Salesforce

Leading the International Business Development organization for Mulesoft, Salesforce.

🤝 My high-performing organization consists of: 
- 5 Senior BDR Managers (UKI/FR, South Europe, North Europe/DACH, LATAM, APAC)
- 5 BDR Managers
- +60 BDRS

Senior Director, Head of EMEA, LATAM & APAC Business Development

Leading one of the Enterprise and Commercial Business Development teams on the UKI market.

🤝 My high-performing team includes 4 BDR Managers + 1 Senior Manager and +30 BDRs.

📢 Customer impact: 
My goal is to earn the trust of our enterprise customers to land and grow projects that drive revenue and build strong partnerships in the UK market. 
Strategic Enterprise Sales teams have asked me to get involved in multi-cloud deals to deliver Business Development customer presentations & demonstrations. I am actively involved with Insurance, Financial Service, and Manufacturing customers supporting them with their transformation projects. 

🫂 Employee impact:
Founded Girls in Tech with our Area Vice President on the UK market. Our mission is 
to close the gender gap and help women embrace their careers in the technology industry. I am currently mentoring 8 leaders and 11 reps in Salesforce. My Great Leader score is 95% out of 100% and I am setting a strong example of living the Salesforce values and providing open, constructive feedback to my team.
⬇️ For more details, check out my recommendations below.

🚀 Business impact:
1. Translate goals into measurable actions, set the vision and pace for managers and individual BDRs to achieve their goals, and ensure accountability at all levels of the organization. 
2. Motivate success at a rep and manager level with leaderboards, incentives, and stretch assignments that encourage every rep and manager to strive for consistent, great results.
3. Attract, train, develop and promote high-potential, early-career sales professionals & cultivate a great team of BDR managers.
4. Guide my teams to be among the best users of the Salesforce platform to drive higher lead conversion, break into key customers, expand the customer install base, and accelerate ramp time for new BDR hires.
5. Identify and manage the performance and retention risks in my teams, and forecast my teams’ results against monthly goals.

Director, Business Development (UKI)

Leading the EMEA Salesforce Business Development Associate Organization.

🤝 My team consists of 7 managers (UK, France, Iberia/Italy, DACH, Nordics, Emerging Markets) and 86 business associate development reps.

🥇 2021 Talent Multiplier - Key Achievements as a 2nd-Line Leader: 
Hired 141 Business Dev Associates Reps across EMEA & UKI and 3 BDA Managers (France, UKI, South).
Promoted 87 BDAs and promoted 3 BDA Managers to SDR/BDR manager roles.
Standardised BDA Program across EMEA (Central, Emerging, France, Italy, IBERIA, North, UKI)

Senior Manager for EMEA & UK Business Development Associate Team

Leading one of the UKI Inbound Sales Development teams.

🤝 Managing a team of 12 inbound sales reps on the UKI Market.

🥇 2020 Performance:
My team's pipe generation creation: +136%
Please ask me for more details on 2020 - I won the Peak Performer's Club Award for the highest attainment across EMEA and nominated UK Business Partner of the Year by our Sales Area Vice President.

🥇 2019 Performance:
My team's pipe generation creation: +127%
Closed deals: +101%
Productivity target: +11%
Promoted: 10 reps
Hired: 9 reps

❤️️ My mission:
- Lead the Sales Development Team to Success
- Hire, Train and Develop a team of Sales Development Reps
- Reporting on sales and pipeline generation activity and forecast to senior sales management
- Motivate Individuals and Team to exceed objectives through coaching, regular broadcast of results, and creative incentives
- Regularly report and manage Team/Individual Results - Lead Quantity, Quality, Revenue
- Develop Reps into sales-ready candidates for future Account Executive positions
- Work closely with Marketing and Alliances on defining Campaign follow-up and reporting and on lead quantity and quality
- Work closely with Sales Management team and Reps to ensure we drive pipeline needed to meet business requirements and growth.
- Work closely with Operations to make recommendations on process improvements
- Work closely with Enablement to develop sales skills and deep persona & product knowledge
- Identify and make recommendations for improvement and innovation in the areas of Process, Efficiency, Productivity
- Contribute thought leadership and best practice, both internally and externally, around business transformation

Manager, Sales Development Team (UK)

- Forecast sales activity and revenue achievement in salesforce.com , while creating satisfied customers
- Evangelize the Salesforce vision through product demonstrations, in-market events, and account specific initiatives
- Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing accounts
- Territory/ Vertical identification and research, to formalize a go to market strategy and create qualified target accounts
- Pipeline development through a combination of cold calling, email campaigns and market sector knowledge/intelligence
- Engage with prospect organizations to position Salesforce solutions through strategic value based selling, business case definition, ROI analysis, references and analyst data
- Manage the end to end sales process through engagement of appropriate resources such as Sales Engineers, Professional Services, Executives, Partners etc.
- Daily update of the salesforce.com system with accurate customer and pipeline data

Key Results of FY18:
Q4 Results: +122%

Account Executive for the UK

- Team lead for 18 Business Development Representatives in the Enterprise UKI team
- Exercising authoritative decision making during the opportunity evaluation and approval process
- Motivating the team to deliver high performance results and meet target KPIs 
- Mentoring new hires during onboarding, educating and embedding the core Salesforce values and visions
- Organizing and leading team meetings every 2 weeks
- Working with management to develop innovative SPIFFS for the UKI team to increase activity results

