JB Smith

SAFEbuilt

Brought on as a consultant through my company, SDR Excellence Partners, to serve as Sales Development Director during the initial stages of a rapid build out of the SDR team.  Responsible for building out the current SDR Organization from 3 to 15 SDRs.  To include hiring, training tracks and content, evaluation processes, determination and tracking of of KPIs, professional development, coaching, scripts, cadences, and alignment with greater Sales organization.

Director of Sales Development

SDR Excellence Partners, LLC

Companies not using an internal Sales Development Representative (SDR) Team, are missing out on lowering their cost of sales and freeing their sellers to focus on the more complex phases of the sales cycle. We help companies address two common problems in effectively leveraging Sales/Business Development teams:

1.  When standing up a team, where to begin?  Training, hiring, building out metrics, development plans, and everything else required to successfully launch, create business processes, and integrate the SDR function into the larger sales organization.  We can work with you from A-Z to accelerate the stand up and make the function contributing faster.

2.  Companies often want to hire just one or two SDRs to test the model.  But then the management of those SDRs falls on someone with limited niche expertise, and usually taking on the role as a secondary responsibility.  This model leaves the SDR without adequate support.  We address this by offering part time management of the SDRs, to help them build cadences, scripts, track metrics, performance coach, and conduct 1-1s. A full on expert at a low cost.

Bringing this function in house is usually superior to external lead generation companies, where you have limited quality control due to a more complicated feedback loop, no control over who is making calls on your behalf, and hard time driving the collaboration between the seller and the SDR, which is key to making the function work.

If you are interested in building an SDR function, let’s have a conversation.

Principal

Motorola Solutions

Reports to the Vice President of Inside Sales.  Started position due to acquisition of Rave Mobile Safety by Motorola Solutions, Inc.

Head of Sales Development organization responsible for supporting the 300 Direct Sellers and 150 Overlay in the Motorola Solutions, Incorporated Government Sales Organization.  Team is responsible for following up and converting marketing generated leads into qualified leads and successfully handing over to the sales organization.  Additionally responsible for partnering with the selling organizations to create sales campaigns and cadences to drive additional opportunities.

• Manage remote employees and teams in Salt Lake City and Chicago
• Migrated existing SDRs from their legacy SalesForce Instance to the Motorola SalesForce Instance, along with moving from SalesLoft to Outreach
• Constructed Onboarding and Ongoing training and development for the new SDRs
• Interface with Marketing to ensure campaign execution, compliance and operational efficiency
• Work with field sellers to construct sales campaigns and cadences within their specific territories to increase pipeline
• Work with partner organizations to help them leverage SDR Capabilities

Head of Sales Development, US Government

Rave Mobile Safety

Reports to the Chief Revenue Officer.  Responsible for the establishment of a new sales development function at a private equity backed software company (acquired by Motorola in December 2022). Responsible for the building of the team, to include processes, hiring, and establishment of tech stack.  Supports sales organizations selling into the Federal, State and Local, Healthcare, Corporate, K-12, and Higher Education verticals.  Works with Chief Marketing Officer on lead processes and with the greater marketing team on sales support.  Team is blended doing both inbound lead follow up and outbound cold prospecting.

•	Redesigned SDR compensation plan which lowered the average cost per opportunity and pipeline build while increasing opportunity quantity by 50% and pipeline generation by 115%
•	Currently leading the team thru our acquisition by Motorola
•	Identified solution and created business cases to field Orum (Dialer) and SalesIntel for the SDR Team and Gong for the Sales Organization
•	Supported the fielding of Qualified and Marketo (which replaced Hubspot)
•	Worked with Sales Operations to map out businesses processes for the new SalesForce design
•	Reengineered lead distribution and meeting created/set processes

Head of Sales Development

ChannelAdvisor

Manager of a 12 representative Sales Development organization focused solely on the creation of new logo sales opportunities in the ecommerce space.  Liaisons with marketing for campaign and program development.  Company delivers software in a SaaS licensing model.
 
•	Created 1-1 System /Documentation for greater transparency into the SDR's desk 
•	Designed SalesLoft system of marketing lead follow up resulting in lead follow up increasing from an average of 3 to 8 touches for non-high value leads 
•	Increased outbound emailing results from an average of 400 per week to over 1,000 per week per rep 
•	Architected onboarding training program to bring new hires up to speed.

Manager, Sales Development

Sales Manager for a team of 12 Associate Account Executives (AAEs) selling enterprise SaaS software into the ecommerce market. Responsible for hiring, training, coaching and managing new account executives.  The AAE program was a new program launched in order to bridge the development gap between SDR and Account Executive (AE) Skillset.

