Bullhorn

Enterprise Customer Success Manager

Bullhorn is the global leader in software for the staffing industry. After more than 20 years, more than 10,000 companies rely on Bullhorn’s cloud-based platform to power their staffing processes from start to finish. Led by the original co-founder, partnered with venture capital, and powered by seasoned leaders across a global workforce with an eye toward innovation, Bullhorn has had year over year growth, making it the market leader in the recruitment software space.

•2x Achievers Club - 2023 & 2024

Enterprise Account Specialist

TrainYo 🏳️‍🌈

TrainYo is creating fair opportunities for all in the technology sector.

We’re on a mission to help companies scale their sales orgs quicker, with more predictable revenue by providing them with pre-ramped, ready to go SDR’s who have gone through our Free TrainYo SDR program.

We’re passionate about fair representation & creating fair opportunities for everyone!

SDR Trainer

Venafi

Venafi is a cyber-security technology pioneer that defined the Machine Identity Protection market. Our market-leading innovation is driven by a growing intellectual property portfolio of over 30 patents that keeps the most sensitive networks in the world secure.

Since Venafi’s founding in 2004, Machine Identity Protection has become an exploding sector in the global cybersecurity solutions marketplace. Venafi solutions enable the protection of thousands of encryption keys and digital certificates that provide trustworthy and private communication, both inside and outside of the organization, at some of the worlds most prominent Financial Institutions, Insurance Providers, Retailers, Healthcare enterprises, Technology, Manufacturers, Departments of Federal/State governments, and many more.

Sales Development Representative

Salesloft

Sr. Enterprise Sales Development Representative - Mid Atlantic

Salesloft is the provider of the leading sales engagement platform that helps sellers and sales teams drive more revenue. The Modern Revenue Workspace™ by Salesloft is the one place for sellers to execute all of their digital selling tasks, communicate with buyers, understand what to do next, and get the coaching and insights they need to win. Thousands of the world’s most successful sales teams drive more revenue with Salesloft. For more information visit salesloft.com.

Enterprise Sales Development Representative - Mid Atlantic

Orangetheory Fitness

Responsible for delivering scientifically predesigned workouts for up to 39 members per session
Built OTF class utilization to an avg. of 89% and maintained a first visit membership conversion rate of 84% (65% considered exceptional)
Leveraged consultative approach to understanding member health & fitness goals
Developed a road map with each member that led to rapid results, long term sustainability, and encouraged upgraded service offerings throughout customer lifecycle

Fitness Coach

Led and coordinated initial and ongoing sales drivers (pre-sale events, studio events, community outreach) that grew membership base from 699 to 923 members in 5 months
Organized and participated in special events on a weekly, monthly, and quarterly basis to enhance our member experience, encourage community involvement, and keep member retention rate above 95% every month
Managed, monitored, developed and evaluated all Orangetheory Fitness managers and staff on a weekly, monthly and quarterly basis (6 sales associates, 1 assistant studio manager, 1 head coach, 4 coaches) 
Oversaw scheduling, training, and hiring of all OTF studio staff to ensure compliance and adherence to corporate business policies 
Organized marketing and prospecting events with local businesses to generate qualified leads and cross marketing partnerships
Consistently monitored KPIs and motivated staff to exceed sales goals of 10-15% growth YoY
Developed a high energy culture by finding individual strengths of every employee and encouraging them to utilize them to their utmost potential

Studio Manager

Responsible for providing leadership and daily direction to the sales and group personal training teams
Assisted Studio Manager in managing and exceeding Orangetheory Fitness sales goals and budgets, growing membership base from 769 to 1100 members in 6 months throughout time as an SA and ASM
Aided in the recruiting and onboarding of all employees by monitoring the hiring, training, and scheduling of all Orangetheory Fitness staff
Participated in all community and in-studio events while exceeding sales goals set (average price point and volume)
Delivered on KPIs of 40 calls per day, 20 texts, and 15 emails without fail

