Owner - CBergConsuLting, DBA BADGateway - Virginia Beach, VA
(2022-12)
- Submit proposals to Founders and CEO's offering services pertaining to project management, sales operations, revenue forecasting, CRM development, sales analytics and reporting, and general sales hygiene practices.
- Negotiate rate of jobs and retainer fees to solve complex challenges with small business owners.
- Help craft soup-nuts sales approach from hiring and structuring sales teams, to individual contribution quota and expectations, to training materials.
- Build, automate, and workflow existing processes to help track and streamline key business objectives.
- Iterate and ideate initiatives to help drive bottom-line targets.
- Actively sell CRMs via partner channels adding multiple sources of revenue generating activities.
- Develop and Deploy CRM infrastructure including: Custom Integrations, Code, Revenue Optimization, Sales Processes and IQCs, Marketing Analytics, deployment, and ROI
Senior Executive, Northeast Enterprise Sales - AmpLiFund - Richmond, VA
(2023-01 - 2024-12)
- Build and foster relationships with C-Suite Executives in the public sector including CFOs, Administration, Technology, and Procurement Departments.
- Manage and carry a pipeline more than $4,000,000 and a quota of $1,000,000 net new revenue, annually.
- Dissect organizational business processes within the financial and technology industry to present streamlined solutions through enterprise software.
- Leverage the MEDDPICC process to identify key areas of the deal ensuring accurate metrics, differentiators, competition, and purchase process.
- Self-Generate qualified leads in tandem with a dedicated Sales Development Representative to expand opportunities in the region.
- Present to a minimum of 10 potential customers a week via virtual or in-person requiring a firm grasp on professional relationship development and presentation skills.
- Use a CRM to automate outreach, manage existing and future deals, streamline communications to prospective customers, and track opportunities from beginning to end.
- Forecast monthly quota for bottom line accuracy of incoming cash flow expectations and quota attribution.
- Negotiate using procurement vehicles, sole-sources contracts, cooperative agreements, partners, and resellers to navigate the nuance of public sector procurement.
- Track public facing budgets and posted RFPs to find potential and current opportunities.
- Respond and work alongside a dedicated RFP writer to craft a strong story regarding the value of AmpliFund's product and manage all aspects of Request for Proposal work in the Northeast.
Senior Manager, Revenue Operations and Sales - AmpLiFund - Richmond, VA
(2022-01 - 2023-12)
- Responsible for Solution Engineering Department, Sales Development Department, and Revenue Operations Department.
- Oversaw 10 direct reports including a Senior Engineering Manager and a Sales Development Manager.
- Led go-to-market strategies and specialized projects including API development on a financial integration ERP project.
- Market tested (sold and developed) new products and offerings including AmpliFund, CORE.
- Redeveloped the framework of customer-facing presentations and demos through a detailed framework of documentation and communication to swiftly address challenges prospective customers face.
- Developed, enhanced, and automated all functionality of our CRM to ensure sales enablement materials, workflows, pipeline management, marketing, and sales analytical data was digestible and accurate.
- Responsible for $20mm in net-new qualified pipeline, 1,500 qualified leads, and second-line responsibilities of $3mm in net new revenue.
- Had a continuous monthly quota attainment of 110% Month over Month for 36 months.
- Hired and trained new Sales Executives, Sales Development Representatives, and Solution Engineers on our product, CRM, sales process and expectations, and other varying business objectives.
- Promoted from within, including four internal career advancements of tenured Sales Development Reps migrating to other departments and responsibilities within the organizations.
- Experienced 0% turnover across 14 total hires from 2019-2023.
- Contributed to 40% year over year bottom line growth, and 220% Year over Year pipeline growth.
Manager, Sales Development - AmpLiFund - Richmond, VA
(2019-12 - 2021-12)
- Built and inside sales team from the ground up including hiring five Sales Development Representatives, building the inside sales approach, testing market viability, development of commission plans, coaching and training, and the framework of a regional-based non-competitive sales approach.
- Developed territories, TAM, firmographics, growth models, strat plans, and other key organizational-based objectives.
- Tracked and owned all aspects of pre-sale contributing factors from inbound opportunities, outbound calling, qualified appointment setting, pipeline growth, and key areas of revenue generating initiatives.
- Grew within my ability to present and train on new company initiatives progressing my ability for public speaking and my confidence in communication.
- Built new metrics for analyzing and tracking revenue including LTV, CAC, Velocity, ARR, MRR, and market-based conversion rates to address most viable industries yielding the highest ROI.
- 2020; 200% net new customer count, 75% ARR growth
- 2021; 110% relative net new customer count, 40% ARR growth
- 2022; 105% customer growth, 40% ARR growth
Formal Friday 5th Grade Volunteer - Welcome Elementary - Greenville, South Carolina
(2018-08 - 2019-11)
- Worked with a Title IX school in Greenville, SC including fifth grade students focusing on conversations about the professional world
- Introduced young students to proper handshakes, professional interactions, and fun activities like "How-To Tie a Tie Friday"
- Read books, helped with classroom needs, and worked with at-risk students on their future potential as growing young men and women
VP of Financials - JBJO
(2018-08 - 2019-11)
- Held seminars and weekly meetings to facilitate single-parent financial literacy and at-risk youth development.
- Built training materials for organizational members to better understand financial literacy.
- Worked with young adults getting started with banking, habitual saving, and budgeting.
Vice President - Society of Entrepreneurs, JMU
(2016-01 - 2018-12)
- Held bi-weekly meetings working with other student-ran college businesses.
- Held annual competitions to develop and iterate new Entrepreneurial ventures.
- Facilitated monthly seminars and workshops to further build on existing and new skill-sets.
- Kept up-to-date with the latest technology and development trends in the small business world.
