Responsible for prospecting and cross-selling to prospects and customer's over 5,000 employees within my assigned Northeast territory. The SaaS platform we provided addressed several needs to help our clients stay compliant within the following use cases:Compliance and Policy ManagementThird-Party Risk ManagementBusiness Continuity ManagementIT Risk ManagementOperational Risk ManagementAudit ManagementHealth and Safety ManagementThe platform helped create workflows for approvals and remediation at the same time eliminating the time, paperwork, and duplicate data entry often found within Excel processes.We also worked with partners for implementation and VAR's to continue pipeline efforts.

After NAVEX acquired Lockpath I moved in the the Director position. We hired someone to take my position over the Lead Generation team and I focused on hiring, developing, and managing the Mid-Market Sales team as a players coach. Our targets were any companies within any vertical under 5,000 employees.

I was hired to manage the Business Development team which was apart of the Marketing side of the house. I moved the team under the current CCO and Sales and grew the team up from 4 to 8 representatives. This increase the inbound SQL's for the sales representatives 60% and lead to an increase in new logos. Responsibilities• Lead day-to-day operations of a team and create daily accountability for reps regarding objectives.• Utilize creativity/out-of-the-box thinking to develop new ideas to stimulate customer interest and demand, resulting in new approaches to prospecting and lead generation.• Utilize metrics and reports to creatively identify ways to improve lead generation.• Continuously develop the team through proper coaching, motivation, goal setting and general direction.• Enforce and improve lead gen processes to maximize team efficiency and effectiveness.• Assist in designing and implementing a training program and materials for new hires.• Take full accountability for the success of this team; promote an environment of metrics-driven decision making.• Work collaboratively with the Sales and Marketing teams to establish a systemic approach to inbound and outbound lead generation that is aligned with sales goals and marketing initiatives.• Track, analyze and report on individual team member’s progress.

• Increased the company sales revenue by 50% in the first 12 months • Created extended-term contract options to lock in long-term corporate revenue (vs legacy construct that only allowed for monthly-term contracts)• Recruited sales professionals to achieve near-term sales targets as well as position for increased long-term growth; hired 3 Account Executives and a Director of Marketing resulting in expanded business development coverage of 4 regions across 48 states• Led all major account contract negotiations to bolster client confidence and lock in new business• Created a flat rate pricing model for SaaS offering resulting in a 50% revenue increase per sale• Led trainings for sales and marketing staff to shift to a Solution Sales methodology which helped decrease our sales cycle by 45%• Drove targeted Applied Behavior Analysis Theory marketing campaigns generating leads for Account Executives• Developed short and long-term sales strategies with Account Executives to gain market share by uncovering new sales, cross-selling, and organic sales opportunities• Introduced metric driven Key Performance Indicators including sales cycle length, demo-to-win ratio, calls-to-qualified leads ratio, win rate, and closed won dollars and reviewed performance with board members weekly• Identified, implemented, and integrated new tools (LeadGenerator Pro and Geopointe) within Salesforce to generate new contacts, create easy target prospecting lists, and geographic targeted emails• Administered the corporate Salesforce instance including creating validations for data integrity, process notification emails for accelerated communications with Client Success, Team, and tracking of closed lost and closed won reasoning

Responsible for prospecting, and growing market share of K-12 software in assigned territory. Specifically providing solutions to eliminate the time, paperwork, and duplicate data entry within cumbersome teacher evaluation processes.I believe that if I can help provide schools with intuitive software to recruit, hire and develop the best teachers and school leadership, we can dramatically affect student achievement and education.

This position absolutely requires a dynamic leader capable of strong individual contribution and ability to accomplish exceptional results with a sense of urgency and small teams Responsibilities• Lead day-to-day operations of a team and create daily accountability for reps regarding objectives.• Utilize creativity/out-of-the-box thinking to develop new ideas to stimulate customer interest and demand, resulting in new approaches to prospecting and lead generation.• Utilize metrics and reports to creatively identify ways to improve lead generation.• Continuously develop the team through proper coaching, motivation, goal setting and general direction.• Enforce and improve lead gen processes to maximize team efficiency and effectiveness.• Assist in designing and implementing a training program and materials for new hires.• Take full accountability for the success of this team; promote an environment of metrics-driven decision making.• Work collaboratively with the Sales and Marketing teams to establish a systemic approach to inbound and outbound lead generation that is aligned with sales goals and marketing initiatives.• Track, analyze and report on individual team member’s progress. Skills/Experience• Self-driven leader with preferably minimum of 1 year of management experience with similar team • Creative, resourceful, able to adapt to change quickly, with an understanding of sales methodology.• Must possess relevant hands-on and leadership experience, preferably in a SaaS Cloud-delivery environment.• Attention to detail, strong work ethic, and time-management skills.• Competitive and high energy with excellent communication and interpersonal skills.• Familiarity with both K-12 educational technology, HRMS enterprise software applications and Sandler Sales methodology.

Execute a strategy to drive B2B client acquisition building interest and excitement around Netchemia’s multiple award winning, cloud-based talent management products including an applicant tracking system, performance management system and a records keeping system, and we are continuing to develop more features, products and solutions.

RESPONSIBILITIES- Make 60+ prospecting calls to school districts on a daily basis, examining the needs/concerns of decision makers at the Superintendent and Assistant Superintendent level.- Identify concerns with the district’s current talent acquisition and performance management processes and seek opportunities to present Netchemia solutions- Qualify leads for Netchemia’s software products and services. - Schedule demonstrations of Netchemia’s software solutions.