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 🎷

SAP Digital Hub is one of the most innovative teams in the company, aimed at delivering exceptional customer experiences in a scalable, speedy, and personalized fashion. I focus on supply chain solutions, specifically in manufacturing.

Digital Solution Advisor

Upskilling / Job transition

Left previous role in good standing, with track record of success and strong recommendations (see below).

One of seven global winners of the 2024 PreSales Rising Star award, sponsored by Demoboost to recognize presales excellence. https://demoboost.com/presales-rising-star-winners-runners-2024

Completed Great Demo! training course (based on Peter Cohan’s book) in May 2024.

Earned 6 Habits of Highly Effective Sales Engineers Foundation certification in Jan 2024. The habits include:
1. Partner - build a solid AE-SE partnership
2. Probe - conduct effective technical discovery
3. Prepare - craft a clear, concise story
4. Practice - click every click (avoid surprises)
5. Perform - demo best practices
6. Perfect - learn from every demo

Sales Engineer / Presales Engineer / Solutions Engineer / Solutions Consultant

SymTrain

Wore both PreSales and PostSales hats at AI-powered SaaS startup that automates role play training and coaching for contact centers. My direct reports were professional services providers (not sales engineers or solutions consultants).

Played key role in growing ARR by 270%, increasing customer logos by 4x and user count by 15x. Reached 24+ clients with a book value of $750K ARR. 

Partnered with Sales on discovery calls and demos. Uncovered customer pain points and desired outcomes and tailored solutions to customer needs. 

Created library of 200+ demo templates. Client successes include 10% increase in QA scores, 33% reduction in training time, and 37% increase in average revenue per call.

Led and scaled Professional Services team to 6 FT individuals. Oversaw delivery of 500+ simulations. Built out service delivery processes and rubrics.

Led Implementations. Onboarded clients, monitored performance, and measured time to value. Led multiple concurrent free trials, pilots, and POCs in 2023; 75% successfully converted to ~$500K ARR.

Curated and shared customer insights internally on a regular basis to inform product and marketing strategy.

Initiated and led regular “Wednesday Wrestling” sessions to challenge thinking and foster creative problem-solving. These often involved putting on our "customer" hats and attempting to use our own platform. 

Partnered with Product and Customer Success to build knowledge base of 80+ articles and self-guided tutorials inspired by LEGO and IKEA.

Served as CSM for ~$200K ARR book of business of 5 clients in the logistics and BPO industries.

Co-created initial visual customer journey map and onboarding Kanban board. 

Documented 24+ internal processes to support scaling. 

Collaborated with marketing on one-pagers, demo videos, website, and other collateral. 

Presented on stage at 2023 Training Magazine and ATD conferences. Appeared on What the Truck?!?, Logistics of Logistics, and North Fulton Business RadioX podcasts.

Director of Solutions Consulting (Individual Contributor promoted to Director title)

SymTrain is an AI-powered SaaS solution that elevates the standard for contact center training and coaching. We automate the delivery of digitized role-play scenarios and deliver insights on where people struggle in those exercises. 

As employee #7, I immersed myself from Day One in every aspect of the business, wearing multiple hats including sales engineer, customer success manager, and program manager. 

Played integral role in evaluating product market fit, developing messaging, and building out processes. 

Promoted to Director within first year.

Program Manager

OctoGifts

Partnered with my young son to spark fun, joy, and human connection through patented, kid-invented paper candy dispenser cards you could build yourself with our DIY kits. He was 13 when we started the business. OctoGifts were a mashup of origami, 3D puzzles, and fully functioning candy dispensers. 

Created instruction manuals and how-to videos to guide customers of all ages to success. 

Grew idea from concept into business with 400+ units sold across 25 states, tripling revenue in Year 2. 

Developed business structure, workflow, products, website, marketing, and intellectual property strategy. 

Tracked metrics with Shopify Analytics and Google Analytics.

Featured in
- 2022 Science Museum Oklahoma exhibit
- Atlanta & Company morning show (Channel 11)
- Authority Magazine
- 2019 Atlanta Inno's 25 under 25 list
- VoyageATL magazine's Most Inspiring Stories
- 2019 Alpharetta Business Expo Pitch Showcase
- Forsyth County News
- Alpharetta-Roswell Herald

Featured speakers/panelists on STEM and youth entrepreneurship at 
- Elementary STEM CON 2020
- Girl Scouts
- Clark Atlanta University/UNCF/MantisEdu STEM summer camp
- North Fulton Business RadioX podcast
- My First Sale podcast
- Making It in the Toy Industry podcast
- Business Infrastructure podcast
- Fresh Leaf Forever podcast

Closed the shop in 2021 to move on to new adventures, but an archived version of the OctoGifts website is available at https://sites.google.com/view/octogiftsarchive/home

Entrepreneur and Co-founder

Reading Plus

Served on advisory board to develop instructional content strategies for readers at all Lexile levels.  I specialized in crafting content that sparks engagement and interest in STEM fields.

Content Advisor and Writer (freelance)

Community Guilds

STE(A)M Truck blends best teaching practices, hands on learning, and the maker mindset to advance preK-12 STE(A)M education.  

Prototyped turnkey process for engaging teachers and assessing social-emotional learning. 

Presenter at United Way of Greater Atlanta Professional Development Day.  

Co-developed tool training program with Operations.

STE(A)M Truck Consultant (freelance)

Easterseals North Georgia, Inc.

