Nick Lawrence

Sales Academy, Global Sales Enablement

I build "Enablement Environments" that enable reps to produce the outputs that determine performance.

As a certified Master Instructional Designer, Change Management and Sales Effectiveness Professional, my experience in Human Performance Management and sales best practices enable me to design highly relevant sales programs made up of accessible information, support assistance, communication, reinforcement, scenario-based eLearning courses, performance training, and OTJ coaching that accelerate and maintain sales productivity. 

I spent five years on the Purdue wrestling team, where I received All Big Ten honors, qualified for the NCAA tournament, and won the 2015 Most Dedicated Wrestler award at Purdue University. The sport of wrestling has instilled exceptionally high levels of accountability, ownership and dedication in me. The most influential lesson I took away from the sport was to "get comfortable while being uncomfortable." I'm able to maintain a high-degree of energy and enthusiasm when adversity strikes.

Most importantly, I'm a husband and father of two young daughters. Sharing my love of exploring nature, hiking through the woods, and reading books with my family has been the most enjoyable and rewarding experiences of my life. In fact, I'm so passionate about learning and development that my wife and I are homeschooling our daughters.

Sales Enablement Professional

RainFocus

Solutions Consultant

Vendr

- Built out Vendr’s Product Enablement function from scratch, helping define the scope of the function internally in order to support the entire GTM team as the company pivoted from a Services focus to a Product Led Growth strategy.
- Served as a strategic advisor to product leadership, spearheading conversations and offering guidance related to priorities, process development and improvement, and operational strategy.
- Conducted regular analysis of product roadmaps in Productboard & Shortcut and collaborated with Product Managers and Product Marketing to develop market ready resources and messaging to support our GTM teams
- Designed and managed our product-focused content strategy in Highspot & Lessonly to support asynchronous learning
- Created a full product curriculum and certifications to help all employees showcase an understanding of our core platform, features, & functionality
- Served as the liaison between our seven Product Managers and our go-to-market field teams, consisting of six distinct groups with approximately 250 individuals in Sales, Pre-Sales Customer Success, Procurement, as well as leadership
- Led bi-weekly trainings with our Solutions Engineers and Onboarding team ensuring they could champion new features and drive revenue opportunities from product investment
- Directly supported the C-Suite in the development of a Skill/Will matrix which enabled leadership to make informed decisions regarding performance management & talent development.
- Worked directly with the CFO to develop a new compensation model for our Services teams, which greatly boosted our teams productivity and employee retention. Through this program, we were able to effectively reduce our cost to support customers by 37%, providing roughly $6,500,000 in net value to the business while contributing to a decrease in turnover by 12%

Strategic Programs & Product Enablement Manager

- Was the first enablement hire at Vendr, and built out our initial program and live onboarding structure from the ground up
- Onboarding program reduced time-to-ramp from 30 days down to 14 days (53% improvement) and time-to-close first deal from 55 days down to 40 days (27% improvement)
- Partnered with our Revenue Operations team to develop our first set of departmental KPI’s
- Modernized our existing Professional Services playbooks to maximize negotiation success and drive customer happiness
- Worked with Sr. Leaders to design and develop ongoing programs designed to increase IC effectiveness and reduce customer escalations

Revenue Training & Enablement Partner, Buyers & Procurement

Buyer Training and Effectiveness Program Manager

As one of the first Buyers in company history, I was at the forefront of the creation of the “Negotiation-as-a-Service” category. In my role I regularly met with key customer stakeholders to perform deep discovery on needs to help optimize software spend, and blended data analysis with expertise in supplier relations to reach ideal procurement outcomes. At any given time, I was managing around 75 different deal cycles across 50 different customers, which required consistency of process & excellent project management skills to maintain clear communications & provide an excellent customer experience.
- Managed procurement spend of $23,906,229 & saved customers $3.4 million on contracts
- Closed 299 deals, averaging ~22 deals per month
- Worked through 102 unique customer processes & helped optimize their procurement flow with their senior leadership
- Closed a record 47 deals & was a “Milli Club” member, securing over $1M in savings in May 2021, and was named Buyer of the Month

Senior Executive Buyer

Vendr Executive Buyer of the Month - March 2021
   - Set company record for most deals closed in a single month with 47

Executive Buyer

Blackbaud

As a client-facing AE, my role focused on expanding our existing relationships with our emerging market client base. While focusing on account growth, my role also involves tackling support issues, teaching clients on best practices within our systems, navigating the renewal process, and handling escalations.
- Consistently among the top CAE’s in Prospecting KPI Metrics
- 102 AE Initiated Opportunities from January 2020 - August 2020 ($1,350,339 in generated pipeline)
- Over 205% in quota attainment in March (134%) and April (324%), following lock-down in territory due to COVID-19
- 29 Deals Closed 2020, with a total of $326,835.19 sold
- AE Deal of the Month for Non-Profit Vertical in April of 2020

Account Executive

- 119 BDR Initiated Opportunities ($1,292,395 in generated pipeline)
- Received BDR of the Month Accolades in August and September of 2019
- Received BDR Deal of the Month Accolades in May and July of 2019
- Assisted with hiring, onboarding, and development of new BDR’s while in role, participating in 14 new hire interviews, and trained 8 new BDR’s through onboarding process

Business Development Representative

MM Design, LLC

Creative Director for MM Design, LLC. A graphic design shop I founded during my senior year at Duquesne University in 2015. To learn more about my role within the company, or get a look at the work I have done in the past, feel free to check out our website, linked below.

