Shelly Gupta Email & Phone Number

Atlanta, Ga, Us

Atlanta, Us

Boston, Ma, Us

Chicago

San Francisco, Ca, Us

San Francisco, California, Us

B2B SaaS technology company helping hotels make more money through better pricing. Promoted to form and run the sales development team; to build and generate sales pipeline. In conjunction manage company partnerships and aid sales and marketing operations.• Created sales development strategy for the company based on best practices and testing. This team became the #1 demand generation channel for the company, returning at least $5 in new ARR for every $1 invested and sourcing 3 of the 5 largest deals in 2H 2019.• Hired, trained, and managed a team of sales development reps (remote global team). Developed onboarding and training program. Ran weekly team meetings and conducted 1:1 coaching sessions.• Worked cross-functionally with enablement, marketing, sales, operations and executive leadership teams to help grow pipeline & establish KPIs; exceeded sales-qualified pipeline goal by 54% in Q4 2019.• Managed high-value target accounts by identifying stakeholders, planning sales and marketing activities, and coordinating engagements. • Helped launch the company's first Account-Based Marketing program which yielded 123 sales-qualified opportunities in the first year, and accounted for 55% of all new pipeline created and $2.2M in new logo bookings.• Implemented marketing lead scoring and sales lead management framework model for global organization (resulted in initial 17 % increase of marketing qualified leads); developed training guide, led sales training, and communicated value proposition to executive leadership team.• Fostered strategic partnerships with third-party vendors (Oracle, Infor, & Agilysys) through referral programs and marketing initiatives such as webinars and whitepaper collaborations; served as liaison between partner sales/marketing teams and Duetto’s sales/marketing teams.

San Francisco, California, Us

• Generated over $8 million in qualified pipeline business through a mixtureof cold calls, marketing campaign follow-up, and direct inboundinquiries..• Exceeded monthly quota; transitioned to Senior Sales Associate five (5)months upon joining.

• Facilitated and negotiated competitor acquisition, which resulted in a $250k sales increase within first year of buyout.• Cultivated and scaled a book of business with over 100+ clients while sustaining a retention rate of 90%.• Developed and maintained partner relations with Montblanc, Energizer, and Sony; HPS top partner vendors to date.• Reduced logo churn by 10% at HPS by implementing a process to proactively conduct customer outreach for new product availability and customer-specific pricing offers.• Hired, trained, and managed a team of 5 sales and operations associates.