Led the coaching team serving 48 Easter Seals North Georgia teachers in the area of STEM teaching practices. ESNG serves 1500+ students in 12 early childhood centers across the metro Atlanta area; 98% are low-income, 30% have special needs, and ~40% are English Language learners. 

Incorporated practice-based coaching strategies to create collaborative partnerships with educators; provided a safe space for them to ask questions, discuss problems, get support, gather feedback, and try new ideas. 

Integrated video-based coaching into 24 classrooms to provide rapid feedback on teacher-student interactions and opportunities for self-reflection. 

Co-developed assessment tools with Georgia State University researchers.  

Served as advisor on STEM curriculum.

STEM Lead Coach

Kingsley Montessori School

Championed multiple STEM education initiatives at independent school serving 300 students from 2 years to 12 years of age. 

Over the course of five years, I grew engineering from an after school program operating out of a hallway closet into a hands-on Engineering Design workshop that spanned the entire Early Childhood program. Partnered with 24+ colleagues to make this happen. 

Earned TEDx talk and Kingsley Award nomination. 

Featured in 
- Independent Teacher (e-magazine for the National Association of Independent Schools)
- Beacon Hill Times
- MIT pK-12 Action Newsletter
- Engineering is Elementary blog
- Tufts Center for Engineering Education and Outreach blog

In second year, increased capacity of Kindergarten Engineering Design Workshop by 25%, slashed material cost by ~50%, and reduced lesson prep time by ~20%. 

Co-led the first pilot of the Museum of Science, Boston's Kindergarten Engineering curriculum in a Montessori setting. 

Delivered presentations and workshops for parents, grandparents, and colleagues.

Established Young Engineers After School and summer programs, based on the Boston Museum of Science’s Engineering is Elementary and Design Challenge curricula. Introduced engineering to students through stories and engaging hands-on projects. 

Proposed and co-taught joint Technology/Engineering program for third graders. Grew students’ proficiency with Google documents, keyboarding, and programming. 

Integrated engineering into Kindergarten science fair. Students learned about inclined planes and friction by designing marble runs to specifications using household materials.

Teacher

Apple Valley Montessori School

Merged technical background with passion for education at independent school serving 49 students from 15 months to 12 years of age.  

Founder and leader of Young Engineers/LEGO summer program. 

Promoted more efficient use of school resources; repurposed and/or freecycled 100 square feet of surplus items. Streamlined classroom support workflow, facilitating 50% reduction in assistant headcount.

Teacher Assistant

Flores household

At home parent and community volunteer. Planned school picnic. Organized seven months' worth of meals for family in need, harnessing efforts of over 100 people.  Published creative writing pieces in The Boston Globe Magazine, Parents, and New Beginnings.

Caregiver

Solutions consultant with an engineer's mind + a teacher's heart | 2x TEDx speaker | B2B SaaS, manufacturing, and e-commerce startup experience | 2024 PreSales Rising Star Award

I fuel growth with a hard-to-find combination: an engineer’s mind, a teacher's heart, and a storyteller's lens.

I channel creativity and a theater background to make tech relatable. As a puzzle and metaphor lover, I excel at spotting patterns and transferable ideas.

CAREER HIGHLIGHTS:

★ One of 27 women featured in the book Determined to be Extraordinary (2024), winner of the NYC Big Book Award in Juvenile Nonfiction

★ One of 7 global winners of Demoboost's 2024 PreSales Rising Star award

★ 1st solutions consultant at AI-powered B2B SaaS startup; led PreSales, Implementation, and Professional Services simultaneously; played key role in growing ARR by 270%, new logos by 4x, and user count by 15x 

★ Co-founded e-commerce business, OctoGifts, with my teen son; his paper candy dispenser inventions landed him two patents, customers in 25 states, a science museum exhibit, and spots on Atlanta Inno's 25 under 25 list, Authority Magazine, the Atlanta & Co. morning show, and VoyageATL's Most Inspiring Stories

★ Transformed science fair into hands-on workshop inspired by famous MIT class, turning it from a dreaded event into a highlight; partnered with 24 fellow educators to teach 88 kindergartners design thinking, storytelling, and public speaking; earned TEDx talk

★ Started up Corning Optical Fiber manufacturing facility; led team of 17 engineers; delivered 1st product on time and under budget; developed processes/procedures, and trained personnel

★ Speaker at:
     TEDxJacksonville
     TEDxAlpharettaWomen
     Mayo Clinic Jacksonville
     Society of Women Engineers
     Girl Scouts of Greater Atlanta
     Girls Who Code @ Georgia Tech
     United Way of Greater Atlanta
     Museum of Science, Boston
     Jacksonville University

★ Guest on: 
     inventRightTV
     What the Truck!?!
     Logistics of Logistics
     The Good Life Coach
     Pushing the Envelope
     When Science Speaks
     We the Sales Engineers
     Coffee with Sales Engineers
     Making It in the Toy Industry 
     River City Live talk show (WJXT)
     
★ Published in:
     Women 2.0 (now Switch)
     Engineering is Elementary 
     LLL New Beginnings magazine
     Independent Teacher magazine

𝐒𝐭𝐫𝐞𝐧𝐠𝐭𝐡𝐬:

★ Creative and scrappy problem-solving; moving frequently as a military child, learned to adapt quickly and improvise using existing resources 

★ Storytelling; experience engaging people of all ages and compelling them to action 

★ Process orientation; formal training + 10 years in manufacturing

★ Curiosity; hungry for game-changing knowledge

All opinions are my own.

taplio

The Battle

Jordan Richardson 🎷

Melanie L. Flores

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