Senior Director Of Sales
Chapel Hill, Nc, Us
• Led the strategic growth of Direct Sales, expanding the team to 38 professionals covering New Sales, Renewals, Business Development, Product Specialists, and Partner Programs. Managed employees in the US, Albania, and India, focusing on Annual Recurring Revenue (ARR) growth through new sales and renewals of on-premise and SaaS offerings. In 2023, achieved 14% YoY growth in New Business, closing deals worth 4.8 million in 1H. Increased AOV by 37% YTD, maintaining a 43% win rate. In 2022, drove 35% YoY growth in New Business, generating 10 million in revenue. Increased AOV by 23% YoY, maintaining a 45% win rate.• Management of Renewals process with responsibility for increasing ARR and delivering on price increase targets. Hired a Renewals Operations Lead and five additional Renewals Specialists, growing the team to 11 over two years. ARR growth of 14% in 1H 2023 to 32.3mil and achieved 116% of 2.7mil price increase goal, increasing 38% YTD. ARR growth of 36% from 20.8mil to 28.3mil in 2022. • Established Demand Generation Team, fostering seamless communication with customers and prospects through lead qualification, impactful campaigns, and strategic cadences.• Implemented a proactive solution-selling approach, emphasizing value-based sales and securing high-value Enterprise level deals. Pioneered a Deal Desk Program accounting for 2.4 mil of the 6.1 mil in active pipeline for 2023.• Managed Partnership Development initiatives, launching a MSP program accounting for over 1 million in ARR. • Revamped technology infrastructure, integrating platforms like Gong.io, Klenty, and involve.ai, enhancing operational efficiency and data-driven decision-making.• Collaborated on comprehensive weekly sales enablement sessions, equipping the salesforce with in-depth product knowledge. • Delivered quarterly updates to the Board of Directors and C-Level Executives, providing comprehensive insights into Direct Business status and strategic developments.
