Sift

Leading Partner Solutions & Success.

Sift is a leading provider of Digital Fraud Management solutions.  Understand your consumer behavior better through trillions of signals.  Make it easy for your good customers to purchase and pay - while frustrating fraudsters-  and watch your margins grow.

Accelerate your Growth with Trusted Customers that Convert.

Partnerships, Sales Engineering

Bolt

Bolt One Click Checkout offers the leading Shopper Experience from Account Creation to Order Payment.

We help merchants acquire new shoppers, retain existing shoppers, and grow revenue. Combine the industry’s easiest checkout, fraud detection that approves more good orders, and payment options for the way your shoppers want to pay.

Sales Engineering

Billtrust

Led Zero-to-One initiative and launched new product to market.
Founding PreSales, BDR, GTM, Post Sales PM, Education, Business Consultant for product line.

Billtrust is a leading provider of accounts receivable automation solutions. Digitize Your Processes to Realize Cash Faster. Make it easy for your customers to view and pay their invoices electronically, remove manual slowdowns and watch your cash flow accelerate.

Nasdaq: BTRS 2021.
Billtrust Acquired by EQT PE 2022.

Product Strategy, GTM

Led growth and expansion initiative accelerating shift from on-prem to cloud and managed services. 
Launched two new products based on the Eclipse Stardust BPM Engine (CARNOT and Infinity Process Platform).  

Created infrastructure sizing and commercial pricing models.  Developed outbound campaigns, messaging, blogs, and thought leadership webinars.

SunGard can assess and architect your future-state roadmap for highly available and connected infrastructure for the breadth of your application environment. We’ll develop a streamlined colocation and hybrid cloud strategy that embeds a high-performance network integration layer. We’ll ensure optimized application hosting, performance, cost, and scalability.

SunGard acquired by FIS 2015.

Product Management, Technical Consulting

SunGard - now part of FIS

Expanded remit with Product Management leadership.  Led adoption and migration plan for two acquisitions.  Launched program to accelerate new version adoption, driving down support cost and improving customer retention.  Led sales enablement programs including Total Cost of Ownership education series.

SunGard offers a leading liquidity and risk management solution for corporations, insurance companies and the public sector. The solution suite includes credit risk modeling, collections management, treasury risk analysis, cash management, and payments centralization and standardization.

PreSales and Product Management

Founding PreSales Player-Coach.  Launched first Solutions Consulting playbook and redefined buyer facing assets such as product demonstrations, presentations, RFI and RFP catalogue. Expanded sales engineering teams in USA, UK, France, and Benelux.

GETPAID is a fully integrated, web-based accounts receivable software solution that helps increase cash flow, mitigate risk and drive operational efficiencies.

The solution delivers full process automation, workflow and collaboration. Its machine learning capabilities and artificial intelligence (AI) engine creates a foundation for continuous improvement in working capital and cash flow. Choose from our flexible delivery options, including on-premises, SaaS and private cloud.

GETPAID acquired by SunGard 2005.

PreSales

🔴 You created a fast growth environment.  Early Stage, Growth, New Initiatives
🟡 You operate in FinTech driving Risk, Payments, Cash Flow, and Conversions
🟢 You need help right now turning curious buyers into raving fans
That’s where I come in. 👇

💸 Office of CFO, A/R, Order-to-Cash, Finance, Cash Flow
📈 Risk modeling and behavioral economics
🎛 Market Segmentation and GTM
🤝 Multicultural and International
🗣️ Public Speaking, Storytelling
🛠️ Mergers and Acquisitions
🧭 Deal Desk: CPQ, Billing
📢 B2B SaaS solutions
😍 Kindness is Key
🎉Let's GSD
🦻No egos

Posts are my point of view and may not represent anyone else's positions, strategies or opinions.

Arthur Hernandez

Pay Forward Coaching

Career Advisor

Enboarder

- Directed SalesOps, business development ops, and enablement globally (NAMER, APAC, EMEA)
- Successfully led GTM operations for new product launch achieving pipeline target of $400k ARR
- Systems trainer/Admin for tech stack - SFDC, LI SalesNavigator, LSI, Gong, Outreach, ZoomInfo, etc.

Global Head of Sales Operations

- Led team of 4 AEs, 2 ADs, and 1 team lead responsible for acquisition, upgrade, cross-sell, and renewal for North America SMB and Corporate segments (200-10k EEs)
- Largest acquisition deal @ $193k ARR in FY ‘22 and successfully renewed in FY ‘23
- Achieved 173% of growth plan in FQ4 ’22 and 110% of renewal plan in FQ4 ‘23
- Selected as sales P.O.C. within the Center of Excellence (Data Champs) cross functional team.