Creative Director

RoadRunner Recycling

Pittsburgh Penguins

Responsibilities include:

- Creation of graphics and content designed to increase visibility for youth players promoting themselves to junior hockey teams as well as NCAA schools

- Weekly updates to individual player statistics, team schedule, etc.

- Writing articles promoting current player and organizational alumni news

- Oversight of the team's social media presence and twitter profile

Media Design and Web Development

Assistant Coach / Goalie Coach in each of the last 3 seasons at the Midget Major level, including the 2016 National Championship squad, which captured Pittsburgh's first-ever Youth National Title.

Assistant Coach / Goalie Coach

CentiMark Corporation

In charge of planning, coordination, and execution of marketing efforts for the Great Lakes Region, specifically the Greater Pittsburgh, Columbus, Cleveland, Erie, Charleston, and Altoona areas. Responsibilities within this position include:

- Using customer relationship management software such as Salesforce and Cirrus Insight to build up a prospective client base

- Designing targeted marketing programs to promote CentiMark Corporation to new prospects throughout the region

-  Assisting the 5 Senior Project Managers in their sales efforts across the Great Lakes Territories

- Acquisition and coordination of appointments and schedules for our Technical Representatives

Generated $4,452,758 in proposals in the 2016 fiscal year (Apr. '16 - Apr. '17)

Regional Marketing Manager

Amarillo Bulls Hockey Club

Scout / Goalie Coach

Wilkes-Barre/Scranton Knights

As an expansion franchise in the North American Hockey League, there was a good amount of work to be done in getting the marketing of the team to a certain standard.

Key responsiblities included:

- Creation and oversight of teams social media presence, which saw the team twitter account grow from 300 followers to over 1,200 followers (300% increase) in a two-month stretch (June-August), and also saw a single tweet (posted June 6th, 2015) garner over 50,000 impressions, which was key in the growth of the Knights Brand.

- Assisted in the creation of a walk-through sponsorship map inside the Revolution Ice Center. This map was used for identifying areas where sponsorship's could be sold and displayed throughout the facility.  

- Restructured the team's sponsorship pricing to better reflect true market value. This involved a study of area entertainment options as well as population demographics to determine where the team fit as far as the financial priorities of local businesses and residents. Found that existing pricing structure was too steep for many of the smaller businesses that would have been willing to work with the team. Made sure that when we reached out to businesses about potential marketing opportunities, we offered both package options and an à la carte sponsor menu where they could choose opportunities that met their budgetary and exposure needs. 

- Designed rink signage and banners, new team wordmarks and logos, game-day programs, ticket stubs, individual game and promotional flyers, team scouting-documents and all new-media content for team social media feeds.

- Wrote scripts for game-day operations staff, which outlined event-timing, pre-game music and introductions, in-game music and promotions, sponsor messages, etc.

- Responsible for the oversight and training of the Marketing Intern, a senior from Bloomsburg University.

- Creation of weekly reports presented to team-ownership on variety of marketing strategies and budgeting information.

Marketing Director

Responsible for the training and development of the goaltenders throughout the program's 7 teams, ranging from the mite's and pee-wee's to the top NAHL junior program.

Director of Goaltender Development

Pittsburgh Penguins Youth Hockey School

Co-ran the week-long goalie training program of the Pittsburgh Penguins Youth Hockey School with longtime NHL goaltender, and current CSN Washington Analyst Brent Johnson.

Responsibilities included:

- Organization and implementation of daily drill plans, structured progressively so that young goaltenders would build from a stable base of essential skills taught on Monday to more difficult and advanced skills taught towards the end of the week

- Oversight and organization of other instructors and volunteers associated with camp

Lead Instructor

Over the past 5 years, I've been a top performer across a diverse set of roles, from BDR to AE to most recently in Enablement and Operations. 

One of my favorite quotes is "how you do one thing is how you do everything" and I have carried this commitment to excellence with me throughout my career. From prospect and market research, strategic project management, instructional design, and training frontline teams on new feature developments, I bring my unique set of skills to each engagement, as helping others reach their potential is one of the driving forces in my life. 

I love people, and forging strong partnerships and positive culture is ultimately what fuels me in my professional and personal life. At my core, I am a coach and a builder and enjoy taking projects, people, and roles from "0's to 1's".

- Most recently you could find me helping grow Vendr from startup to unicorn, taking on some of their most ambitious projects helping scale the Enablement team as their first hire and driving new business initiatives following a promotion into Strategic Projects & Product Enablement

       - One of the first employees at Vendr (#29)
       - Was the first hire in Enablement after a year of high performance as a Sr. SaaS Consultant
       - Was promoted three times in two years within Operations, and was honored as a member of our 2021 Founders Club for my work on strategic projects

Previously:
- Top performing Account Executive and BDR at Blackbaud with a demonstrated track record of over-achievement in the SaaS space.
- Small business owner focused on graphic design and consulting small-to-mid sized business on marketing and branding 
- Track record of success in coaching and youth leadership, highlighted by a USA Hockey National Championship in 2016 with the Pittsburgh Penguins organization and my work with USA Hockey's Mid-Atlantic Division
- Proud alumnus of Duquesne University and the Palumbo-Donahue School of Business.

Technical proficiencies:
- CRM: Over five years of experience with Salesforce, two years with HubSpot
- Creative: 15 years of experience in the Adobe Creative Cloud, proficient in Figma, Canva
- Sales & Enablement: Lessonly, WorkRamp, Highspot, Gong, Looker, 
- Engineering and Product Development: ProductBoard, Shortcut, Notion, Coda, Navattic
- Generative AI Tools: OpenAI (Chat GPT), Gamma, Jasper AI

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The Battle

Nick Lawrence

Matthew Madore

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