Atlassian

Enterprise Sales Development Representative

Seamless.AI

Strategic Advisor

Maildoso

Sendspark

Orum 🥇

Building pipeline isn't just about numbers. 

It's about strategy.

Working alongside Account Executives, I drive growth in the Mid-Market space through a multi-threaded approach that gets results.

My playbook? 

↳ Master the art of cold calling
↳ Leverage personalized multi-channel outreach
↳ Build relationships that convert

I maximize every tool in my tech stack:

↳ Orum for high-impact calling
↳ Outreach for sequence automation 
↳ Sendspark for video messaging
↳ Salesforce for deal management
↳ LinkedIn Sales Navigator for targeted prospecting
↳ Clay & Crossbeam for research
↳ ZoomInfo & Apollo for accurate intel
↳ Zoom for impactful video meetings
↳ Slack for seamless collaboration
↳ Google Suite for efficient workflow

But my impact goes beyond personal success.

I've trained teams on prospecting effectiveness, sharing expertise across our full tech stack. 

Because when the team wins, we all win.

The results speak for themselves. 

Q3 2024: 33 meetings booked, 16 qualified

↳ 100% quota achievement
↳ $398K pipeline generated
↳ $30K ARR converted

Q4 2024 is already showing promise:

18 meetings booked, driving $143K in pipeline value.

My mission? 

Transform conversations into opportunities, and opportunities into partnerships.

Senior Sales Development Representative

Transect

At Transect, I bridged the gap between technology and renewable energy development, helping teams automate site selection and critical issues analysis.

My approach?

↳ Prospect and meet with Development Directors and Energy Consultants
↳ Deliver compelling demos that showcase automation power
↳ Transform complex data into actionable insights
↳ Drive decisions through BANT-qualified opportunities

Leveraging a powerful tech stack:

↳ Transect's platform for site analysis
↳ HubSpot for deal management
↳ ZoomInfo & Sales Navigator for targeted prospecting
↳ Zoom for impactful virtual demos
↳ Google Suite & Slack for seamless collaboration
↳ Custom GPTs for enhanced productivity

Beyond selling, I drove innovation:

↳ Created sales & marketing video content
↳ Developed AI tools for team efficiency
↳ Trained team members on ChatGPT integration
↳ Maintained pristine pipeline data

The impact?

↳ Set record as fastest new hire to close
↳ Streamlined operations with custom GPT solutions
↳ Built lasting partnerships in solar & battery storage
↳ Transformed site selection processes

My mission? 

Help developers accelerate renewable energy development through automation and innovation.

Account Executive, Content Specialist

Ryder System, Inc.

Conducted sales and prospecting training for new hires, teaching outreach strategies and tools to improve pipeline growth.

Developed custom ChatGPT workflows for sales research, prospecting automation, and outreach personalization.

Continued to drive pipeline by leveraging intent data and customer reports to identify and engage high-value accounts.

Sales Achievements:

2024 (Q1): 92% of meeting goal (11/12); $59.9M in new pipeline.

Senior Enterprise Account Development Manager

Consistently ranked as the Top ADM year-over-year for pipeline generation and meeting performance.

Prospected Top 50 CPG accounts and 100+ international prospects, supporting 7 Directors of Business Development.

Leveraged ZoomInfo and Sales Navigator for targeted prospecting research and identification of key stakeholders.

Met bi-weekly with DBDs to strategize, categorizing accounts into a tiered priority system (high to low) and collaborating to engage and advance opportunities.

Used intent data, customer quarterly reports, and 10-K filings to align messaging with business priorities and uncover new opportunities.

Executed outreach through cold calls, emails, and video messaging, driving engagement and building pipelines.

Sales Achievements:

2023: 111% of meeting goal (40/36); $57.8M in new pipeline.
2022: 196% of meeting goal (47/24); $112.2M in new pipeline. 

Awarded 2022 Quota Buster for generating $112.2M in new pipeline. 

Tools Used: Salesforce, Power BI, Seismic, Teams, RingCentral, ZoomInfo, Sales Navigator, and ChatGPT.

Enterprise Account Development Manager

Fusion Logistics Services

Excelled in identifying, engaging, and sustaining a robust pipeline of potential brokerage clients, exceeding established targets. Gained access to decision-makers and closed deals by utilizing a disciplined prospecting approach, including cold calling, networking, and social media, and by addressing customer pain points. Delivered outstanding service by prioritizing customer satisfaction, while managing existing accounts and collaborating with the team to enhance efficiency. Contributed to business growth and success by leveraging operational support, negotiating pricing and contracts, and devising strategic account plans.

