Kevin Mulrane

Experienced Revenue Leader with a demonstrated history of building and scaling revenue teams across sales development, new business acquisition, retention & expansion, sales operations, and sales enablement. Skilled in Negotiation, Revenue Growth, Customer Relationship Management (CRM), Team Building, Sales Operations, Customer Experience, and Deal Closure. I have worked across different departments such as sales enablement, sales operations, internal recruitment, Customer Experience, and marketing.

VP of Sales

When buyers push back on price, they're rarely only talking about price.  Its usually one of these signals. 


- Business case isn't clear
- Not a huge priority 
- Internal risk of making a change is too high. 

Lowering the price might reduce financial risk but it doesn't reduce strategic uncertainty. Don't just throw out a discount ask questions.  

Try this instead..

1️⃣ Clarify the cost of staying the same
 Instead of defending price, ask:
 – “What happens if you don’t solve this in the next 6–12 months?”
 – “Who feels the impact if nothing changes?”
 – “How are you measuring the cost of the current state?”
If the status quo feels cheap, your solution will feel expensive.

2️⃣ Test real urgency
 – “Is this a Q1 priority or a ‘nice to improve’ initiative?”
 – “What else is competing for budget or priority right now?”
 – “If this doesn’t get approved, what shifts internally?”
You’re not pressuring. You’re diagnosing.

3️⃣ De-risk the internal decision
 Price objections often mask internal fear. Try:
 – “Who would need to feel confident for this to move forward?”
 – “What would make this feel like a safe decision?”
 – “Where do you anticipate internal pushback?”

What else am I missing??

VP of Revenue at BioCentury | Advisor | Pizza and Wine Enthusiast

Most sales teams don't have a coaching problem. They have a feedback-overload problem.

I've seen it happen over and over. A manager listens to a call, spots 10 things wrong, and unloads all 10 in the debrief. They walk away feeling productive. 

The rep walks away confused and deflated.

That's not coaching. That's noise.

The best managers I've been around do something that feels almost too simple. They pick ONE thing. They go deep on it. They don't move on until it sticks.

But here's the part that separates good coaches from great ones...

They ask more than they tell.

"How do you think that call went?" "Where did you lose them?" "What would you do differently?"

When a rep can diagnose their own performance, you've done something that matters. You've built self-awareness. And self-awareness compounds.

I've watched average reps become top performers. Not because they got more talented overnight. But because someone finally took the time to coach them with intention.

Your reps don't need more feedback dumped on them.

They need a coach who gives a damn.

Are your managers actually coaching? Or just filling the time between calls?

BetterUnite

Building a sales and marketing engine for an incredible nonprofit software tool. The features are best-in-class, now time to build a scalable sales and marketing strategy🚀

BetterUnite is a truly all-in-one software solution for nonprofits - providing best-in-class enterprise event and auction functionality attached to a complementary CRM, customizable fundraising and P2P tools, and volunteer sign up pages. No acquisitions or cobbled-together functionality, the backend is user friendly and intuitive and can do all you need at a fraction of the cost.

Senior AE/Sales Manager

PetScreening

Petscreening is a PropTech SaaS company providing pet policy services to property management and real estate companies.

Email Marketing Manager

4Site Interactive Studios

Marketing & GTM Consultant

Generate_Impact

Generate Impact (a tech services agency) closed its doors in April 2023 leaving an innovative digital marketing and sales strategy built and untested by my team and me. In my short seven months at GI, I built up the marketing and sales function and created a solid foundation for marketing materials, a brand new website, a broad partner network, a digital campaign surrounding software integration services, and a ten-month forward facing pipeline. 

As Bonterra platinum partners, I led the co-selling efforts with AEs from EveryAction, Apricot 360, HubSpot, and Virtuous. Here is a testimonial from an EveryAction AE I worked with on a deal that closed in less than five weeks: "Anne was fantastic, this was a group with a lot of cooks in the kitchen, and she established roles, set timelines/expectations, and brought a wealth of knowledge to our multiple calls."

My team and I also created a robust knowledge resource library complete with 50+ nonprofit tech tools and details surrounding their functionality, differentiators, pricing, integration capabilities, and nonprofit customer profile.

Director of Growth & Business Development

Virtuous

Led and coached SDR/BDR team to hit 180% of quarterly goal with an average team member efficiency of 160%. Developed & implemented digital marketing & sales strategies & piloted quantitative and qualitative incentive strategies to increase performance and motivation within my team.

Sales Development Manager

Built an inbound marketing strategy from the ground up and managed lead generation and the inbound sales team. Tested email, ad, and event strategies and implemented new and effective workflows in HubSpot to generate faster conversion rates for inbound leads.

Marketing Manager, Inbound

Gail Perry Group

Managed overall digital marketing & sales strategy, program operations, & led GPG through a complete website and digital asset rebrand. Within one year, implemented strategy that doubled GPG revenue with novel diversification of revenue streams. I was responsible for all online course promotions and campaigns and I led the Major Gifts Intensive sales process for GPG, securing 25+ nonprofits in two months for a $5k course. I also managed operations team, social media strategy, guest consultants, and all backend digital training programs operations.

