- Shifted the global BDRs from a hybrid team in Q1 to an outbound team in Q2, and shifted from a vertical approach to a territory/named account approach- Increased outbound calls by 400% and outbound pipeline by 2340% between Q1 and Q4- Oversaw global enablement, including teaching best practices on cold calling, tailored email writing, prospecting, prospect/account qualification, etc. as well as live practice/coaching, certification programs, and promotion readiness programs- Worked closely with sales executives, revops, and marketing to overhaul MQL scoring, lead routing, and global account ownership rules as well as standardized nomenclature for lead status’, lifecycles, and meeting types- Created global Rules of Engagement and BDR Playbook to provide role clarity and swim lanes- Evaluated and negotiated SalesLoft implementation; managed the full implementation, integration, and configuration into the current tools and workflow- Overhauled all inbound and outbound sales messaging, to focus on persona and industry trends, challenges, and pain by implementing a content committee and creating playbook campaignsCascade is the world's #1 strategy execution platform helping thousands of organizations make their visions happen, through building their business and departmental plans, right through to tracking and execution of initiatives, team performance and more. Our customers are redefining the world as we know it - from battling the AIDS epidemic and establishing a supply chain for COVID-19 vaccines, to building the world’s fastest Formula One car.

I manage a team of 12 inbound and outbound sales development reps.PagerDuty is your fastest path to incident resolution by helping IT Operations and DevOps deliver on the promise of agility, performance, and uptime.

At BrightTALK, I worked with marketers in the enterprise space across North America to develop and execute their go-to-market strategy. In my role as Team Lead, I also oversaw two SDR teams, one inbound and one outbound, focused on small and mid market business.Accomplishments as Team Lead:- Became a BrightTALK thought leader, providing insights on market trends and marketing best practices- Contributed to $3 million in healthy pipeline in Q4 2015- Hired, onboarded, and ramped 6 new SDRs- Innovated interview process to include call testing- Decreased onboarding timeline from one month to 6 days- Decreased SDR full ramp time from 4 months to 2 months- Reduced lead status fields by 75%- Leveraged tools and technologies to double SDR call and email activity (including Salesforce, Marketo, ToutApp, New Voice Media, SnapEngage, and Datanyze)- Grew business and relationships within accounts at Anthem, Arrow, Canon, CA Technologies, Cisco, EMC, HP, IBM, Intel, NetApp, OpenText, Oracle, Sage, SAP, Thomson Reuters, and VerizonBrightTALK™ works with modern marketers to create and nurture leads with video and webinar marketing programs. Every day thousands of thought leaders are actively sharing their insights, their ideas and their most up-to-date knowledge with professionals all over the globe through the online event technologies that BrightTALK has created.

- Managed pipeline of an average of 150-200 enterprise level companies at any given time- Grew business and relationships within accounts at Arrow, CA Technologies, Cisco, EMC, Google, HP, IBM, Intel, NetApp, OpenText, Oracle, Salesforce, and SAP- Developed pipeline through a combination of cold calling (80+ per day), e-mailing (30+ per day), outbound/inbound prospecting, and networking- Employed social media selling techniques, including the use of LinkedIn and Twitter, to build more robust pipeline- Passed leads to sales team based on a variety of qualifying factors, including budget, timing, need, and authority- Met weekly and monthly quotas to successfully reach OTE- Utilized Salesforce and Marketo to drive pipe, manage dashboards, review analytics, and track performance- Drove qualified leads to sales team and nurture through to closed business- TOPO trained

- Managed pipeline of an average of 200-250 SMB companies at any given time- Developed pipeline through a combination of cold calling (40+ per day), e-mailing (30+ per day), outbound/inbound prospecting, and networking- Employed social media selling techniques, including the use of LinkedIn and Twitter, to build more robust pipeline- Passed leads to sales team based on a variety of qualifying factors, including budget, timing, need, and authority- Met weekly and monthly quotas to successfully reach OTE- Utilized Salesforce and Marketo to drive pipe, manage dashboards, review analytics, and track performance- Drove qualified leads to sales team and nurtured through to closed business- TOPO trained

- Managed all aspects of the litigation process, including drafting motions, submitting complaints, and developed approximately 150-200 cases, while simultaneously monitored all aspects of the litigation process from discovery though verdict - Facilitated personal injury trial process, including compiling all relevant case documents as well as creating PowerPoint presentations used in the courtroom, resulting in potential multi-million dollar verdicts- Communicated closely with key litigation stakeholders, including judges, defense counsel, and clients in order to facilitate the trial process- Developed relationships with new and existing clients, and worked closely with them to achieve optimal trial and settlement results- Analyzed client depositions and sworn testimony in order to submit injury claims to defense counsel and trusts as well as selected viable defendants to pursue- Scheduled depositions for clients, including making reservations for hotels and cars, as well as booking flights, conference rooms, and catering services

- Selected and purchased merchandise from regional, national and international vendors- Fostered relationships with an average of 30 vendors (including brands such as Cosabella, Hudson, Wolford, Furla, Longchamp, and Rebecca Minkoff)- Managed general administrative work, including book keeping and filing and overseeing four to five employees at any given time- Oversaw customer relations (including custom orders), customer service, while fostering existing client relationships

- Created story boards and sitting sheets, resulting in monthly spreads for the January 2011, February 2011, March 2011, and April 2011 issues- Communicated with PR companies (including Edelman, Ruder Finn, and Hunter PR) to receive clothing for upcoming shoots - Collaborated with entrepreneurial as well as established fashion houses for lookbook appointments, resulting in consistent product inflow in order to complete photo shoots and spreads

- Researched trending fashions, stylists, and brands to create the Power Grid of designers, models, brand executives, writers, and photographers- Managed all online social media marketing, including Twitter and Facebook, aiding in growing the audience to nearly 55,000 followers- Drafted press releases regarding the launching of the website and exclusive interviews