Kyle Coleman

ClickUp

Global VP of Marketing

Copy.ai

Chief Marketing Officer

Lavender

Strategic Advisor

Clari

Leading marketing, growth, and revenue excellence.

SVP, Marketing

Leading the Growth team at Clari, consisting of:

- Product Marketing
- Customer Marketing
- Growth Marketing
- Growth Operations
- Revenue Development
- Revenue Enablement
- Value Engineering

Group VP, Growth & Enablement

Clari's Growth Department was created in November of 2019, comprising the following teams: 

- Demand Generation
- Field Marketing
- Revenue Development
- Revenue Enablement
- Growth Marketing Operations
- Value Engineering

This unique combination of teams allows for two main visions of the department, one quantitative and one qualitative: 

1. Own the full pipeline number that supports Clari’s new logo and expansion revenue targets. Deliver the specialized programs & optimized processes that create, accelerate, & close revenue. 

2. Create world-class buyer and customer experience that is completely consistent across the entire sales cycle -- attract, land, expand, retain.

ABOUT CLARI: 

Clari’s Revenue Operations Platform improves efficiency, predictability, and growth across the entire revenue process. Clari gives revenue teams total visibility into their business, to drive process rigor, spot risk and opportunity in the pipeline, increase forecast accuracy, and drive overall efficiency. Thousands of sales, marketing, and customer success teams at leading companies, including Okta, Adobe, Workday, Zoom, and Finastra, use Clari’s execution insights to make their revenue process more connected, efficient, and predictable. Visit us at clari.com and follow us @clari on LinkedIn.

VP, Revenue Growth & Enablement

2019 - Revenue Development (aka, Sales Development)
- Inherited a team of 5 SDRs. All promoted to new roles within 6 months. 
- Overhauled hiring & onboarding process, exiting 2019 with team of 12.
- Restructured incentive plans to align with Marketing & Sales goals.
- Defined, documented, implemented new outbound prospecting & qualification process.
- Consistently generated sufficient pipeline for 4x coverage across sales segments, supporting quarterly & yearly ARR targets. 

2019 - Revenue Enablement
- Evaluated, implemented, & optimized Enablement tech stack to support a distributed salesforce (Outreach, Gong, Highspot, Lessonly).
- Modernized approach to Enablement, focusing on short videos & self-guided work in favor of long, expensive live sessions.
- Set foundation for Clari's "Revenue Academy," a marquee program to enable SDRs, AEs, SEs with best practices at every point of the lead & opportunity funnel.

Director, Sales Development & Enablement

Looker

Defining, implementing, & optimizing efficient and effective sales dev & biz ops processes at Looker.

2019 – Optimize systems & processes for full alignment between Marketing, SDR, and Sales. 
• Lead in-depth training & enablement sessions to drive quality at the top of the funnel. 
• Created & implemented qualitative feedback loop to best inform go-to-market strategies & effectively assess ROÍ on various Marketing & SDR initiatives. 

2018 – Build a global team; Develop higher level strategies & analysis. 
• Implemented new Marketing to Sales hand-off process (see 2017). Created full funnel analysis to up-level predictability, forecast-ability, and accountability of all Sales & Marketing stakeholders.
• Exited 2018 with team of 50.

Sr. Director, Sales Development & Optimization

2017 – Maturation & incentive alignment; Business Ops focus. 
• Proposed new Marketing to Sales hand-off process to fully align Marketing, SDR, and Sales incentives. Socialized proposed changes with all C-Suite stakeholders through 6 weeks of discussions, analysis, and presentations. 
• Developed close working relationships with Finance, Sales Ops, MarkOps, and Biz Ops to bolster end-to-end understanding of sales cycle, planning, and cross-functional processes. 
• Exited 2017 with team of 36.

2016 – Specialization at home, expansion abroad; Manage managers. 
• Made business case for and introduced specialized roles for Inbound SDRs, Outbound SDRs, and Enterprise SDRs. Segmentation led to lift in all KPIs: Meetings created, lead to meeting conversion rates (Inbound & Outbound), down-funnel conversion rates, etc. 
• Hired first 3 SDRs in Dublin, IE, and implemented effective processes from the US. 
• Hired first 3 SDR Managers, on-boarded and trained them to effectively manage individual contributors. 
• Exited 2016 with team of 24. 

2015 – Growth: scale, hire, train.
• Implemented hiring process, and was responsible for each stage: from resume screening to extending offers. This process has remained largely unchanged, and over 65 people have been hired using it
• Created all analysis to gauge top of the funnel process efficacy, run messaging A/B tests, measure quota attainment, and report to C-Suite & Board
• Documented everything, from GTM tactics to objection handling to analytical best practices
• Promoted from Manager to Director. Exited 2015 with team of 15.