Senior Account Executive

Fusion Transport

Skillfully negotiated carrier and client collaborations to grow and sustain a prosperous book of business. Utilized industry expertise to build robust relationships with clients, operators, and agents to seize valuable freight opportunities. Mediated and resolved shipping issues, while streamlining transactions. Excelled under pressure. Strategically prioritized tasks and implemented focused lead campaigns to discover new sales prospects. Adopted a client-focused approach to empathetically address customer needs, providing customized solutions using in-depth knowledge of the transportation sector.

BlueGrace Logistics

Molded and developed 10-person sales team. Shifted focus from cost to customer relationships. Aligned supply strategy for increased sales and profitability. Managed shipments from shipper to consignee. Matched carriers with freight through expert carrier relations. Delivered customized solutions for each client's unique model. Specialized in cost/process management, technology, risk/change management, and supply chain optimization. Prospected, qualified, and generated new customers. Negotiated pricing with carriers and customers. Exceeded sales quotas consistently.
Nurtured lasting relationships with existing customers.

Senior Account Executive, Team Lead

Account Executive

Cold-called and closed new business, boosting revenue through strategic sales planning.
Trained clients on TMS, troubleshot and maintained accounts, and managed receivables.
Booked and tracked shipments, resolving customer issues for seamless delivery.
Qualified customer needs, uncovered growth opportunities, and consistently followed up.
Achieved 283% of revenue goal in first year, retaining over 50 accounts and preventing loss to competitors.

Account Development Representative

Harmonizing sales & marketing to compose winning strategies.

👋🏽 Thanks for stopping by! 

So, who's JR? 

A Baltimore native who made the Sunshine State home—and never looked back.

I grew up in an artistic household where my passion for music took center stage.

Picked up the saxophone in '06, and to this day, still play professionally.

But life had other plans.

I found my way into SaaS sales and discovered a new way to create impact.

Now, I’m an Enterprise SDR at Atlassian. 

Highlights from My Career

↳ Generated over $3M in profit across my sales career.
↳ Delivered $112.2M as a quota buster at Ryder.
↳ Created GPTs that enhanced sales efficiency at Transect.
↳ Won President's Club in 2017 at BlueGrace.

My Approach to Sales and Leadership

→ Adaptability: Staying ahead in a fast-changing landscape.
→ Authenticity: Building trust through transparency.
→ Accountability: Owning my results and leading by example.

What I Bring to the Table

Beyond SaaS sales, my expertise includes:

↳ Personal branding strategies that resonate.
↳ Video creation/editing for promotional & social content.
↳ Mentoring in AI, video, and sales strategies.
↳ Proficiency with tools like HubSpot, Outreach, Salesforce, and more.

Whether you want to explore sales strategies, AI, or personal branding—or just talk music

Send me a message or email me at jtbrichardson@icloud.com.  

I’d love to collaborate and help you achieve your goals
while always giving you my best and supporting the best in you.

Jordan Richardson 🎷

Aaron Milner 📈

Director of NAMER Enterprise Sales Development 

QuaerisAI

Leading Sales, Marketing, Sales Development, RevOps and the Partner Program

Chief Revenue Officer (CRO)

ListenUp, Inc.

ListenUp is a new Human Resources / People Ops platform that makes giving and receiving feedback fun and safe! Painstaking surveys and quarterly performance reviews are now rewarding, gamified, impactful.

Advisory Board Member

- Q4 (Nov-Jan): my team hit 164.6% of quota and, again, all of my reps hit quota 
- Q3 (Aug-Oct): my team hit 121.6% of quota and all of my reps hit quota

Sales Manager SMB

#1 AE of 2023 across all segments

President's Club - Top Overall Performer

Enterprise Account Executive

After buying Orum as an SDR Leader, and having wild success with the platform, I have come to Orum to help the next wave of revenue growth leaders reach their targets.

#1 AE of Q2 2023 - 2nd highest Quarter in company history, despite a challenging macroeconomic environment

Matillion

Ramped outbound from scratch, taking the team from 50% of quota to 107%. 

Led as many as 21 SDRs and one Sales Development Manager. 

When I started, the team had 5 SDRs. We had just lost the top 3 SDRs (two promotions and one had left). The team was heavily reliant on Marketing Qualified Leads, and the team was around 50% of quota. 5 months later, the team was at 20 SDRs and hit quota for the first time in company history, despite the quota being 4x and the MQLs remaining the same.

Crownpeak

Most proud of the coaching tree I left behind, getting multiple of my SDRs promoted. 

Second most proud: I was a founding member of our DEI Committee.

I suppose this matters too, but it matters less in my opinion. No one will remember this 50 years from now: 

My team achieved 6x inbound efficiency during my time here, with half the team size.

Scaled outbound and cross-sell motions.

Took over RevOps, after our Marketing Ops Manager left. I was Admin on our entire sales techstack besides Salesforce. This included Salesloft, Gong first, then Jiminny, LinkedIn Sales Nav, Orum, Drift and more. Expert on all of the above, as well as Salesforce, Hubspot, Apollo and Outreach.