Assistant Studio Manager

Provided exceptional customer service to current and potential clients with extensive knowledge of products and services that Orangetheory Fitness provides
Built client confidence by actively listening to their concerns and communicating appropriate feedback to management
Received promotion and assisted in the training and supervision of new employees
Monitored total member count and helped implement strategies to increase or maintain total 
membership
Top performer that produced at least 33% of new memberships sold each month as a part time employee
Delivered on KPIs of 40 calls per day, 20 texts, and 15 emails without fail

Sales Associate

Enterprise Account Specialist @ Bullhorn

Fitness Sales and Operations leader turned Customer Success enthusiast | Self-proclaimed funny guy | Mental health advocate | Michelin Star Chef (but the at-home version)

As someone who is naturally curious, who thrives in a dynamic environment, and loves diving deeper with individuals to fully understand their situations, goals, or challenges, I'm actively fulfilling the prophecy that I've been told from a young age by my entire family - "You'll either be a lawyer or you'll grow up to be a successful salesman" they'd say.

From boutique fitness studios to commercial gyms with over 3,000 members, and more recently as an Account Specialist serving some of Bullhorn’s largest, most complex clients, I've had the opportunity to refine go-to-market strategies that were adopted at a company-wide scale, implement recruiting and onboarding processes that reduced ramp times by up to 50%, and built relationships with both customers and team members that are stronger than ever today.

I'm obsessed with staying up to date on sales and marketing strategies that help companies thrive in a dynamic market that is more competitive than ever before, analyzing and iterating on processes that my team is currently leveraging, working cross-functionally to identify and present solutions to clients, and constantly striving to set outcomes and measurable objectives that help define what a win looks like in all scenarios with prospects, customers, and team members.

Fun facts:
- Passionate about cooking and baking and never shy away from a new recipe
- Have been actively involved in athletic endeavors for my entire life, ranging from football and wrestling to CrossFit and endurance events (half marathons, marathons, triathlons, and trail races)
- My dog and I both love exploring the outdoors. During warmer months we spend a majority of our time on weekends outside, rain or shine.

"Sometimes which choice you make is not as important as making a choice and committing to it" - Matthew McConaughey

Evan Smith

Michael Marston

Manager - Performance & Affiliate Marketing

the Revenue Shop

the Revenue Shop is an advisory focused on helping businesses “revenue” so that they may serve their customers, employees, shareholders and the greater community for the long term.

Reach out to: hello@therevenueshop.com to discuss further!

Vice President - Business Development | Strategy | Revenue | Monetization 

Global Promotion Services

Head of Sales and Marketing 

Nextiva

Designing and executing programs supporting the marketing vision and operations with fast growing global provider of VoIP business phone services and unified communications (UCaaS) solutions. Direct strategic planning, applied analytics, business intelligence reporting, and business development. Rigorously devise and ensure pathways to increase lead volume and heighten lead-to-sale success. Project manage data-driven marketing initiatives, including campaigns utilizing web, email, promo, social, paid, and organic assets. Support and manage technical implementation and ensure proper Salesforce integrations and tracking. 
•	Successfully attained long-awaited partnership with PC Mag, the most coveted directory in their space, within 1 week in new role. 
•	Strengthened relationship with American Express including utilizing American Express Offers Platform. 
•	Delivering new partnerships with Capital One, Mastercard, Forbes, PayPal, Hulu, Peacock, Bark, TechBargains & PCMag, and transforming channel into a profit center.
•	Saved $2.4M (20% of spend) by implementing process improvements, optimizing investments, and deploying IP tracking to block fraudulent international traffic.
•	Elevated internal technical and business capabilities by cross-training staff and socializing cutting-edge acquisition advertising strategies.
•	Brand Reputation. Ensure Nextiva’s online representation for VoIP, Social, UCaaS, CCaaS within Search Engines, obtaining 70% of attainable #1 rankings for Social & Reputation. Pioneered Nextiva’s launch on connected TV. 
•	Developed Segment Based Initiatives. Execute on activities by business segment & product to drive quality Marketing Qualified Leads (MQL).
o	Social & Reputation: Developed and implemented demand generation & GTM strategy for Nextiva Social across all digital channels including SEO, Paid Search & Partnerships. Secured Featured Partner for Social by Forbes Advisor.  MQL Attainment: 123%

