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 🎷

Jake Thomas

AuctusIQ Sales Solutions

Empowering sales and enablement leaders to future-proof their sales teams with actionable data and insights. 

We help you identify, develop, and retain top talent by delivering a complete view of each individual's capabilities, ensuring your team is equipped to thrive in an ever-changing sales landscape.

Enterprise Account Executive

CrossFit Westchase

Crossfit Coach

1st Phorm International

I have joined a team focused on helping people achieve their goals within the fitness industry. 

Everything from workouts to supplements that may help on the journey as well as meal prep and everything else that goes into a balanced lifestyle. 

I have a passion for helping people and this team is family focused and offers a product line that focuses on bettering people's lives one day at a time.

1st Phorm Legionnaire

Sendlane

Biggest Professional Growth of the Year for 2023

Enterprise Business Development Representative

ShipBob, Inc.

Served as direct assist underneath my manger to serve and collaborate with team members

Business Development Representative - Team Lead

Sold logistical solutions for Small-Medium, Mid-Market and Enterprise businesses across the globe 

Served as Team Lead in collaboration with my manager for 8 employees since July 2022

Achieve Gold Tier status within a year, highest tier out of three you can achieve as a BDR

100+ closed meetings and 25+ merchants sent to closed won opportunities with over 1.5+ Mil in revenue during tenure

Managed a pipeline of Small-Medium, Mid-Market and Enterprise merchants that consisted of 2,200 accounts.

My sales were done 60% email outreach and social touches, and 40% done via cold calling

Achieved 123% for quota attained during tenure with ShipBob

Ranked #7 out of 50 BDRs - achieving President’s Club Honors

Business Development Representative

Burg CrossFit

Lead group classes of 10-20 members through Crossfit methodology  

Handled weekly and monthly evaluations to cross sell services to over 100+ members

Made over 30+ cold calls daily for lead generation

Maintained and fostered 5+ personal training clients monthly, generating over 5K in revenue

Converted over 30+ leads through our sales process generating over 10K in revenue

Head Coach

CVS Health

Manage prescription benefits for 16 clients totaling 81,000 in membership and 95 million in annual spend
 
Communicate daily with client contacts on reimbursement, preauthorization, annual enrollment and member issues  

Consistently resolved direct client and member matters within 24 hours 
 
Work independently and make decisions autonomously while working remotely for three years 

Foster positive and professional relationships with clients and colleagues through virtual meetings and email correspondence

Collect data and follow trends to find areas of needs and savings for clients

Proficient in Salesforce (CRM), Utilized daily for client relationships and overall maintenance of business

Enterprise Treasurer of VIRTUAL, A college resource group that connects and supports remote employees

Enterprise Treasurer of Fit Club, A colleague resource group that connects CVS employees through various fitness avenues

Account Manager

Smart Selling || Avid CrossFit Coach & Athlete || Father x 2 || Christ Follower

Most sales leaders are still guessing.

Guessing who to hire.
Guessing who to promote.
Guessing who can actually sell.

They trust résumés, gut feel, or interviews that reward charisma then act surprised when the rep flames out.

That’s the cost of guessing.

I’ve got 1.5 million data points across top-performing sellers, proving what works:

- Who has the traits to succeed before you hire
- What skills and competencies drive performance in your team
- How to coach and develop reps based on who they are, not just what they say

I literally can tell you who’s wired to win.

So… would you rather keep guessing?

Or would you rather know?

Let’s talk.

Empowering sales and enablement leaders to future-proof their sales teams with actionable data and insights. We help you identify, develop, and retain top talent by delivering a complete view of each individual's capabilities, ensuring your team is equipped to thrive in an ever-changing sales landscape.

The last few weeks have been… a lot.

On Friday morning alone, I got rejected three times before lunch. Four rejections in 24 hours. And on the way to take my son to his birthday weekend, it honestly hit me harder than I expected. I got emotional. Frustrated. Tired. Wondering what else I could possibly be doing.

But my wife and honestly the Holy Spirit through her said something that stopped me in my tracks:

“You are not worthless. You are worthy. God will open a door when the timing is right. Not every door is meant for you.”

And minutes later, the Christian radio station said almost the same thing: that someone out there is trying to force things in their own strength… and God is simply saying, “Let Me make the way. In My time.”

I’ve done the cold calls, the emails, the videos, the follow ups, the sequences, all of it. And what’s wild is that most of the rejection has come down to tiny, subjective things in the hiring process. Stuff that honestly feels broken. But that’s not what this post is about.

This is for anyone else going through the same season:

When your faith is tested, you get refined. And the fire hurts, but you come out better than if you never walked through it.

If you don’t let this season teach you something, you miss the point of the trial. Sitting in a pity party won’t grow you. But pressing through it will.

At the end of the day, I’m blessed, my kids, my wife, my church, my community. And none of that changes because someone said “no” to a job.

My worth isn’t in a title, a paycheck, or a company. It’s in who God called me to be.

When the timing is right, the right opportunity will open.

Until then, I’ll stay faithful, stay expectant, and keep showing up.

If you’re in that same season, discouraged, tired, worn down, don’t quit.
He will make a way when there seems like no way.

Keep going.

Building A Predictable And Successful Sales Future

No alternative text description for this image

My dad Dave Thomas told me these were the best pair of jeans he’s ever worn

Ridiculously comfortable and stretchy 

We both agreed it’s like not wearing pants 👖 

That being said shoutout to Mike McGee for sending me a few pairs of these Mugsy jeans 

I hate wearing jeans typically but these are hands down the best jeans ever 

I heard Santa even likes wearing them

Cael Schwartz whenever you need a model brother for those beach pics, come holler

20% off sitewide right now

I've always been pretty poor at answering this simple yet essential question in the interview process

I'd ramble, be all over the place and not be as structured as I should

Never been the greatest story telling and something I'm working on getting better at

But tell me about yourself has gotten a bit easier using tools I've been in for the past year..

I don’t ever want my son growing up believing he has to perform for the world just to be accepted


Some days I look at the world he is walking into and it scares me
A world where people feel pressure to pretend
To oversell who they are
To polish every flaw
To hide the messy parts because someone might judge them

I’ve done that
I’ve felt that pressure
Especially in interviews in jobs and on platforms where perfection feels like the entry fee

And I don’t want my son carrying that weight
I want him to explore who God created him to be
To find his gifts
To love his family
To serve others
To build his foundation on Christ not on opinions likes or impressions

There is even a part of me that hopes he never touches sales
Because it has warped my thinking at times
Shaped my mind in ways I wish it hadn’t
People say just curate your feed or ignore the noise
But I guess I’m not perfect
Sometimes it still gets to me


Real life is not performance
Identity is not something you earn
And my son never needs to market himself into someone he isn’t just to be chosen

At the end of the day
Here is the only truth that matters

I love you son, more than any job, and expectation or platform ever will

Coming back from an interview in downtown Tampa and caught the Window Hero Franchising team doing some work on Hyatt

Pretty cool to see innovation and tech out in the wild like this

taplio

The Battle

Jordan Richardson 🎷

Jake Thomas

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The Battle

Jordan Richardson 🎷

Jake Thomas

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Jake Thomas's LinkedIn Performance

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