Fractional Sales / RevOps / Enablement services for startups that sell to the public sector.kineticgovtech.com

(Acquired by Clariti May 2023)Camino provides modern and intuitive permitting software for local governments.Key accomplishments:• Faster sales cycles. I took the lead building processes and enablement to support our enterprise product while it was still in development, including a revamped RFP document, scoping process, new demo environment, and reseller engagement.• Increased win rates. My qualified win rate jumped from 10% to 30% in six months after I engineered the bottlenecks out of my own sales process. I attribute this to better demo preparation, early multithreading, and eschewing our demo-first approach for a discovery-first one.• Demonstrating leadership. Every SDR who has worked "for" me for more than three weeks has been promoted to an AE. Camino was no exception - both SDRs were promoted within six months and thrived in their new roles. I would set aside ample time to talk strategy, debrief calls, and advise whenever needed.Key responsibilities:• Serve as the mini-CEO of the territory. Responsible for strategic planning, ICP development, conference planning, coordinating outbound with SDRs, and upselling with CSMs• Manage the entire sales cycle from prospecting to close. We were expected to source deals through cold outreach, take pride in not having Solutions Consultants for demos, co-create SoWs with buyers, and manage contracting.• BYOE (Build Your Own Enablement). Even the smallest deals required enterprise-grade sales excellence. We got comfortable building bespoke slide decks, business cases, close plans, and custom demo environments as needed.• Post-acquisition, I was selected to join the cross-functional integration team. Led the Camino Guide cross-selling initiative, was the main point of contact for all Clariti leaders who wanted to learn more about our products and GTM, participated in Pacific Lake Partners' High Performance Growth summit where we rebuilt Camino's GTM motion from the ground up.

(Bang the Table acquired by Granicus June 2021)Bang the Table provides a SaaS platform that helps public agencies engage more of their residents in the decision-making process.Key accomplishments:• 139% of quota FY20, 122% of quota FY21• Sold top six highest AAV clients in USA as of January 2021• Key accounts: Texas Department of Transportation, City of Chicago, City of Houston, City of Kansas City, Chicago Metropolitan Agency for Planning - all of which were generated via self-directed prospectingKey Responsibilities:• Manage entire sales cycle from prospect to close• Create and execute strategy for networking, relationship building, and territory development in a region that did not have any clients at start of tenure• Produce thought leadership through value-added content including webinars, articles, and professional development sessions related to the community engagement field• Align with channel partners on go-to-market strategy• Navigate government procurement process, including RFP/Q strategy/writing, cooperative purchasing agreements, resellers• Present feedback to executive leadership about competitive landscape and customer needs to inform product roadmap• Improve pricing model in consultant, planning, special district, and K-12 sectors based on market feedback• Represent Bang the Table at conferences and roundtable events

Hybrid SDR / marketing / demand gen / sales enablement role. Jack of all trades. Responsibilities included booking meetings for account executives, producing value-added content, representing Bang the Table at conferences, and assisting with marketing activities.

Walked up to the Bang the Table booth at a conference, bugged the CEO for a job. My follow-up was consistent enough to lead him to believe I had a future in sales. He was right.