Tom Coyne Email & Phone Number

United States

Windsor, Connecticut, Us

Nürnberg, De

Designed the expansion strategy and forecast models to support pipeline creation and revenue production from a team of 10 to over 85+. Forged strategic partnership with Sales leadership to ensure pipeline creation effort aligns with revenue targets. Immediately improved SDR quality through the redesign and rollout of more stringent acceptance guidelines for Sales Qualified Opportunities (SQO). Initiated reset of introducing more in-depth Key Performance Indicators (KPIs) while creating a new, globally accepted SDR compensation plan.Key Accomplishments:• Achievement of 126% of Sales Plan / Surpassed pipeline creation goals with 118% attainment rate• Initiated the design and execution plan of all Global Outbound Prospecting Initiatives to include Targets, List Building, Scripting, Time between Touch Points, Qualification Criteria, Notes and Reporting. • Recruited and launched Directors, Managers and SDRs across AMER, EMEA, APJ, and LATAM.• Orchestrated creation of compelling messaging and spearheaded Account-Based Marketing (ABM) campaigns • Directed SDR efforts to facilitate enterprise-wide migration of data from Rancher to SUSE, mapping data across platforms, such as Salesforce, Outreach.io, LeadIQ, Gong, and archiving essential reports.

Bellevue, Wa, Us

Design and launch of global sales development strategy to ensure alignment between pipeline and revenue goals. Co-owned global sales strategy and execution, fostering collaboration between Inside and Field Sales. Functioned as sales strategist, actively crafting nurture and win strategies, addressing closed-lost opportunities, and providing vertical designation and coaching to enhance performance. Influences lead velocity through the pipe with a focus on campaign conversion, SFDC accuracy and management of sales processes.Key Accomplishments:• Lead role in mentoring Inside Sales Managers and Field Sales RVPs, instilling accountability, driving process improvements, optimizing Salesforce (SFDC) efficiency, and refining closing strategies while nurturing career growth.• Achieved 121% SQO pipeline generation target, expanding team from 20 to 50 Inside Sales Representatives, even amid challenges of COVID-19.• Inside Sales Strategist: Culture of Accountability, Collaboration & Execution, Success Metrics, Data Analysis to drive Campaign Design and Development. • Exceeded expectations by achieving 103% of 2020 Sales Plan, encompassing team of 75 Field Sales Directors.

Bellevue, Wa, Us

Auth0 (acquired by OKTA), Seattle/London/Sydney 2017 – 2019Senior Director of SalesPlayed pivotal role in co-creating Global Outbound Sales strategy, sharing responsibility between Inside and Field Sales. Led development of integrated marketing campaigns aimed at enhancing Sales Qualified Opportunity (SQO) conversion rates. Championed lead in designing and implementing ADR training programs to elevate team performance. Eliminated negative turnover, verifying stable and motivated sales force committed to objectives.Key Accomplishments:• Attained streak of surpassing monthly Sales Qualified Opportunity (SQO) and pipeline creation targets for over 24 consecutive months, consistently hitting 115% of attainment.• Achieved exceptional results by attaining 118% of 2018 Sales Plan and 124% of Q1-Q3 2019 Sales Plan through effective deal reviews and process enhancements.• Spearheaded expansion of ADR teams across AMER, EMEA, and APAC, growing from three to over 75 representatives.

San Francisco, Ca, Us

Responsible for building DocuSign’s Outbound Lead Generation business practice. Led the design and authored most of the OB nurture campaigns to include the ongoing content of MDR Training Programs. Delivered strategic direction and leadership for commercial sales team, aligning sales goals with overall business objectives. Developed and executed lead generation strategies to fuel sales pipeline with qualified prospects.Key Accomplishments:• Played key role in constructing pre-IPO sales pipeline, driving growth in Sales Qualified Opportunities (SQOs), Monthly Recurring Revenue (MRR), Average Selling Price (ASP), and Total Contract Value (TCV)• Achieved feat by consistently surpassing monthly SQO and pipeline creation goals for uninterrupted streak of 36 months, consistently attaining 125% of attainment.• Steered expansion of Outbound team, increasing from 11 to over 155+ Marketing Development Representatives (MDRs).Additional Experience

San Francisco, Ca, Us

San Francisco, Ca, Us

As the global standard for Digital Transaction Management (DTM), DocuSign transforms how people work, live and connect by providing the freedom to finish business faster on the world's most trusted DTM network. Accessible anytime, anywhere, on any device, the DocuSign Global Network connects companies to their customers, partners, suppliers and employee where they transact business in confidence.

Beachwood, Ohio, Us

Provider of PdM software services, consulting, energy assessmentsIndustries Served: Focus on Fortune 500, plus, Automotive, Industrial, Distribution, Technology and Data Centers, Insurance, Financial Services, Property Management, and HospitalityClients Sold/Managed: Abbott Nutrition, Affinia Group, AON, CBRE, CNA, Dean Foods, Duke Realty, Gates Corporation, General Growth Properties, Hilton Worldwide, Hyatt Worldwide, Jones Lang LaSalle, Kaman Industrial, Microsoft, Simon Properties, Sherwin-Williams, Verizon • Primary or shared Sales responsibility for all business units: Predictive Maintenance Technologies (Electrical Infrared Inspections and Reporting, Vibration Monitoring, Motor Testing, Ultrasound Inspections, Oil Testing, Aerial Infrared), Reliability Consulting, Electrical Engineering Consulting, and Maintenance/Repair to include the sales team, account managers• Responsibility for development and execution of sales and marketing strategies to support global growth to include strategic alliances, vertical designations, compensation plans, marketing plans to include website, product literature and trade show schedule• Consistently forecast/meet revenues by vertical/business unit through detailed and accurate pipeline management. Successfully led teams into Manufacturing, Food/Beverage, Hospitality, Technology, Property Management, Insurance• Mentor and evaluate the Sales Teams throughout the sales cycle to ensure peak performance • Demonstrated ability to streamline processes that increase productivity and efficiencies• Responsibilities include: Hiring, Training and Development, Sales Projections, Design of Sales Programs, Incentives, and overall Revenue Production. Selected Achievements• Increased organic revenue growth by 65% over 3 years through integrated sales strategies to include expansion into new verticals, up-sell opportunities, and team building • Reduced Sales Cycle by 23% • Personally contributed $2m in sales.

Akron, Ohio, Us

International Data Management Inc., Akron, Ohio Provider of integrated database marketing solutions for commercial, political and non-profitsClients Managed: The USO, Life Line Screening, Life Line Screening International, United Way, Goodyear Gemini, Cross International, St. Jude Children’s Research Hospital, BioSignia• Directed an Inside Sales Team of 15 Account Managers for data management programs for Commercial and Non-profit Organizations: Database Setup, Master File Maintenance, On-line Systems, Telemarketing/Direct Mail Updates, Monthly File Selects, Merge/Purge, Application Development Outline and Scheduling, Data Entry, Mail Shop• Strong project management skills; experience in organizing, planning, and executing multiple simultaneous large-scale projects from vision through implementation, involving internal personnel, contractors, and vendors; ability to analyze project needs and determine resources needed to meet objectives