I was an instrumental partner of Marketing, quarterbacking our entire ABM motion (from account selection and intent signals, down to outbound SDR touches and digital demand strategy).

Global Enterprise Sales Development Manager, ABM Marketing Ops Leader

Pete's Panels

This is an Intellect Marketing and "Outsourced SDR's" project.  

Pete's Panels is one of the leading office furniture companies in Colorado, and they have grown by leaps and bounds with marketing alone.  Just by taking incoming calls and their wonderful reputation, the last few years have been stellar and busy.  However, ownership was dissatisifed with a plateau in what Google alone could offer.  We have written a training program and hired a team of 7 Sales Development Representatives.  Now, thanks to this new team, they are getting ahead of the curve and are targeting large Enterprise-level opportunities in the booming Denver market.  The new team is projected to more than double sales in the first year alone, as the team become market experts and build a pipeline.  Going forward, the team should contribute 75% of the company's sales.

Director Sales and Business Development

Intellect Marketing LLC

Marketing and sales aligned: our "Outsourced SDR" service is a one stop shop.  We help with social media marketing, SEO, contact lists, data integrity, and email campaigns, and channel it all through a team of appointment-setting Sales Development Representatives.

Co-Founder, President

Medicus Healthcare Solutions

Managed a team of salespeople and recruiters, selling consultative staffing solutions into health systems and PMOs. Multi-million dollar team in a starved market that allows Nurse Practitioners to do all three things a Doctor does: treat, diagnose and prescribe. If you need medical attention, go east of the Mississippi.

Practice Manager - Psychiatry Consulting and Staffing Solutions

Agility Recovery Solutions

Manager of Sales for a team of 5 to 7 individual contributors, supporting the entire sales cycle and providing all ongoing training.  Established their sales objectives by developing personal MBO goals for prospecting, pipeline growth and closing, based on their respective conversion rates.  Projected expected sales volume for my team on a weekly and monthly basis.  Developed continuing education training for my team in group and personal sessions around specific weaknesses, often leveraging other members on my team with the appropriate skill for support and to develop their coaching.  Managed the daily and weekly productivity in one-on-one meetings to track progress versus their objectives identified by their goals and conversion rates.  Established value and adjusted selling prices for my team's opportunities.  Developed and executed incentives and contests around the "gamification" of desired behaviors.  Developed and ran a training program for the banking vertical for all inside sales people.  

2015: the top inside team in the company of 7 inside and 1 outside team
2016, as of April: 358% of quota, during the historically slowest four months of the year

Sales Manager

Senior Sales Executive with a track record of increased sales performance in the Management Consulting, Business Process Outsourcing (BPO) arena. Predictable scorecard of consistent results of increased revenue serving as an individual contributor selling out-sourced corporate services including Business Continuity Planning (BCP), Disaster Recovery (DR) including SaaS to C Level executives and business owners in a competitive business environment.  Strengths include executing best practices around all phases of the business life cycle, leveraging strategic marketing to directly impact sales, pricing strategy/negotiation and prospect lead generation. Outstanding record of achievement with new business opportunities, client portfolio growth and contract negotiations. 

Participated in multiple strategic initiatives and training programs with the VP's of Sales and Marketing.  Was one of four top sales people to be invited to found the Enterprise Sales Team in 2013.  In April of 2014, was one of four people chosen for the SWAT Program, a training and selling hybrid.  Was promoted to Sales Manager in May, 2014.

Senior Sales Executive

Aaron Milner Productions

Developed marketing content and literature for a variety of companies.  Wrote technical manuals for software and operating systems ranging from ten to 200+ pages in length.

Author, Principal

Sales and SDR leader sharing my techstack secrets

-	Sales manager, trainer and analyst armed with rich mix of teaching experience, leadership ability, sales acumen and peak-performance mindset 

-	Sales techstack wizard 

-	Project Manager with a background of driving revenue growth and optimizing profitability by implementing/improving processes and putting the customer first 

-	Demonstrated vision and strategic thinking talents leveraged to develop and execute plans to exceed goals and meet aggressive time constraints 

-	Deliver concise and compelling presentations to large groups 

-	Expertise in B2B strategy including ABM, educational/consultative, targeted and mass marketing

-	Proven, relied-upon sales template/cadence/blog writer. Also have experience in technical writing for I.T. department

-	Highly motivated life-long student, former teacher, aspiring writer 

-	Accepted to Mensa at age 11 (no longer a dues-paying member)

After buying Orum as an SDR Leader, and having wild success with the platform, I have come to Orum to help the next wave of revenue growth leaders reach their targets.

#1 AE of Q2 2023

2nd highest Quarter in company history, despite a much larger sales team and a rough economic environment (Q2 2023)

As of the start of Q3, the #1 AE in the company for 2023

taplio

The Battle

Jordan Richardson 🎷

Aaron Milner 📈

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