Erik McKee 🍽

12th State Design Co.

Co-Owner 

SaaSBros.

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Co-Founder

Sendspark

Strategic Advisor

Gravy

Q4 2021 Winner - Rep of the Quarter (most closed/won revenue)
Q3 2021 Winner - Rep of the Quarter (most closed/won revenue)

Senior Account Executive

Q2 2021 Winner - Rep of the Quarter (most closed/won revenue)

Q1 2021 Winner - Rep of the Quarter (most closed/won revenue)

Full Cycle Account Executive 

15Five

Account Executive 

May/June/July/August 2020 - Most qualified pipeline

Enterprise SDR 

Sept/Oct 2019 - 150% of quota (ramp)
November 2019 - 130% of quota 
December 2019 - 110% of quota 
January 2020 - 130% of quota 
February 2020 - 150% of quota
March 2020 - 140% of quota 
April 2020 - 200% of quota (company record)
May 2020 - 150% of quota

Sales Development Representative II

Campus Outreach

Executive Director

Area Director

Campus Director

Campus Staff

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Serving the Triangle area’s real estate agents, investors, home builders, and homeowners by turning vacant properties into compelling homes. 

12th State Design Co. is Durham’s premier boutique home staging and interior design brand. 

Ex Hooper 🏀 
Tattoo Junkie 😖
Sneaker Head 👟 
Texas Forever 🐂

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Erik McKee

National Sales Director, Lead Generation

Litera

• Quota Attainment: 2021 (Q4) 94% | 2022 - 145% | 2023 - 167% | 2024 - 127%
• SDR Promotions: 6-AEs + 3-AMs 
• Manage team of 12-SDRs + 2-Team Leads in the NAM, EMEA, APAC, and LATAM for the Small-Law, Large-Law, Corporate, and Enterprise teams
• Hire, train, coach, mentor, through weekly; KPI and behavioral based 1:1s, sales and product trainings, cadence evaluations, mentorship programs, and future career development courses
• Established SDR onboarding and training program with Enablement
• Support and manage a global Marketing lead management framework and developed a KPI reporting system, as well as designed a tactical SOP for converting MQLs to SQOs
• Co-lead global monthly product and industry advisory webinars targeting C-suite personas in Large Law, Corporate, and Enterprise
• Lead the global IVR system for all inbound sales calls managed by the SDR team increasing the company eNPS
• Setup, manage, and lead department wide outbound SalesLoft; training, coaching, data
reporting, and global cadence framework
• Co-lead, manage, and support our global demand generation campaign program for all of Revenue, supporting Marketing with MQL conversion tactics, effective data management within Salesforce, and SalesLoft
• Lead the global revenue department Salesforce SLA hygiene projects
• Instituted a product training program for all SDRs to be demo certified in four-core product lines 
• Create and train on prospecting models for all Global enablement projects including, cadence design, demo decks, and client facing product collateral
• 2022 & 2023 & 2024 – Performance Review: 4/5 (Exceeding Current Targets/Expectations)
• Utilize: Microsoft Excel, RingCentral, Salesforce, SalesLoft, Jobvite, Asana, Sendoso, Hubspot, Highspot, ADP, Workday, Xactly, LinkedIn Sales Navigator, ZoomInfo, Leopard Solutions, GoToWebinar, Marketo, CultureAmp, Motivosity, Gong
* Admin: SalesLoft, ZoomInfo, Leopard Solutions, LinkedIn Sales Navigator, Sendoso, GoToWebinar, Zoom, Gong

Global Manager, Sales Development

ATG USA

• Managed remote team of 7-SaaS account executives in over 10-different territories
• Assisted SaaS AEs with business process assessments/demos for Architecture, Engineering and Construction (AEC) clients on software, hardware and workflow processes up to including team augmentation and production service work
• Composed, evaluated and negotiated complex proposals for clients on Autodesk, Bluebeam, Enscape and Panzura  software and scopes of work for production services, consulting and on-site team augmentation in AEC industry 
• Managed, coached and strategized with SaaS AEs and senior leadership on MxM/QxQ pipeline, weekly/monthly forecasting, SQLs, MQLs, KPIs, profit margin and client retention
• Hired and onboarded SaaS AEs, manage and coach on performance metrics, successfully drive new strategies for an increase in new pipeline and net new accounts
• Conducted and or contributed to strategy sessions with our department heads in Enterprise, Marketing,Technical Services up to including our Channel Partners (Autodesk, Bluebeam, Panzura, Bimbox, Leica and ESRI)
• Orchestrated daily/weekly strategy and execution meetings on key performance indicators for scaling new territory footprint and building new pipeline
• Completed Bluebeam and Autodesk certification training as a Sales Manager with Platinum Channel Partners and completed the entire Sales Gravy training course catalog
• Utilized: Microsoft Excel (intermediate level), Microsoft Dynamics 365, Gong, Mitel MiCollab, Dodge Analytics, Jobvite, Predictive Index, Performance Pro, Zendesk, Mural, Global E Training, Paychex/Paylocity

