Laura Mcfarland Email & Phone Number

Boston, Ma, Us

Boston, Ma, Us

Available as a fractional sales and business development executive on a contract basis to develop practical and actionable strategies to increase revenue through partnerships and sales opportunities. Provide customized solutions that focus on long-term revenue growth and customer impact. Thoroughly analyze sales processes, sales operations, and methodologies to identify areas for improvement and implement strategies that drive growth.

Greenville, Sc, Us

Recruited by the CEO to lead a team of five enterprise account managers and two BDRs selling services and SaaS solutions to U.S. colleges and universities. Oversaw GTM motion, sales funnel management, pipeline growth, and forecasting, delivering $15M in annual revenue. Engaged strategically and effectively with marketing, product, sales operations, and other stakeholders to achieve company goals. ✔️ Achieved over 200% of the 2022 budget, exceeding the target across four service lines.✔️ Increased average deal size by 69% YoY while decreasing sales cycle by 21%.✔️ Elevated renewal rate from 63% to 75% within 24 months and increased net new opportunities by 33%.✔️ Worked with prestigious institutions such as the College of William & Mary, Davidson College, Texas A&M University System, University of Michigan, University of Pittsburgh, and University of San Francisco.

Washington, Dc, Us

Responsible for overseeing the four-person business development team and transforming the corporate partnership strategy across sponsors, exhibitors, and advertisers. Focused on building robust relationships with senior decision-makers. Directed the seamless integration of Salesforce CRM, which streamlined our processes and reporting while boosting lead generation. ✔️ Realized 128% of the 2020 sales goal, up 11.5% from 2019, by introducing a multi-year engagement strategy and increasing average client spend.✔️ Drove double-digit growth for the first time in nearly five years for the team and organization.✔️ Established, nurtured, and converted relationships with decision-makers at corporate clients, including TIAA, Aramark, Fidelity, Ellucian, Bank of America, Workday, Deloitte, and Sodexo.

Washington, District Of Columbia, Us

Reporting to the CEO, I led the $5M GTM strategy for this higher education media startup, a PE-backed portfolio company led by Quad Partners. Deploying a people-centric leadership style within a sales and business development team of 12+ members drove profitability while achieving zero unwanted attrition on the sales team. Designed and implemented the sales and marketing infrastructure from concept to execution, establishing three profitable business lines. ✔️ Served as a key member of the Executive Leadership Team and reported at monthly board meetings; developed competitive sales compensation plans.✔️ Boosted growth YoY for 11 years, delivering $8M in annual revenue (50% was recurring revenue). ✔️ Improved annual recurring revenue by ~15% by focusing on our first-year client experience.✔️ Attained aggressive revenue targets by expanding product offerings to existing clients, increasing upsell, and reducing churn.✔️ Catapulted institutional branding sales by 75% within 12 months by reallocating an account executive.✔️ Established the company's first customer success team, resulting in a 9% increase in renewal rate in year one.

Bachelor Of Arts - Ba, Psychology And Sociology

Master Of Arts - Ma, Marketing/Marketing Management, General