Development• Developed multiple processes and procedures for: Inventory tracking, KPI measurement, Pipeline Management, Lead Management protocols, Sales Playbooks, and Forecasting in Salesforce.com• Rapidly onboarded and developed sales organization from the ground up. Aggressively set and managed performance metrics and standards, developed 30/60/90 training plan, dashboards, and business plans for predictable growth

Thrived in an entrepreneurial / startup environment and built corporate policies and procedures with the ultimate goal of achieving budget and driving profitability.• Directed total revenue of $3.1mm for corporate and private events, tickets, and racing schools• Reorganized sales team and realignment of company culture for optimal customer segmentation strategy and revenue acquisition resulting in doubling revenue

• Led sales department of 14 Territory Sales Representatives, Key Account Managers, and Business Development Managers focused on achieving market growth in Restaurant, Entertainment, Hospitality verticals• Generated $31.7mm in annual gross profit; Raised market share by 3% by capturing 62 competitive accounts, including the competitions #1 key account, The Canyons Ski Resort• Increased profitability by 8% by restructuring sales force of Key Account Manager, New Business Directors, Channel Specialists, and Territory Managers, acquiring 590 net new accounts• Rescued failing Vending Machine channel by launching new business initiative to place 592 incremental new vending locations and optimizing non-performing locations for equipment reallocation

Learn all aspects of sales operations within the corporation during a 4 year time span. Develop exceptional proficiency in operational roles and tools. Evaluate current practices in each department and report on ways to maximize efficiencies and productivity.