Stephen Bach Email & Phone Number

Austin, TX, US

Indianapolis, Indiana, US

• Created and led the entire Nonprofit GTM strategy, resulting in a 46% YOY revenue increase, 39% increase in price per user, and a 22% increase in average sales price vs 2021.
• Managed the acquisition of new market/account data, leading to a complete overhaul of the Nonprofit GTM strategy and the successful transition to a specialized hybrid model of Enterprise and Commercial segments.
• Developed and implemented a new Enterprise AE solution selling methodology that led to a 32% increase in win rate. This included creating a discovery call framework, process map, and collaboration plan.
• Led a marketing task force in the creation of a persona-based and NPO-specific marketing messaging matrix tailored to the desired outcomes of nonprofit organizations.
• Deployed a modernized sales tech stack, including 6sense, Salesloft, InsightSquared, CauseIQ, and Gong across the full sales channel, leveraging my expertise and experience in sales and marketing.
• Acquired three new partnerships and renegotiated two revenue share partner reseller relationships to further increase our overall revenue growth.

• Led a team of 60+ members and 5 managers, including 4 Nonprofit Inside Sales teams and the entire Sales Development department.
• Created and deployed a modern KPI framework that focuses on quality outreach, account research, and stage conversion, resulting in a 25% increase in ASP and 8% increase in win rates.
• Automated the down market into a “click, try, buy” ecommerce model, unlocking ~40% more TAM.
• Optimized and redeployed all relevant modern sales enablement tools, including Gong, Outreach.io, BetterProposals.io, and Vidyard.
• Restructured the entire sales onboarding process to focus on practical certification based on simulated selling environments.
• Successfully hired 23 sales reps and 3 managers in 6 months by modernizing the way we interview, assess, and select candidates.

Charleston, South Carolina, US

• Led a team of 7 senior prospecting account executives selling the entire solution portfolio (Analytics, Fundraising and Relationship Management, Financial Management, Marketing and Engagement, and Payment Services) to.
• Managed the sales process, coordinated internal resources, designed the closing strategy for one of the largest opportunities sold at Blackbaud in 2020, a sale valued at $1.65m in ARR.
• Invited by executive leadership to join 3 critical business workstreams aimed at modernizing our GTM and sales operating model.
• Finished 2020 as the #1 prospecting sales team in the entire company.
• 2020 President’s Club winner.

Charleston, South Carolina, US

• A major contributor to the overall go-to-market strategy. Contributions include: o Solution pricing model o Revised sales process to better match the market o Product demonstration certification process o Overall sales.
• Recruited, hired, and trained a team of 8 talented individual contributors which untimely grew to 24 over 3-month period

Charleston, South Carolina, US

• Selected to relocate to Austin, TX to create and manage the Blackbaud Sales Academy: a sales recruitment and development program designed to "fast track" high caliber talent into strategic sales roles.
• The rapid success of the program during the pilot phase (Q4 2017) led to an increase in funding, expanding the program from 8 sales reps to 24 by Q2 2018.
• Designed and implemented a performance coaching matrix, adopted by the entire sales organization at Blackbaud in 2019
• Redesigned sales onboarding program into a repeatable and effective process with a 2 week "time to productivity."
• Managed all aspects of the sales process including lead generation, Qualification, negotiation, and closing, surpassed sales goad by 118%. 2018 President's Club winner.

Charleston, South Carolina, US

• Led a team of 30+ individual contributors, focused on Sales Onboarding, performance coaching, call observations, and ongoing sales enablement. Finished 2016 at 193% to budget.
• Redesigned 2017 AAE territory management and segmentation process, resulting in 390 SQOs, 196 Closed-Won deals, $2.1m bookings credit, and a 50% win-rate in a 4-month period
• Redesigned the entire go-to-market strategy, including territory segmentation, solution messaging, discovery, demonstration, and ROI building. Required partnering with key resources in product management and marketing.
• Redesigned call coaching/performance management process by created a standardized evaluation criterion with an automated documentation process

Charleston, South Carolina, US

• An individual contributor role selling cloud solutions to Healthcare, Universities, Non-Profit Organizations, and Faith Communities. This team also served as a key talent development program for sales at Blackbaud
• Set all-time sales records in Jan, Feb, March, and April of 2016. Finished Q12016 as the #6 sales rep across the entire company despite being in a “junior” sales role with a limited product portfolio to sell
• This success led me to be promoted out of the program 2 months early into a leadership position, which at that point had never happened before

Basking Ridge, NJ, US

• 1 of 5 sales leaders selected at the regional level to launch a new flagship retail sales location
• Recruited, interviewed, and mentored 40+ sales employees, 8 of which were promoted into sales leadership positions
• Regionally selected to develop and manage a sales leadership development program, resulting in over a 50% promotion rate

Basking Ridge, NJ, US

• 1 of 5 sales leaders selected at the regional level to launch a new flagship retail sales location
• Recruited, interviewed, and mentored 40+ sales employees, 8 of which were promoted into sales leadership positions
• Regionally selected to develop and manage a sales leadership development program, resulting in over a 50% promotion rate

Basking Ridge, NJ, US

• Selected to co-author and pilot a nationally adopted consumer training program
• Ended first year in sales top 10% of CarTn region (#1 region in sales nationally)
• Recognized at Winner’s Circle 2012 as one of the top sales persons in the region
• 1 of 35 sales representatives in the region selected for Career Builder 2012