Jocelyn Powers Email & Phone Number

Washington, Dc, Us

In this role, I spearheaded the development and execution of revenue generation strategies, including market positioning, GTM strategies, sales optimization, sales coaching, and client engagement across diverse market segments. My responsibilities encompassed collaborating with key stakeholders to ensure alignment and effectiveness of sales and marketing efforts, ultimately driving revenue growth and market expansion.One of my key achievements was driving a 20% revenue growth by implementing a comprehensive sales process methodology. This included defining sales stages, utilizing advanced forecasting tools, and incorporating proposal technology, which enhanced alignment across both SaaS and custom business divisions. Additionally, I standardized GTM strategies, creating a consistent pitching process across teams by developing a unified pitch deck and scripting framework, alongside instituting a formal review and sign-off procedure to ensure uniformity and scalability.To further enhance sales team performance and client acquisition, I introduced targeted sales coaching programs, designed urgency training, and developed closing techniques that fostered robust pipeline strategies and improved deal closure rates. I also solidified client relationships and ensured project alignment by conducting regular stakeholder meetings, delivering tailored proposals, and implementing feedback mechanisms to adapt strategies to evolving market demands and client needs.

Sacramento, California, Us

Here, I led comprehensive GTM and sales strategies, overseeing all aspects of revenue generation across diverse product suites. I managed 12 direct reports and cross-functional teams to optimize sales processes, client success initiatives, and product positioning in highly competitive markets. My responsibilities included integrating advanced technology solutions to enhance customer engagement and service delivery, alongside revenue forecasting, reporting, C-suite collaboration, and board engagement.One of my key achievements was developing a robust GTM strategy aimed at aggressive double-digit growth, which generated $1M in new pipeline within two weeks of launch. By leveraging comprehensive data analysis, I identified and exploited market opportunities effectively. Additionally, I transformed customer success operations by implementing QA calls and a risk grading system, establishing regular communication cadences, and initiating targeted interventions for implementation delays, thereby enhancing client engagement.I also revamped product pricing and packaging strategies to support enterprise-level sales, introducing a new pricing model and bundling professional services that increased ACV and positioned the company for premium market segments. Furthermore, I revitalized corporate brand messaging and market positioning in collaboration with marketing, leading to the launch of a thought leadership web conference and roundtable series, positioning the company as a leader in innovative educational solutions.SELECT ACCOMPLISHMENTS:- Led cross-functional teams to launch a white-labeled AI chatbot, securing the first major contract post-launch.- Repositioned product offerings to an enterprise-level solution with white-glove services, increasing ACV from $30K to $35K.- Guided sales and client success teams to meet stringent revenue goals through transformational leadership, focusing on individual strengths and strategic resource allocation.

Washington, District Of Columbia, Us

Driving revenue strategies here, my focus was on identifying market trends and growth opportunities. My responsibilities included managing a team of six direct reports and an international team of five sellers, overseeing hiring, training, and mentoring to meet aggressive post-acquisition targets. Additionally, I supported customer acquisition and retention, oversaw revenue forecasting, analyzed sales data, and identified key performance indicators (KPIs). Collaboration with product teams on features, pricing models, and packaging strategies was also a critical part of my role, leading to record-breaking quarters.Expanding the sales team with strategic hires, including a VP of Sales, Canada Rep, International Sales Manager, and mid-market seller, we successfully met a $6M new business target within the first year post-acquisition. We also doubled new business annual recurring revenue (ARR) within 12 months by shifting from one-time implementation fees to an annual ARR model, transitioning from a modular approach to a centralized bundle strategy, resulting in a 30% year-over-year increase in overall ARR.To further drive growth, I fostered a data-driven culture by sharing comprehensive go-to-market plans, setting clear KPIs, and tracking discovery meeting targets, which led to a 42% increase in new bookings and a 770% growth in the mid-market pipeline in Q1 2023. Additionally, I led successful product development initiatives by collaborating with the acquisition company to create scholarly web profiles and leveraging established products for innovative pilot data offerings.I also boosted sales team performance and reduced the sales cycle by introducing leaderboards, metrics, and incentive plans, shifting the Business Development Representative (BDR) team from marketing to sales, and implementing strategic training and scripting for urgency and closing techniques.

In this capacity, I led the launch of an innovative adult learner recruitment and marketing initiative, which brought consumer data analytics to the education space to drive audience generation and enrollment outcomes. I successfully grew the business from $10M to $50M of annual revenue within three years by expanding product offerings, scaling the sales team, and leading market positioning efforts. Additionally, I created a new market category as an alternative to Online Program Managers (OPMs), and acquired lead aggregator and virtual campus tour products to enhance market reach.To further enhance success, I implemented strategic sales initiatives that increased the average contract value (ACV) from $50K to $220K. By improving market penetration and conversion rates for the Adult Learner Recruitment (ALR) product, I further boosted overall revenue. Moreover, I elevated market presence and competitive advantage through comprehensive branding, content generation, and digital marketing efforts. This included executing thought leadership content, developing competitor battle cards, and implementing a robust demand generation strategy.

Promotion Track: Senior Director, Performance Technology Sales (01/2010 – 07/2014) | Director, Sales (06/2009 – 01/2010) | Associate Director, Member Services (01/2008 – 06/2009)I built a $50M student success technology business, Navigate, from the ground up within three years, achieving an annual growth rate of 20%. By leading product positioning, team scaling, and strategic market initiatives, I was able to increase program revenue by 400% in the first quarter. This success was driven by securing the first university system deals and leveraging data-driven insights to identify and capitalize on revenue opportunities for a retention technology platform.I developed strategies for marketing new products and managing subsequent product rollout and recruitment plans. I identified and managed key sales metrics, established team protocols and sales operations, and executed scenarios to generate sales team pipeline and achieve revenue goals. By analyzing sales data trends, pro formas, and scenarios, I effectively communicated short- and long-term sales strategies to senior leadership and sales teams.

Ba, Art History

Ma, Organizational Management

Education record

Education record