Sales Manager | North America

CarGurus

- Led team of 10 AEs and 2 Associate Managers
- Achieved 120% quota attainment and top achieving team in Feb ‘22

Senior Manager, Inside Sales

- Led team of full life cycle AEs responsible for new business, growth, retention, and renewal
- Consistently achieved over 100% of net dollar retention (NDR) target
- Grew quarterly MRR by 175% and improved PPR by 150% (3.5 Qtrs)
- Won 2021 Hackathon’s Most Business Value award (Team member)
- Key sales stakeholder on CRM overhaul, TAM analysis, territory mapping, and primary sales partner to marketing, growth team, and SalesOps

Manager Level 2, Inside Sales | Franchise

- Led 10-12 person team responsible for renewal, upsell/cross-sell, and retention
- Improved quota attainment from 86% (Q3) up to 130% (Q4)
- Increased quarterly growth MRR by 140% and improved PPR by 101% (3 Qtrs)
- Key sales stakeholder for CRM taskforce, renewal task force, and sales playbook

Manager Level 2, Account Management

Responsible for supporting all inside and field digital marketing sales
- Led Digital Marketing Managers overlay sales team (Similar to SE function)
- Achieved 230% digital sales target in Q1 2020
- Sales stakeholder for GTM playbook and overlay sales motion for RPM (new product)
- Partnered with Digital Consultants to launch prospecting efforts through Alpha and Beta testing
- Collaborated with Sales Enablement to create internal training content.
- Partnered with marketing to create effective messaging.
- Partnered with pricing team to create effective pricing models

Manager Level 2, Digital Marketing Sales

Led overlay sales team - 12 AEs, 1 BDR, and 1 TL to scale SEM+ new product sales
- Responsible for prospecting, deal management, closing, and forecasting on SEM business.
- Acquired 400 new customers, $370k MRR, and 1.3 MM/monthly google ad spend (2.5 years)
- Launched SDR/BDR role and biz dev motion to qualify inbound requests and identify new opportunities
- Hosting webinars, attending events, and building content utilized to drive inbound leads.
- Inspired SEM Lite product to fill gap and align with SMB clients

Sales Manager | SEM Plus

Player coach responsible for scaling our SEM+ overlay sales team. 
- Achieved 177% of goal in July ‘18
- Scaled sales team 2x (4-8 AEs). 
- Utilized Looker to identify suggested ad budgets in pre-sale that would hit expected performance benchmarks in post-sale for improved customer satisfaction and growth opportunities

Team Lead | SEM Plus

- 1 of 2 initial AEs for SEM Plus GTM including Beta launch
- Developed sales motion, identify ICP, messaging, and playbook prior to scaling.

Account Executive | SEM Plus

- Successfully acquired the #57 and #40 on the top 150 dealership groups in U.S. overachieving goal in 10/12 months.

Dealer Account Executive

Bernardi Automotive Group

Member of Carney Management Company

Recruiting:
- Spearheaded recruiting for front end sales positions across 7 Franchise Dealerships
- Decreased cost/hire by renegotiating and reinvesting our recruiting budget (300% improvement)

Sales Enablement:
- Built and implemented the Bernardi sales process and playbook
- Mapped both Traditional and Negotiation-free sales processes into our CRM stages
- Systems training: CRM, Quoting Tool (Desking), and Inventory management systems.
- 1:1 Performance coaching

Project Management:
- Led transition from traditional to Negotiation Free sales process at 2 locations.
- Implemented new inventory management software and CRM (AAX to vAuto, ELeads to Vin Solutions)
- Consulted in advertising decisions for whole group.
- Decreased Advertising costs by 20% while maintaining and improving sales Year over year

Corporate Sales Trainer & Recruiter

Group 1 Automotive

Led recruiting and sales enablement programs for largest automative BDC in the U.S. (46 stores).
- Led implementation and enablement programs for CRM, DMS, and Desking (New tech stack)
- Designed, programmed, and automated workflows to ensure the systems matched our sales process
- Crafted outbound messaging and trigger based sequences for existing customers and prospects 
- Programmed permissions, built dashboards, and designed role-based views for all sales personnel
- 10 Dealerships recognized in WardsAuto Top 100 Dealers

East Region Business Development Trainer

- Account Manager for 13 dealerships, leading team of 10 BDRs.
- Successfully coached and mentored 5 BDRs into leadership roles

BDR Team Lead

Global Head of Sales Operations | Enboarder

With 14+ years of experience in sales and revenue operations, I am a passionate and driven leader focused on growing people. While I'm data-driven to identify opportunities for improvement, working directly with your people in the trenches is the quickest path to uncovering potential.

I bring diverse perspectives and experiences to the team, as an operational leader, a customer on buying committees, and being certified in Neuro Linguistic Programming (NLP), a powerful communication tool.

This experience is invaluable in role-playing opportunities while coaching my team.

taplio

The Battle

Arthur Hernandez

Robbie Wilson

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