Sales Manager

Search Solution Group

• Conducted weekly, monthly and quarterly performance reviews for 23 employees
• Constructed and delivered weekly presentations on a detailed gap analysis for the President, CEO and managing partners, discussing department and employee performance up to including P&L and forecast in each market
• Carried out bi-monthly company-wide presentations on departments success and future initiatives
• Trained mid-level management on leadership best practices 
• Collaborated directly with Human Resources, Talent Acquisition and Learning & Development to facilitate and oversee the onboarding program
• Sourced and interviewed all candidates for quality assurance and evaluated behavioral predictive index scores for position and culture alignment 
• Consulted with marketing and recruiting departments creating strategies to increase company recognition in market
• Managed negotiations between Search Solution Group and our clients up to including potential partnerships
• Introduced and trained the Talent Acquisition and Human Resources departments on behavioral hiring methods 
• Implemented a new commission structure and department hierarchy which led to new partnerships and greater employee retention
• Created a key performance indicator data management system for customized employee trainings
• Published new training material for the business development department on proper methods for demonstrating efficient strategies for all consulting related services
• Produced reports, client driven data, recruiting literature, digital content, and the service demonstration module
• Created new training material for client success on proper methods for effectively managing the company’s clients needs
• Instituted and led a company-wide culture initiative aligned with our core values resulting in an increase in employee retention

Senior Director of Business Development

Townsquare Interactive

• Initiated, recommended, and implemented improvements to existing processes and develop new reporting dashboards, and processes in support of operations for the sales, marketing, account management and retention departments, resulting in a company-wide 97% retention rate
• Consulted with sales, marketing, account management and retention departments on new programs and products, including their effect on client campaigns, which resulted in an average of a 33-month client lifespan 
• Delivered monthly presentations for the president and his executive branch based on team performance metrics, including my involvement in data projections for monthly billing of $4.5mm
• Implemented daily, weekly and monthly trainings for each individual account executive based on their key performance indicators which resulted in an average of a 17% increase in their performance year-over-year
• Established reports, client driven data, marketing literature, digital content and the product demonstration module, all used by my sales team which resulted in an average of a 12% increase in revenue year-over-year
• Created curriculum, outlines and scripts for new-hire training that is utilized by all account executives and management, which resulted in the company’s consistent growth in profit margins from $1.8mm to $14.2mm
• Trained account executives on proper methods for demonstrating specific marketing strategies to communicate value, which resulted in an average of a 11% increase in client acquisition year-over-year
• Managed teams of up to 18 account executives with over 22 promotions from entry level to senior level, resulting in over 75% of those account executives being profitable month-over-month for the company
• Utilized: Microsoft Excel, Salesforce, financial billing software, project management software, recruiting software – Greenhouse and Exponent HR (online payroll, HR and Benefits)

• Researched markets to acquire potential prospects based on data analytics and market analysis
• Demonstrated effective marketing strategies to executives for small to medium sized business in order to improve their advertising campaigns
• Implemented effective data analytic methods for efficient pipeline management
• Effectively brokered accounts between the digital division and our radio divisions across the U.S.
• Trained and mentored business development representatives and account executives, which resulted in over 10 promotions
• Communicated effectively with account managers to ensure client satisfaction and retention
• Led strategy meetings with account executives to increase their key performance indicators which lead to the over 5 senior promotions and raises
• Represented the legal division of Townsquare Interactive as head ambassador for the following trade shows: NACDL: Palm Beach, FL and Las Vegas, NV | Lawyer-nomics Las Vegas, NV
• Traveled to Townsquare Media radio markets as the acting event manager to advise local businesses on how to utilize digital advertising for client acquisition and retention
• Assisted in brokering companywide deals between Townsquare Interactive, Mobile Soft and BuiltWith
• Keynote speaker for 2016 Townsquare Media Trade-Expo
• Recognized as a top 20 employee in the company of over 350 at the company’s five-year anniversary
• Two-time President’s Club winner – 2015 & 2016
• Achieved and exceeded quota since April 2014 – September 2016
o Expected Revenue $76,813 – 100% to Goal | Total Revenue $105,222 – 137% to Goal

EBA Financial & Insurance Services, Inc.

• Researched businesses to acquire potential prospects based on data analytics and a financial analysis
• Demonstrated effective financial strategies to executives for small to medium sized business in order to improve their financial margins and acquire new customers
• Implemented effective data analytic methods for efficient pipeline management
• Communicated effectively with account managers to ensure client satisfaction and retention

Business Consultant

Jimmy John's

• Responsible for guerrilla marketing to local businesses to increase brand awareness in a new market
• Increased overall delivery and in-shop sales percentages through effective marketing strategies
• Facilitated a marketing strategy that resulted in the second largest sales volume within the corporation
• Developed multiple relationships with new and existing customers in designated grids
• Trained employees and operated as person-in-charge, responsible for daily metrics and financial reporting
• Managed a team of employees under my supervision, including scheduling and human resources

Marketing Strategist

Selfless leader with a uniquely diverse background emphasizing my training in sales, client success, account management, project management, marketing development, and complex problem solving. 

I thrive on new challenges; utilize analytical and consultative skills, strategy development, and conceptual thinking to meet the immediate needs of both the company and its clients. 

The primary focus I have is developing those that I have the pleasure of leading both personally and professionally. Ultimately, I strive to assist and facilitate their pursuit of achieving even greater opportunities for themselves. 

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The Battle

Erik McKee

Mark DeSessa

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