Sales Manager

Citrix

Responsible for the creation of pipeline for the Citrix Enterprise Sales. Hires, trains and coaches 10 Demand Management Representatives (SDRs) supporting the 160 Outside Sales Reps. Manage forecasts, builds internal programs and collateral, supports the execution of enterprise programs, and works with Enterprise Sales Leadership and Field Marketing to prioritize and align support. Present business value for the entire Citrix product suite of virtualization, workspace and networking products in both SaaS and perpetual licensing models.  
•	2019 grew total pipeline build by 68.4% ($95M to $160M) and new software pipeline by 123% ($35M to $78M) from 2018 YoY despite 80% staffing due to hiring freeze.  
•	325 created opportunities in Whitespace/Dormant and Undersold accounts.  
•	Built internal programs such as mailings, email campaigns, and call campaigns; included scripts and sequential voice mail and emails.  
•	Field support to the Canadian Enterprise Team

Manager, Demand Management (Enterprise SDR Team)

Lenovo

Responsible for the marketing of SUSE products to the Lenovo Data Center Group Sales force.  Conducts training, produces collateral, assists on individual sales opportunities.  Additionally responsible for the creation of systems to create a reproducible model.  

•	For FY2018 (April 1 – Mar 31) SUSE Sales in Lenovo, North America are $850K.  For the same period in FY2017, SUSE Sales were $600K, and for the entirety of FY2017, Sales were $1.3M 
•	Created Checklists to enable the sales people to have a quick reference guide when dealing with customers 
•	Created the weekly “SUSE Shots” News letters to disseminate quick bits of useful information to the sales team 
•	Established a system for capturing and distributing renewals, which resulted in a $313K Sale in Mar 2017.

Sales Engagement Manager - SUSE

Dynatrace

Build and manage enterprise accounts (Over $1B Revenue) in Tennessee and Kentucky. Interact with customers at management and senior executive level. Incorporate internal assets of specialty sales representatives, business development, channel sales representatives, and sales engineers into the sales process to effectively position our offerings against client needs. Conduct individual marketing campaigns within my territory to develop lead flow and establish metrics for personal marketing efforts.
● Key Clients: Humana, Tractor Supply, Dollar General, State of Tennessee and Yum! Brands

Enterprise Account Executive

Client interfacing sales of Dynatrace's Application Performance Monitoring software to companies in North and South Carolina and Tennessee.  Focused on eCommerce, Financial Service, Insurance, Healthcare and Government.  Our software helps companies looking to improve application performance and development time to reduce environmental complexity, eliminate guesswork on core issues affecting performance, and free up assets to further innovate on behalf of their businesses. Managed sales efforts to 200 accounts across 7 states in Mid-Atlantic.
● Ranked 8th companywide while being the most recently hired
● Develop greater than 2 new customers, 5 quarters consecutively

Mid-Market Territory Manager

The Schwan Food Company

Leader of sales market of food products to 5000 customers in the greater Charlotte Metropolitan area.  Responsible for the management of 10 sales depts and three operations.
* Grew region sales over 20% within first 3mos; ranked bottom 10% to top 10%.
* Manage profit and loss (P&L), monitor growth of sales, maintain data and documentation for business operations, implement cost control measures, and maintain company assets.
* Develop change management strategies for region and division wide-recognized by VP of Sales.

Sales Director

Best Practices, LLC

Planned and directed all aspects of global sales department practices for a benchmarking/consulting firm selling into the US, Europe and Asia.  Reinvigorated and reorganized inside sales team and fielded outside sales representatives to improve revenue growth and profit.  Implemented and enforced management metrics to improve sales activity outputs.  Installed training and best practices to transition sales force from a transactional team focused on selling the lower-priced products transactionally to one selling higher price point products consultatively.  Established sales forecasting process and enhanced the reporting tools in our CRM (SalesLogix).  Implemented a channel sales program. Reported to CEO and member of the executive management board.
* Exceeded goal by minimum of 15% every quarter.
* Increased face time with clients by 10% by outside sales force.
* Established systemic hiring process- personality evaluations, role play and qualitative metrics.
* Introduced bundle packages to increase sales transaction average from $1900 to $8400.
* Improved company web presence thru social media.
* Doubled sales force to manage the increased sales demand.
* Quadrupled revenues during tenure.
* Assisted CEO in strategic planning for possible M&As and long term growth objectives.

National Director Of Sales

Passion for building and developing sales teams to exceed KPI targets through strategic techniques for highest performance with a command necessary to meet short and long term objectives.

Accomplished and innovative Sales Development leader with proven SMB and Enterprise teams.
Broad-based business acumen with an advanced education to drive successful relationships across sales, marketing and supporting organizations.

Extensive professional background with executive leadership roles in national sales department with operations management, strategic planning, and process improvement responsibilities

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