Senior Business Development Exec and Team Lead for UK | Enterprise Accounts

Won BDR of the year 2016 for the UK Market

Part of the UKI Enterprise Business Development team 
Industry: Manufacturing and Automotive

UKI Enterprise Business Development Rep

Wisembly

In charge of expanding Wisembly's business in the UK:

- Responsibilities related to the strategy, the coordination of attracting new key clients and building a new business pipeline
- Develop new digital transformation strategies and concepts for our new UK clients 
- Gain, foster and maintain a pro-active relationship with clients and decision makers
- Supports and provides input on the development and implementation of all marketing actions necessary to support business development, creating key messaging that resonates with target audiences (partnerships, digital summits, trade shows, blog, marketing campaigns & more)
- Identification of opportunities in diverse distribution channels, campaigns and services that will lead to an increase in sales
- Participate in the creation of a sales team in London 
- Working hand in hand with the founders of Wisembly

Results after 17 months of building the UK:

- UK clients I sourced and closed: CWC Group, UCL, Burberry, Hitachi, Barclays, Chamber of Commerce, French Connect... -> Pipeline built with the Founder of Wisembly of +40K pounds
- Lead Generation: prospected & qualified +4500, booked and went to over +120 meetings in the UK
- Major Partnership Events: Digital Shoreditch, Tech Hub Google Campus, Franco-British Digital Conference
- Recruitment: Head-hunting with our HR Manager, conducted interviews with many UK candidates
- London Office created mid-2015 in Shoreditch and registered Wisembly as a Limited company in the UK
- Head Count: 3 key account managers on the field in London

A bit about Wisembly:
Wisembly has been nominated in 2014 Best Start-up of the Year by Hub Awards. 
Also nominated by Gartner in 2015 for being the Coolest Vendor.
Wisembly is a digital solution for corporate meetings. In other words, we change the way people collaborate between each other at work.

UK Territory Manager

L'Oréal

- Develop and manage effective and successful biannual trade marketing plans (POS / local store marketing programs / cross border projects)
- Control marketing and merchandising budgets for the EU 
- Adapt global merchandising strategies to local countries by taking into account acculturation and business opportunities 
- Organize door openings (20 new doors opened in 2013 and 3 new countries in 2014) - Russia, Germany, Benelux...
- Define the European Merchandising planogram and product assortments per update (5 updates per year)
- Coordinate all EU updates (installation briefs / tester orders / production of merchandising assets)
- Develop pricing and promotional strategies through market analysis of competition, market trends and value added solution selling tactics
- Partnership management with Sephora Europe, Sephora France and our suppliers 
- Daily collaboration with the DMI, EU countries / report directly to the general director of l’Oréal Europe

Manager for Europe and Middle East for Urban Decay Cosmetics (L'Oreal Luxury Brands)

Operational Marketing:

- Responsible for developing a glocalization strategy in Russia
- Identification of short term and long term opportunities through competitive analysis, market studies and sales data analysis
- Partnership management with Sephora
- Market Trend Analysis
- Trade marketing organization and animation coordination
- Daily collaboration with US Marketing and Merchandising team
- Creation of training material

Merchandising: 

- Creation of field and brief updates
- Assortment planning

Marketing Assistant for Urban Decay Cosmetics (L'Oreal Luxury Brands

Orange France Télécom - Research and Development

- Customer care and negotiation
- Customer service, including responding to and resolving client concerns and complaints
- Creation of a customer satisfaction survey with Orange product offerings for the regional Orange flagships

Sales Representative

🚀 My mission: I am leading the International Business Development org for Mulesoft, Salesforce. Together, we will shape the future of enterprise technology and redefine what is possible. We are the MuleSoft Sales Development team, and we are committed to excellence, innovation, and customer success.

🤝 People-first and results-driven leader with a proven track record in driving pipe generation & revenue growth, developing high-performing sales dev teams across multiple regions, and leading innovative projects for Salesforce.  I am passionate about growing ambitious sales professionals, optimizing sales efficiencies, developing stakeholder partnerships, and delivering exceptional customer experiences. 

🌟 What I Value: People-Centric Mindset | Culture of Health and Well-being | Integrity | Collaboration | Transparency | Respect | Empathy | Inclusion & Diversity | Learning 

🎨  My passions include painting art, interior design, and fitness.
I also love outdoor adventure (sailing, trekking, snowboarding, scuba-diving). 
🎧 I love personal development and I have been listening to weekly podcasts from Jay Shetty, Brené Brown, Michelle Obama, Steven Bartlett, Simon Sinek, and Tony Robbins. 

👩‍💼 About me: 
I am French and lived in the Silicone Valley, California for 12 years and the French Riviera from 2002 to 2012. I moved to Paris for L’Oreal in 2013 and moved to Ireland at the end of 2015. 
I speak 3 languages: French, English, and a bit of Italian (thanks to my husband who is Italian). I am a proud mother 👶🏼 of a beautiful little girl. 

💝 If you have a passion for developing your people through coaching and creating a culture that allows them to thrive, have a focus on driving results and growth, along with having management experience, please contact me at classerre@salesforce.com for your dream leadership career.

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