Rome, Georgia, United States
Sales Leader | Expert in Building & Leading High-Performing Teams Experienced Sales Leader and executive with a proven track record of building and leading teams across Field Sales, Account Management, Inside Sales, and Business Development. Led teams of up to 90 people, driving revenue growth from $20M to $220M and consistently exceeding targets. I utilize a strategic approach with key performance indicators to drive growth while fostering a culture of engagement and high performance.
As Director of National Expansion, I lead the strategic vision and operational execution for the Accountant & HR Advisory channel. My focus is on scaling high-performance sales teams and driving exponential growth through high-trust partnerships with key industry decision-makers. Key Responsibilities & Impact: • Team Leadership: Manage, coach, and scale high-performance teams of Channel Sales Managers and Channel Account Executives. • Strategic Growth: Design and execute account plans to align with key partners’ priorities, maximizing growth potential across our existing partner base. • Operational Excellence: Set and maintain high standards for performance measurement, meticulous pipeline management, and monthly/quarterly forecasting. • Cross-Functional Orchestration: Partner with Marketing, RevOps, and Implementation to ensure high-level partner satisfaction and seamless execution. • Product Expertise: Serve as a strategic thought partner to ensure partners and internal teams leverage the full power of Rippling’s unified platform, including PEO, Global, Spend, and IT. • Quota Attainment: Drive sales performance, activity, and closed-deals to consistently exceed organizational priorities and revenue targets.
• Lead a high-performing global sales organization of 25+ professionals, overseeing outbound and inbound Business Development Representatives, Account Managers, New Sales, and Success teams. • Drive cross-functional collaboration with Product, Marketing, and Sales to execute strategic initiatives and ensure alignment across the Go-To-Market ecosystem. • Serve as a key member of the Go-To-Market leadership team and contribute to the executive leadership team, playing an instrumental role in driving substantial revenue growth and business expansion. • Provide leadership and guidance to 5 direct reports, fostering a culture of excellence, innovation, and professional development within the sales organization
• Lead and Manage Teams: Oversee a department of 90+ Sales Development Representatives (SDRs), driving lead generation, qualification, and pipeline growth, with 5 direct managers. • Develop Sales Strategies: Create and execute lead generation strategies aligned with business goals. • Collaborate Cross-Functionally: Work with Marketing, Sales, and Product teams to ensure alignment and optimize outreach. • Train and Coach: Provide ongoing training and coaching to improve team performance. • Monitor and Report Performance: Track KPIs and generate reports to assess team success and areas for improvement. • Optimize Processes: Continuously refine sales development processes for efficiency and effectiveness. • Manage Lead Qualification: Ensure high-quality leads are passed to sales for conversion. • Recruit and Develop Talent: Hire, onboard, and retain high-performing SDRs. • Drive Revenue Growth: Contribute to revenue by generating high-quality prospects for the sales team.
• Develop and Execute Enablement Strategies: Create and implement plans to drive partner success and alignment with business goals. • Onboard and Train Partners: Lead training programs to ensure partners are equipped with the tools and resources for success. • Collaborate with Cross-Functional Teams: Work with Sales, Product, Marketing, and Customer Success to create enablement materials and support partners. • Manage Partner Relationships: Serve as the main point of contact, fostering strong, productive partnerships. • Monitor and Analyze Performance: Track partner success metrics and adjust enablement strategies as needed. • Create Enablement Content: Develop training materials, playbooks, and resources to support partners. • Lead Partner Events: Organize and host partner workshops, webinars, and events. • Drive 50% Partner Sales Growth: Focus on accelerating partner revenue by 50% through effective enablement programs. • Lead and Mentor 4 Direct Reports: Manage and provide guidance to 4 direct reports, fostering a high-performance team.
• Develop and Implement Sales Strategies: Create training programs and resources to equip sales teams with tools, skills, and content for success. • Collaborate Across Teams: Work closely with Sales, Marketing, and Product teams to align strategies and ensure effective sales enablement. • Track and Optimize Performance: Monitor sales metrics, provide coaching, and refine resources to drive continuous improvement and growth while managing and mentoring 3 direct reports
• Lead and Optimize Inside Sales Team of 60: Build, reorganize, and manage a team of 60, including 4 direct reports, to drive revenue growth and optimize sales performance. • Develop Sales Strategies and Processes: Create and implement sales strategies, streamline processes, and collaborate with cross-functional teams to ensure alignment and maximize effectiveness. • Drive Revenue Growth and Performance: Lead initiatives to drive a 75% increase in revenue, monitor sales performance, and provide coaching to ensure team success.
• Lead Multi-Functional Sales Organization: Oversee teams in Field Sales, Outsourcing, Account Management, and Business Development to drive growth and results. • Business Development Team Creation: Successfully built and launched a high-performing Business Development team. • Outsourcing Sales Transformation: Turned around an outsourcing sales team from 25% to 100% of quota in under 6 months. • Expert in Diverse Sales Portfolios: Manage both transactional and large B2B sales teams with portfolios exceeding $100M. • Achieved 8% Growth: Drove 8% growth in a $15M market share. • Exceeded Sales Targets: Ensured each functional area met or exceeded 100% attainment.
• Sales Turnaround in Account Management: Improved retention from 84% to 98% on a $10M portfolio within one year. • Field Sales Team Turnaround: Led a 3-person field sales team, driving $2M YOY organic growth. • Leadership of Two Functional Teams: Managed 8 account managers and a 5-person field sales team, ensuring high performance. • Exceeding Revenue Targets: Achieved 125% of quota, overseeing $10M in revenue.
• Developed 8 person customer experience agents into a sales account management team; going from no sales experience to 100% in year 1 • Developed strategic sales plan for book of business of $8 Million • Created a high performing culture through employee engagement programs • 100% retention rate of 20 accounts worth $8 million+