Director of Sales Development

2014 – Create processes and develop systems.
• Built entire Outbound process from the ground up: targeting, tools, messaging. Outbound-generated Meetings became 55% of New Business Meetings through 2015
• Built Inbound playbook to maximally process, qualify, and hand off leads to Sales team
• Developed expertise in Salesforce.com, Marketo, Looker, and countless sales methodology tools
• Promoted from individual contributor to Team Lead to Manager. Exited 2014 with team of 8. 

2013 – Scrappy startup, wear all the hats.
• Second Sales & Marketing hire at Looker, same month as Seed funding (March 2013)
• Ran trade shows, processed inbound leads, dabbled in outbound prospecting, managed looker.com, created & tested messaging
• Helped develop initial go-to-market strategies, identified ideal customer profiles (companies & personas) and tested outreach strategies 
• Exited 2013 with team of 2.

Sales Development Team Manager

gyro

Day-to-day execution of assigned client projects, liaising between clients and all agency departments. Coordinate and manage agency resources and ensure that projects are completed on time and on budget while meeting client and agency objectives. Position details include:

Knowledgeable of clients' business, competitive challenges, and how key strategic issues impact client/agency objectives. 

Develop project, creative and media briefs based on client/agency input and present briefs to creative team and other agency departes involved in the project's development. 

Coordinate development of estimates, billing and vendor invoices within approved budget as well as anticipate and identify opportunities to optimize the client's program.

Provide effective and timely communications to agency staff, clients and outside suppliers, and track the production status and schedules for all assigned projects.

Evaluate copy, layout/artwork, media plans and production materials against approved briefs and make recommendations as appropriate prior to concepts being presented to clients.

Account Executive

Global VP Marketing @ ClickUp

Sales & Marketing leader with a passion for people development, identifying & solving problems, creating & optimizing processes, and unifying departments across the revenue org. 

I'm an avid runner, reader, podcast listener, and a proud corgi owner.

Leading marketing, growth, and revenue excellence. 

The Sales Doctor

The Sales Doctor helps companies prevent their revenue bleed from archaic training, coaching, and implementation practices.

We do this by providing bespoke sales enablement solutions from ideation to implementation to training and coaching and beyond by focusing on:

PROCESS:
✅ Hiring, Onboarding, and Ramping of new reps
✅ Funnel Strategy from Prospecting to Close-Won
✅ Reporting & Analytics for Data-Driven Leadership

EXECUTION:
✅ Sales & Sales Leadership Skill Bootcamps
✅ Continued Weekly Group/1:1 Coaching
✅ Outreach, Discovery, and Follow-up Sequence Creation

TECH STACK:
✅ Tech Stack Workflow & Integration Audit
✅ Evaluation and Implementation of Tech
✅ Admin, Support, and Management

Strategic Sales and Leadership Consultant

Hatchet Ventures

Hatchet Ventures is defining a new VC model that fits the needs of today’s
founders. Hatchet Ventures surrounds your company with like-minded founders who openly
share insights; connections; best practices; and solutions, forming the optimal sounding board
for bouncing ideas.  Our expert builders, with proven track records for profitable exits, bring
their knowledge to your team, every step of the way. Hatchet’s builder co-op model simplifies
access to the knowledge of those who have walked the startup path, and provides attainable
support to hatch your venture!

Portfolio Advisor

Champify

Champify surfaces when previous customers, champions, and users change jobs - so you can build pipeline with people who already like your business, and prevent churn by monitoring when key contacts leave customer accounts.

Advisor

The Founder's Formula Podcast

The Founder's Formula Podcast is designed to bring the latest and greatest insights from Founders and CEOs worldwide who have been there and done that!

Founder & Podcast Host

Toastmasters International

Member of the South Bay Toastmasters Club in Torrance, CA

Member

TikTok

Contributor to the following communities: #salestok #leadershipdevelopment #professionaldevelopment

Content Creator - @thesalesdocrx

Jellysmack

Responsible for building an outbound global sales development function from scratch including the training, development, and coaching of frontline managers and individual contributors.

Key Accomplishments -
• Built an outbound global sales development program from 0 - 60 with 10 SDR Managers overseeing 50 SDRs doing 100% outbound cold outreach
• Created persona-based/problem-centric messaging for email and video prospecting campaigns that led to an 8% lead-to-opp conversion rate from outbound cold outreach
• Overhauled our entire tech stack in 30 days and cut costs by 68% while increasing rep productivity by 22% and decreasing our average sales cycle by 2 weeks

Head of Global Sales Development

Pavilion

My main focus is to enable our executive membership sellers and outbound sales development team to play an effective role in the generation of Sales Qualified Opportunities and closed-won revenue, while also cross-collaborating with the Marketing and Success teams to help launch messaging and processes to "land-and-expand" and increase Pavilion's market share in the career enablement space.