Communications and Marketing Director

Manager, Communications and Content Marketing

Classy.org

Events Content Curator for online fundraising software company, Classy. Began working on content strategy and curation for Classy's in-person annual nonprofit thought-leadership conference, Collaborative, in October 2019. In March 2020, the Collaborative pivoted virtual due to the COVID-19 pandemic. Within 3 months, successfully curated 27 relevant virtual sessions for the live event, 21 pre-recorded sessions for our Extended Sessions repository, and managed relationships and session curation with over 80 speakers.

Our team grew the Collaborative from 1,100 registrants in 2019 to over 10,000 registrants in 2020. Session content curation focused on nonprofit fundraising, marketing, leadership, resilience, and technology. 

Responsible for building and fostering strong relationships with nonprofit leaders, institutional funders, and philanthropy consultants and managed all internal and external communication materials related to speakers and sessions. In addition I created a content curation strategy and process for Classy, built in-house webinar content and promotional language, and laid the foundation for long-term partnerships.

Sr. Events Content Marketer

Nuru International

Impact Program Specialist starting up the Nuru Nigeria project for Nuru International. Co-led a six-month human-centered design process and managed the local Impact team in order to identify scope, assess stakeholders and needs, and build programs and services. Nuru Nigeria is a local start-up development organization focused on providing income generating and social services to marginalized populations based in Northeast Nigeria. As a part of the start-up team, I also mentored the Country Director and led systems implementation projects to develop and test organizational systems.

Impact Programs Director, Nigeria

Managed six simultaneous projects and Project Managers using adaptive methods. Overall responsible for the operations, monitoring, evaluation, and improvement of the six core impact programs, which included ~70 employees working with over 30,000 individuals across southern Ethiopia. Focused on operational planning, strategic planning, scaling programs into new districts, risk mitigation, team building, capacity building, and piloting new livelihood diversification initiatives. Co-led first ever organization program review process using data to assess impact and improve user experience and created, prototyped, and implemented mobile digital surveys to improve and analyze NPS and service delivery.

Impact Programs Director, Ethiopia

Managed and advised the local Project Managers, operations, and strategy for the Nuru Ethiopia Healthcare and Education projects. Focused on building capacity of local staff and leading efficient and successful programs surrounding Maternal and Child Health (MCH) and early childhood education. Led multiple internal trainings for staff, built monitoring databases for programs, and improved organizational systems.

Healthcare and Education Project Manager, Ethiopia

U.S. Forest Service

Managed the overall operations and strategy for the Ethiopian Disaster Management Capacity Building Programs and planned and managed the International Seminar on Disaster Management, coordinating a 3-week seminar that took place across multiple states with 30 attendees from various countries. Responsible for managing US and international stakeholders, including USAID and the Ethiopian government, senior-level consultants, and partner relationships. 

Designed and facilitated activities and trainings conducted under the National Incident Management System (NIMS) and Urban Emergency Preparedness and Response programs in Ethiopia. 

Coordinated and led emergency management activities including: facilitating footprints of national and regional emergency operations centers (EOCs) during 2016 flooding and drought; managing and leading a training activity utilizing 4 DCFD Firefighters to facilitate an interactive firefighting course for Addis Ababa’s fire department; and creating Addis Ababa’s first emergency operations plan.

Assisted a USAID DART through our capacity-building program during the 2016 Ethiopia drought response.

Emergency Management Program Specialist

Peace Corps

Community Health Peace Corps Volunteer in Eastern Province, Zambia, focused on nutrition and child health, maternal health, HIV/AIDs, water, sanitation, and hygiene (WASH), malaria, and nutrition-sensitive agriculture. I also collaboratively formed a youth committee and youth corner for the local health center and participated as a group leader for a Women's Empowerment Camp (GLOW).

Community Health Extension Agent

Passionate and action-oriented, I thrive on innovation and leading teams to translate vision into reality. Nonprofit professional by trade turned digital marketer, sales, & GTM leader. Self-taught woodworker, resin artist, & acrylic painter. Always looking to learn and improve, I’m never afraid to dive into a new experience. 

With a diverse set of life, and career, experiences - I bring a curious mindset and determined can-do attitude to any team I join. I am most energized when strategizing or problem solving with likeminded peers, eager to design and implement a digestible plan around complex issues. I am most satisfied when managing a team, working together to identify how each team member can reach their fullest potential.

Experienced in:
- GTM strategy
- Sales and marketing operations
- Email marketing, growth, & performance marketing
- Brand marketing, asset design, & social media 
- Demand generation
- Inbound & outbound sales tactics
- Nonprofits, fundraising, & philanthropy
- B2B & B2C SaaS
- Nonprofit tech, PropTech, & custom development
- HubSpot Marketing & Sales Hubs
- Revops & data analytics
- Tableau, Google Ads, ZoomInfo, Paid Ads, Figma
- Software integration & APIs
- PMP frameworks
- Start up environments
- Public Health
- International Development - specifically Sub-Saharan Africa

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The Battle

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Anne Guillen

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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);}Kevin Mulrane's LinkedIn Performance

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