Thomas Knickerbocker Email & Phone Number

Belmont, CA, US

Sunnyvale, CA, US

• Spearheaded the strategic transformation of the sales development approach from inbound to proactive outbound, significantly boosting pipeline growth and market positioning.
• Orchestrated a threefold increase in lead-to-opportunity conversions through enhanced cross-functional collaboration and refined sales processes.
• Devised and executed global sales development strategies that led to a 35% increase in pipeline generation for new business opportunities.
• Streamlined SDR/BDR ramp-up time from 3-4 months to 2 months by implementing comprehensive training and onboarding programs, improving team productivity and effectiveness.
• Coached and mentored SDRs with actionable plans to optimize day-to-day activities, translating to elevated SDR performance and overall team success.
• Collaborated with marketing to craft and implement effective outreach sequences, ensuring continuous improvement through data-driven adjustments and A/B testing.

Newtown, PA, US

• Revitalized communication strategy by integrating phone outreach into existing email and InMail sequences, leading to heightened email response rates and a surge in meetings scheduled, significantly contributing to.
• Spearheaded a comprehensive training program focusing on talk tracks and personalization, accelerating new hire ramp-up time and propelling Q1 productivity to triple the previous quarter's figures.
• Optimized engagement rules, territorial distribution, and Salesforce processes enhancing overall team efficiency and substantially increasing the volume of sales activities.
• Directed team coaching initiatives that fostered morale and sustained improvement in pipeline generation for four consecutive quarters, culminating in a twofold increase across North America.
• Strategically steered the product upmarket shift and optimized sales sequences, maintaining high team engagement while restructuring team segments and territories.
• Established and developed a global research analyst team, defining roles and creating training protocols that resulted in analysts sourcing 50% of BDR leads within six months.

Santa Clara, California, US

• Achieved 123% of pipeline quota in Q2 2020, post-acquisition and during the global pandemic.
• Elevated quality requirements by tightening service level agreements, aligning compensation plans with company objectives, and gaining consensus across the executive team.
• Upskilled the team on soft and hard skills to enable Inside Sales Representatives to lead first meetings while fortifying trust across all key stakeholders.
• Pioneered a 4-tiered career path starting with inbound BDRs and culminating with junior account executives closing small deals.
• Partnered with Sales Operations to optimize SFDC processes and workflows as three SFDC instances were consolidated.
• Collaborated with Marketing to develop customer presentations and solution playbooks that synchronized the customer journey from marketing to sales.

Los Gatos, California, US

• Propelled pipeline revenue generation from an average of $700k to an impressive $4.1M monthly.
• Shattered records by achieving the highest pipeline generation within the department in a quarter and fiscal year.
• Amplified prospecting activities by 200% through leveraging SalesLoft cadences, optimizing account and contact strategies, and energizing the sales floor.
• Elevated new hire productivity by revamping the Training Boot Camp, incorporating e-learning and practical, hands-on classroom training focusing on process, tools, and messaging.
• Coached and mentored 8 sales/business development representative managers, enabling them to lead high-performing teams through motivation, coaching, performance, and change management.
• Fostered gender and ethnic diversity throughout the department by revising job description formats, collaborating with recruiting, and overseeing the hiring process.

Cincinnati, OH, US

• Delivered an exceptional 19.2% conversion rate, surpassing the 5-10% goal, within the first 10 months of implementing a new outbound sales model.
• Augmented the conversion rate by 10% and compressed the sales cycle from 49 to 25 days via the strategic addition of new technologies.
• Elevated direct contact with decision-makers by 18% after designing an internal data cleansing process.
• Boosted response rates from 2% to 7% by evaluating and identifying sales opportunities, addressing communication gaps, refining the sales approach, customizing content, optimizing email campaigns, and enhancing mailers.
• Spearheaded the creation and management of comprehensive reporting at the agent, team, and department levels to pinpoint key strengths, opportunities, and areas for improvement in coaching, marketing, sales.
• Implemented cutting-edge platforms, including Insidesales.com, Salesforce.com, a dialer system, and the People Import data scrubbing system, driving operational efficiency.

Mountain View, California, US

• Achieved a remarkable 160% of revenue quotas for Q3 and Q4 2014 by laser-focusing on the fundamentals of call flow.
• Elevated the site's employee engagement score from 68% to 98% after developing and launching a strategic communications strategy (the highest rating across all telesales sites).
• Augmented Enterprise conversion rates by 20% by implementing new outbound and pipeline development strategies.
• Propelled inbound revenue growth by 50% by spearheading new promotional and exploratory marketing campaigns.
• Catalyzed a 35% increase in telesales revenue by establishing and implementing a company-wide call flow strategy.
• Orchestrated strategic planning, sales enablement, and sales operations to drive sales activity and revenue.

Philadelphia, PA, US

CA

Basking Ridge, NJ, US

Basking Ridge, NJ, US

Basking Ridge, NJ, US

Bachelor Of Science - Bs, Organizational Leadership And Business Analytics

Bachelor Of Science - Bs, Computer Science