Key Accomplishments -
• Revamped the inbound consumer membership sales team from 2 reps to 6 and launched a premium community offering that increased ARR by 38%
• Built an outbound B2B sales motion that took the company from $250K ARR to $2.8M in just 10 months which led to $25M in VC funds raised
• Led the go-to-market strategy for CEO Pavilion and building out the Bravo, Charlie, and Delta cohorts upon product launch in March 2022
• Implemented our core GTM tech stack (HubSpot, LinkedIn Sales Nav, Seamless.ai, Aircall, Gong, and Zoom increasing time to opp conversion by 36%

Director of Growth

3PL Central

My main focus is to enable our SDRs & BDRs to play an effective role in our front line of sales, while also helping develop them professionally so that they may perform beyond expectations and work towards becoming the future of 3PL Central's Account Executive team.

Key Accomplishments -
• Sourced over $3M in ARR generated from the Sales Dev and Outbound functions by implementing sales onboarding plans, cold calling scripts, conversation roadmaps, rebuttal cards, and sales sequences
• Helped secure $75M in new funding leading to the acquisition of a direct competitor and several complementary SaaS products to expand the core offering
• Increased Quarter over Quarter production in Top of Funnel activity (Opps Created, Discovery Calls Complete, Demos Complete) by 64%
• Increased Outbound Monthly Recurring Revenue (MRR) Contribution by 182% while increasing overall Total MRR Contribution by 118%
• Admin level responsibility and ownership of tech stack: Outreach.io, Zoominfo, Seamless.ai, and Zoom Video as well as their integration workflows to Salesforce (SFDC)

SDR Manager

I help 3PL business owners navigate through the challenges of finding the most current and relevant software solutions required by their customers and their customers' consumers.

My main focus is helping my partners better develop their warehouse process by adding robust integrations that maximize revenue generation for their customers while also saving on labor and costly errors brought on by outdated manual processes.


Key Accomplishments -
• In my first month as an AE I set the company record for most self-generated net new opportunities by any AE in company history with 18 self-generated opportunities
• My first sale set the company record for most MRR and Professional Services revenue out of any AE first sale in history
• Achieved 109% attainment of quota for 2020 while consistently placing at the top of the leaderboard for SMB/MM Account Executives
• I was instrumental in the shaping of our FAB (Feature Advantage Benefit) process for the Sales Development and Account Executive teams.

SMB/MM Account Executive

State Farm ®

Promoted in July 2015

As a Commercial Account Executive with State Farm Insurance, my role was focused on helping first-year Insurance Agents build a sales process and sales staff that helped them hit their goals, and achieve their long-term contracts while also maximizing their first-year revenue.

• Managed the entire sales process and sales team for FOUR (4) first-year Insurance Agents.  Each of them were led to success by hitting their yearly goals and obtaining their long-term contracts with State Farm Insurance.
• Implemented sales processes, & training for the Insurance Agent’s sales staff which led to a 41% increase in annual insurance premiums.
• Developed a referral and cross-selling program to increase the average revenue of new clients by 287%.
• Personally responsible for prospecting, quoting, and closing all Commercial (B2B) accounts in my territory totaling $1.6M in annual premium revenue.

Commercial Account Executive

I worked as an Account Manager, primarily responsible for the day to day production of Personal Lines Insurance, client management, and outbound lead generation.

Key Accomplishments -
• Prospected, quoted, and closed over $350,000 in annual insurance premiums.
• Maintained a daily outbound call count of 100+ calls per day.
• Personally responsible for all monetary transactions, policy changes, and net new insurance product sales for over 125 accounts.
• Kept up to date on all insurance trends to help capture all possible revenue generating opportunities for Insurance Agent's book of business.

Account Manager

Helping companies develop their talent from individual contributors to frontline managers and beyond 🎓 | Founder @ The Sales Doctor 💊 | Co-Host @ The Sales RX Podcast

I believe in "being prescriptive" and following a proven and methodical process to heal any broken sales organization.

In 2020 I created The Sales Doctor as a way to help provide education and insight to individuals and their companies looking for a remedy to their revenue problems.

What I'm currently doing:

💬 I’m a certified keynote speaker and sales trainer that helps organizations reach their revenue targets faster and provide world-class career development

🩺 I provide 1:1 career coaching & skill development for SDRs looking to jump to AE and individual contributors looking to break into frontline management.

🎙️ Host of The Sales RX Podcast & The Founder’s Formula Podcast delivering insights to over 30,000 revenue professionals & high-growth founders on a weekly basis.

💡Sales & Leadership Advisor to several early-stage high growth VC backed and bootstrapped startups

I can help you if:

→ you're a revenue leader or Founder looking for help training your sales & leadership teams
→ you're a business looking for a motivating guest speaker for your next company event
→ you're an individual contributor trying to break into frontline management
→ you're an SDR looking to earn your AE promotion within 12 months
→ you're a revenue leader or Founder looking to speak on a podcast
→ you're a podcast host looking for someone to join your show

Resources:
💥 Go here for access to all my resources: https://linktr.ee/thesalesdoctor_rx
🎙️ Listen to the Sales RX Podcast here: https://spoti.fi/3H2bn38
📩 You can also DM me on LinkedIn - I RESPOND TO ALL MESSAGES

taplio

The Battle

Kyle Coleman

Chet Lovegren 🩺

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