PeakActivity

PeakActivity is a digital acceleration and technology services company that enables progress for businesses at every point of their digital journey through modernization, optimization, innovation, and engineering services.

Recruited to develop new client success organization to drive ongoing client revenue & service adoption as well as increase our Net Promoter Score. 

Accomplishments Include: 

• Delivery: Program managed design and delivery of PeakActivity’s first integrated B2B/B2C digital experience. 
• Revenue: Increased average engagement billings 57% through restructuring service contracts. 
• Acquisition: Reinvented lead sourcing and CRM practices to drive higher value prospecting activities.

Client Success

Global Promotion Services is an agency providing incentive, promotional fulfillment, customer engagement and loyalty services with a focus on B2B & B2C sales incentive programs, consumer rebate programs and promotional payments. 

During my tenure with Global Promotion Services, I was directly responsible for the full sales cycle including prospecting, demand generation, value proposition, presentation, quoting, procurement and ultimately signing & retaining new accounts. My direct revenue contribution was over $35 million during this time period with a win rate of 90%. 

Although this industry has typically a multi-year sales cycle, I was successful in developing a methodology for expediting the process yielding more than $12 million in ARR in less than 3 years and total revenue in excess of $60 million including within highly regulated industries and without needing to source outside resources or expenses. 

Responsibilities included: 
►Prospecting & successful sourcing new client partnerships & logos
►CRM implementation & development 
►Ensuring ongoing success of existing client's sales & marketing activities & recurring revenue
►Implementing customer facing and prospect facing marketing campaigns including development of our SEO, SEM & Email Marketing Initiatives 
►Product Development & Optimization
►Developing Prospective Client Facing & Customer Facing Marketing Materials 
►KPI Reporting
►Brand Development & Management
►Account Management & Client Retention & Organic Growth
►Presentation of QBRs and Bi-Weekly Trendcards
►Development, roll-out and ongoing maintenance of GPS Corporate Website
►AML Compliance & KYC Requirements
►PCI and SOX Compliance

Sample client wins include: Navico, BP Castrol, Dexcom, Next Era Energy, SlickDeals

Industries Served Include: Performance Marketing, eCommerce, Automotive, Marine, Utilities, Consumer Electronics, Quasi-Governmental and Loyalty.

Head of Marketing, Sales & Business Development

Afligo

Afligo is a marketing solutions company offering payment processing, rebate, referral, channel incentive, and loyalty programs to help our clients drive incremental sales. 

My primary role is developing and expanding Afligo's partnerships and delivering positive results to existing and prospective clients and optimizing our services to ensure our client's ongoing success.

Director - Marketing

TigerDirect Business

Systemax is a technology e-commerce firm, which operated online and retail stores under the TigerDirect, CompUSA and Circuit City brands in the US, Canada & Puerto Rico. 

I was promoted to direct the corporate global affiliate marketing programs, overseeing building & executing of affiliate marketing initiatives, assisting with search engine marketing (SEM), product listing ads (PLA) and display advertising programs, and driving the go-to-market strategy through more than 10,000 affiliate partners. I collaborated across the organization to build and manage the sales channel, develop partner-specific offerings and promotions, analyze and apply learnings, optimize service delivery, lead customer satisfaction and conversion optimization initiatives, and oversee sales tax nexus compliance issues. Some notable achievements include:

►Swiftly transforming the online affiliate marketing channel from a net loss to profitability by upgrading margins, and collaborating with vendors & internal procurement teams to more effectively source product and utilize co-op marketing funds. 

