Stephen Mullen Email & Phone Number

Greenville, NC, US

Austin, Texas, US

• Oversee implementation, development and ongoing build-out of reporting, software, tools and processes for Marketing, Sales and Customer Success.
• Responsible for NetSuite sales order process as well as NetSuite / Salesforce integration
• Drive revenue forecasting process and modeling for New ARR
• Oversee commission monthly commission process for Sales in partnership with Finance
• Oversee implementation and integration of several new tools for sales and marketing productivity, including Salesforce, Hubspot, SalesLoft, Demandbase One, ZoomInfo, & Sales Navigator
• Develop and build out all reporting across Marketing, Sales, CS and Executive team

Austin, Texas, US

• Oversee implementation and integration of several new tools for sales and marketing productivity, including Salesforce, Hubspot, SalesLoft, Demandbase One, ZoomInfo, & Sales Navigator
• Develop and build out all reporting across Marketing, Sales, CS and Executive team
• Continue to develop documentation and processes across sales & marketing, including user guides, new employee onboarding documentation and how-to guides across all systems.

Satellite Beach, Florida, US

• Sales Operations Consultant to SaaS based software company in the entertainment industry.
• Developing compensation model and administrative process for sales, customer success and support staff with the goal to significantly reduce administration time and possibility of calculation error.
• Developed new process and reporting for customer success to more easily deliver monthly reports to clients, reducing administration time and increasing speed to client.

Needham, MA, US

• Oversaw pricing and yield, sales systems (SFDC and Operative), forecasting, reporting, and third-party partnerships.
• Responsible for SFDC management; led account hierarchy change in Salesforce in addition to implementing rules and validations to ensure ongoing account hygiene and territory management.
• Negotiated 3rd-party sales partnerships with global partners to better monetize under-sold markets globally.
• Led engagement with top consulting firm, identifying bottlenecks and strategic synergies across organization.

New York, New York, US

• Boostr is a CRM developed specifically for the companies in the media industry.
• Provided consultation on sales operations processes, workflow, reporting and KPI’s for 30+ clients.
• Led all facets of reporting, forecasting and analytics products within the CRM application, including design, development, product specifications, QA, product roll-out and product improvement.
• Implemented and launched 3rd-party reporting tool into native software, giving clients greater data access and control. Managed processes for continuous improvement with vendor to ensure customer success.

Santa Monica, CA, US

• Tastemade is a digital publisher focusing on Food, Travel, and Home/Lifestyle content and is primarily focused on social platforms.
• Oversaw sales strategy, infrastructure and processes across sales, pricing and inventory, ad operations and reporting. Team reports grew from 1 to 40 operations and account management professionals, supporting 35.
• Designed, tested, rolled-out and administered the ad sales compensation plan across 6 countries in US, EMEA, APAC and South America, including quota planning, territory assignments and sales incentive programs.
• Designed, maintained and led the reporting for weekly, monthly and ad hoc sales reports for exec team, including all dashboards and KPI trackers for seller performance, pipeline performance, lead generation, and TAM.
• Developed all pricing models and business rules to allow for efficient sales process, including development of pricing threshold approvals, efficient turnaround times, tracking of YTD gross profit margin, and exception.
• Onboarded and managed all aspects of new CRM, ensuring data integrity, efficient seller input, ease of reporting (for sales and operations), and overall efficiency in sales process. Also managed 3rd party integrations.

London, England, GB

• Redesigned leadership reporting to include key data while reducing data lag from 4 days to 1 day by driving efficiencies within sales force processes and requirements.
• Realized 15% YoY growth by spearheading roll-out of new pricing strategy based on data modeling and new product mix.

London, England, GB

• Attained 110% of goal across BBC America, BBC.com and BBC World News via strong inventory management, aggressive pricing and targeted product development.
• Achieved reduction in liability of $2.4M in 1 year against goal of $2.0M in 1.5 years for BBC America by strict focus on alignment of ADU units to program demographic.
• Responsible for financial reporting to executive team in addition to revenue forecasts and variance analysis.

London, England, GB

• Exceeded revenue goals each year 10%+ by leading deal pricing, inventory and ADU for BBC America Channel.
• Implemented sales and pricing strategy, driving 18% YoY growth in 2013, outperforming average network growth of 3 - 5%.
• Responsible for revenue model and monthly reforecast, ensuring that pricing could deliver FY revenue budget.

London, England, GB

• Beat sales and P&L goals for 3 straight years; driven by strict financial controls and strong forecasting.
• Oversaw all financial aspects of BBC America Channel: budgeting and forecasting, financial reporting, and 5-year / 10- year plans, allowing for forecasting control and accuracy.
• Created, implemented and administered advertising sales commission model and plan for TV and Digital Ad Sales teams, decreasing administration delays by 2 weeks.

New York, NY, US

• Led, developed, analyzed and managed financial planning process for TV Guide Channel with annual revenue of $150M.
• Attained and exceeded both revenue goals and cost goals in 2 years of oversight, driven by strict financial controls.

Master Of Business Administration - Mba, Marketing/Marketing Management, General

Bachelor Of Arts - Ba, English Language And Literature, General