Lauren Wallace Email & Phone Number

Huntsville, Alabama, United States

Dallas, Texas, United States

San Francisco Bay Area

- Created templates, pipelines, reports, and metrics for scalability and efficacy over time- Managed relationship with our marketing team for collaboration on projects, planning, and deadlines- Managed SDR team’s content, output, and bi-weekly metrics (calls made, emails out, responses, open rates, etc.)- Collaborated on all sales and customer support efforts- Developed holistic sales process from outreach to contract signature and invoicing- Developed holistic customer onboarding process, including trainings, granting access, elective meeting cadence, and QBRs

Moscow, Idaho

It is my job to come alongside our partners and clients to provide support and add value to their reports and projects. Because I am more passionate about client relationship and expansion than about new sales, this move was exciting and compelling. I thrive on expanding relationship with clients, strategically growing conversations with clients to add value for them and for Emsi, and working internally to vouch for client needs and product improvement.

I worked to solve problems with our clients using LMI to support program alignment, student outcomes, market research, and so on. In addition to the core SAAS products, I sold custom consulting to my book of business as well, namely a large statewide EIS in Ohio at the beginning of my first year. I was measured based on quota (monthly, quarterly, annually), emails/calls outgoing, relationships with clients, strategic travel.

"Bless the customer" is one of Emsi's three core values and in this role, that was my primary responsibility. Measured on quarterly retention and renewal goals, I supported 3 SaaS products across my book of business and worked closely with 3 sales representatives, covering the entire US initially. Responsibilities included planning and executing strategic on-site visits, building relationships with each of my accounts (both users and strategic contacts), hosting trainings for current users as well as teams more broadly to understand how they could utilize our data, solving client problems with their data solutions, and upselling clients into new solutions to solve new problems.

Moscow, Id

Reporting to the head of Higher Education sales, together we built a predictive pipeline system to support our sales goals for the year and quarterly quotas per sales rep. This pipeline tracking method is now used company-wide by every sales team at Emsi. Other responsibilities included tracking individual rep activity and sales per month, prepping data for 1:1 meetings between reps and sales leaders, data analysis for all sales-related metrics and strategy, region breakouts, Salesforce improvements, process improvement between sales activity and CRM (Salesforce), PIP preparation (supporting data and future improvement goals), cross-checking comp agreements with monthly commissions payout from finance.

My first position at Emsi was for a new team to spearhead sales development. I managed list building, region breakouts, conference research, and overall coordination for the 3 sales development reps and their efforts. As a small team, we were able to be nimble in our strategy and decision-making. Responsibilities included email and phone sales campaigning efforts, coordinating inbound leads with current reps in each region, and constantly evaluating and re-evaluating what success looked like for our team.