►Enabling new revenue opportunities through partner network revitalization, including developing programs with partners such as RetailMeNot and Slickdeals. 

►Pioneering our entry into cryptocurrency resulting in TigerDirect being the first electronics retailer to accept Bitcoin. 

►Conceptualizing new business intelligence tools, collaborating with IT on platform development and creation of a KPI dashboard increasing operational transparency through enhanced analytics.

►Launching TigerDirect's first business-to-business (B2B) affiliate program developing programs with HP and Lenovo, opening up a new corporate vertical and acquisition opportunities.

►Leading successful collaboration with key industry partners, including Visa, Shoprunner,  American Express, FedEx & DiscoverCard.

►Developing talent as an ambassador for college recruitment and as a mentor to Management Trainees.

Manager - Affiliate and Performance Marketing: Online/eCommerce, Retail, B2B

In this role reporting to the Vice President of Marketing and Strategic Initiatives, I developed and managed revenue generation strategies across the full spectrum of service delivery, including in-store merchandising innovation, website optimization programs, corporate events, and integrated media events. Notable achievements include:

►Co-leading our Retail 2.0 "connected store" initiative achieving boosts in sales conversion and revenue per ticket, and which reduced “showrooming” through the creation of an in-store comparison shopping platform. Served as main point of contact for this initiative across all 41 stores in U.S., Canada, and Puerto Rico, collaborated on creation of the technology platform, sold the business case across the organization, and led in-store training.

►Enhancing Systemax’s marketing reach through the successful negotiation of co-op advertising funding from Intel, AMD, Sprint, AT&T, Sony Pictures, Warner Brothers & others. 

►Overseeing the design and delivery of the TigerDirect, CompUSA & Circuit City mobile e-commerce sites. 

►Planning and executing the TigerDirect Tech Bash trade show, including the full run-of-show and collaboration on the media and vendor communications strategy.

►Managing the integrated media appearance of the Markham, Ontario TigerDirect store on the Syfy Network program “Warehouse 13.” I collaborated on the contract negotiation and oversaw all onsite filming logistics.

Marketing Analyst – TigerDirect ◆ Strategic Planning ◆ Internal Innovation

Growth Oriented and Performance Proven Sales, Business Development, Marketing & Partnerships Leader

Throughout my career, I have directly contributed to the success of the organizations I have been a part of by creating and implementing successful strategies in eCommerce and omnichannel marketing, business-to-business (B2B) and business-to-consumer (B2C) marketing programs, and other initiatives focused on revenue growth, optimization & maximizing ROI. 

My experience includes managing budgets from over $10 million annually with direct responsibility for more than $100 million in sales as well as leading startup organizations from $0 to generate over $60 million in revenue by leading a people-first, technology assisted approach to innovation and revenue growth. 

Some of my accomplishments include: 
◆ Profitability: Turning around an unprofitable business channel in just 3 months. 
◆ Growth: Profitably growing a startup from zero to a revenue of $1mm per employee/ $15million in annual revenue. 
◆ Innovation: Implementing the first real-world eCommerce use of BitCoin. 


My hobbies include running marathons, having recently completed my 15th full marathon in Miami. My first race was the 2009 ING Miami and I have been fortunate to be able to run every year since with my best time of 2 hours, 52 minutes.

Core Competencies: 

◆ Growth Marketing 
◆ Strategic Partnerships
◆ Cryptocurrency 
◆ Business Development 
◆ Paid Advertising 
◆ People Development 
◆ Enterprise Sales 
◆ Regulatory Compliance 
◆ Profitability 
◆ Loyalty Programs
◆ Government Relations
◆ Executive Leadership
◆ FinTech
◆ Sales
◆ Contracting
◆ End to End Sales

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The Battle

Evan Smith

Michael Marston

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