Michael Scully Email & Phone Number

Princeton, Nj, Us

Barcelona, Barcelona, Es

New York, Ny, Us

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London, Gb

- Recruited to a PE backed firm, reporting into the CRO, managing a team of seven consisting of Business/Sales Development Representatives (XDRs), Business Operations, and Revenue Enablement- Founded a Global Business Development program, building out the team, processes & infrastructure from scratch to support SMB, mid-market & enterprise- As of 12/31/23 the XDR team generated 618 meetings & 254 opportunities for quota-carrying teams, totaling 23.9M GBP net in pipeline and 1.26M GBP in closed-won sales- Optimized our MQL to SQL process in year one, leading to a 254% increase in SQL conversions year over year- Pivoted the BDR GTM plan in year two to focus on an outbound strategy, leading to a 111% increase in introductory meetings and 129% increase of pipeline generated year over year- Created the first onboarding plan for the business development team, reducing average ramp time by 28%- Built a comprehensive Sales Playbook for the revenue organization- Hired the company's first Sales Enablement Analyst responsible for onboarding, training & enablement support- Established the company’s first Revenue Organization Summer Internship Program from ideation to execution tasked with supporting nine projects/campaigns before a final presentation to the Board- Successfully managed multiple tech stack migrations and deployments- Handled recruitment, onboarding, ramping & training of all new XDRs globally, as well as provided continual coaching & development post-ramp- Ran quarterly reporting through Salesforce and Salesloft to identify trends and posit actionable insights- Led daily/weekly team stand-ups and QBRs to review performance against targets, and to direct the team on areas of opportunity, growth and improvement- Collaborated with cross functional teams on commission plans, reporting, Marketing campaigns, lead acquisition strategy, and process and tech stack optimization

Denver, Colorado, Us

- Promoted to report into the VP of NA Sales, managing a team of four Land & Expand Sales Development Representatives during the 2020 & 2021 fiscals years, then seven during the 2022 fiscal year- Led my team through a company-wide merger, mitigating disruption in Q1 and finishing at 113% to target- Continued my responsibilities as an individual contributor during the 2020 fiscal year while managing the SDR team- Generated $3.8 million dollars in ARR pipeline off an estimated 350 engagements with prospective clients as an individual contributor- Handled recruitment, onboarding, ramping, and training for all new SDR's in North America- Coached and mentored five SDRs that were subsequently promoted to Inside Sales roles- Responsible for workflow creation & development of effective messaging and value propositions across the SDR and Sales Teams for inbound and outbound initiatives across all buyer personas- Coordinated SDR & Sales team collaboration for inbound, outbound, and ABM campaigns- Analyzed SDR data to develop insights and make recommendations for optimization- Partnered with Finance, Sales Operations & Marketing on commission plans, reporting, distribution, inbound funnel improvements, joint campaigns, and process & tech stack optimization

Denver, Colorado, Us

Top performing US SDR in 2018 & 2019- Drove $2.6 million dollars in ARR pipeline off an estimated 219 engagements with prospective clients- Responsible for finding and connecting sales reps and other closers with the right leads and business opportunities across the Great Lakes & South-Central US Territories- Nurtured and qualified new leads through our discovery process before coordinating demonstrations with Sales- Conducted thorough analysis of target prospects and Poppulo’s offerings on a recurring basis, building an expert understanding of the industry and sales process, leading to an average of six meaningful conversations per day- Responsible for 400+ sales activities a week via outbound dials, emails, and social selling channels

Austin, Texas, Us

- Closed three $150,000+ ARR ERP Cloud transactions in coordination with the field organization- Cultivated strategic partnerships with leading Oracle brands in North America- Responsible for 200+ interactions a week via outbound dials, emails, and social selling channels- Coached three team members on call scripts, demos, email campaigns and PowerPoint marketing collateral- Alleviated business challenges relating to industry, compliance regulations, and product specifications- Managed 300+ mid-market accounts in 20 Eastern Canadian industries select the best back-office solutionsAreas of Focus:- Financial Management- Revenue Management- Project Financial & Execution Management- Procurement- Risk Management- Enterprise Planning- Planning & Budgeting- Account Reconciliation- Financial Consolidation and Close- Enterprise Performance Reporting- Profitability & Cost Management- Tax Reporting- Inventory Management- Order Management- Manufacturing- Product Lifecycle Management- Product Master Data Management- Logistics- Supply Chain PlanningProduct Suites:- Oracle ERP Cloud- Oracle EPM Cloud- Oracle SCM Cloud

Bachelor Of Arts (Ba), Economics

High School Diploma