Build With Robots

Responsible for shaping and executing the Marketing and Sales strategies to drive growth, build brand awareness and the sales pipeline, and elevate the pre and post-sale customer experience for the robotics start-up, specializing in smart disinfection serving healthcare, education, and public service industries.

Marketing & Sales Enablement Director

Sales Management Consultant

Mark Castelo Consulting

Created go-to-market and marketing strategies, plus provided fractional marketing leadership, project management and B2B sales enablement as a service to lead tactical initiative implementation, for growth-stage startups and social-impact organizations.

Key Impacts:
•  Interactive Health Technologies (2017-2022): Sales Enablement Manager, Enablement initiatives helped grow IHT from the #4 to #1 selling heart rate monitor device and PE SaaS platform in the K-12 market. Reduced average time to first sale from 7 months to 89 Days.
•  The Mindful Center (2016-2023):  Fractional Marketing Director & Project Manager, Developed growth marketing strategy responsible for the launch of digital corporate wellness and employee emotional well-being membership programs. Grew B2B corporate wellness enrollment 413% in 3 years.
•  Terra Vera (2020-2023): Sales Strategist, conducted 1:1 customer research to establish baseline KPIs and influence product development, marketing and sales growth strategy for the pesticide alternative ag-tech business.
•  The Solutions Group at Presbyterian Health: Facilitated Account Management and Sales staff development workshop series for the employee benefits and wellness group at Presbyterian Health Care.
•  Chubby Tire (2016-2023): Event Director, Launched brand, plus responsible for planning and promoting the annual High Altitude Classic event. 250+ individuals, with proceeds benefiting local charitable organizations.
•  Start-Leadership: Marketing Tech Stack Consultant, for strategic growth and LMS planning for online course development.

Fractional Marketing Director & Sales Enablement as a Service

CCIntegration, Inc.

Built the sell-thru business to a 7-figure line of business in less than 9 months and created SOPs documentation and training programs for Sales Operations and Inside Sales onboarding.

Sales Operations Coodinator

Interactive Health Technologies

Developed and executed Sales and Customer Enablement programs for the 100% remote company that helped grow IHT to the #1 selling heart rate monitor device and SaaS platform for K-12 Educators and Learners.

•  Transformed GTM strategy by designing, launching, and training an Inside Sales Team. 
•  Facilitated Sales and Customer Success training and onboarding, including creating playbooks and self-serve learning resources.
•  Led cross-functional SCRUM Sprints to optimize and expand CRM/Productivity Tech stack. 
•  Coached Inside Sales and Account Management staff.
•  Coordinated demand generation campaigns with Marketing.
•  Supported Regional VPs and Directors at conferences and webinar events.
•  Managed and serviced the Western USA territory accounts, to an average Y/Y growth of 44.78% and delivering 128.7% on quota.

- Integrating automated customer and lead workflows in ZohoCRM/ActiveCampaign/Slack improved customer experience and resulted in SaaS renewal sales increasing by 316% Y/Y 
- Enablement Programs resulted in 274 Net-New B2B Customers added to the client base, decreasing time to first sale to <90 Days and growing Inside Sales 267% in 4yrs (representing 45% of total company revenue contribution).

Sales Enablement Manager

Nuvita

Managed the Account Management & Client Delivery teams, servicing, renewing and expanding Nutiva's footprint at Enterprise B2B and B2G Corporate Wellness accounts. Implemented Hubspot, Trello, JIRA and Slack to scale outreach to an increased end-user customer base (without adding additional staff), automate internal team communications, and assist in segmenting end-users who needed targeted support; increasing Customer Experience Net Promoter Score by 14 points.

Manager, Customer Success

As a Field Business Development Manager, I supported prospecting, qualifying, closing and onboarding net-new B2B Enterprise & Mid-Market clients expanding their employee benefits programs.  Expand company reach into 2 new states.

Business Development Manager, Corporate Wellness 

As a B2B Enterprise Print and PC specialist, I built relationships with over 120+ clients and 55+ channel partners by first listening and seeking to understand, then building trust by sharing expert knowledge of best-practices in IT management, data security, mobility and bring-your-own-device - specializing in large healthcare systems.  

- Average quota achievement during my tenure of 143.5% (FY14 - 132%, FY13 - 102%, FY12 - 226%, FY11 - 114%)
- Selected to be 1 of 5 Salesforce.com Subject Matter Experts in HP's North America Enterprise Division, leading the CRM migration and testing with Business Analysts and facilitating training sessions to Sales and Acct Mgrs at HP Rio Rancho Campus.

US PPS Enterprise Sales Account Manager

US PSG Commercial Inside Sales Representative

New Mexico State University

As the head of the Business Department, my team of 10 direct-report employees was 100% responsible for revenue generation and ensuring the organization was well-resourced to transition from 100% print to digital and online publications; plus deliver marketing, advertising design, talent recruiting, and business operations for the non-profit media company.

Employed 36 total team members. Delivered 109% on budget.

The ROUNDUP - Advertising & Business Manager

First American Bank NM

I helped small business and consumer clients achieve their personal financial goals, manage wealth and grow their small businesses.

Personal Banker

Head Teller

WHITE SANDS FEDERAL CREDIT UNION

Teller

Dynamic sales and marketing director with proven success leading high-performing teams at start-ups and public companies. Extensive professional experience in shaping and executing marketing and sales strategy to drive growth, B2B sales, sales enablement, growth marketing, project and product management, and customer engagement.

I believe in creating growth strategies by authentically meeting customers where they are in their buyer's journey with the right communications and content, leveraging data from CRM automation tools to automate customer experience and inform decision-making, and skilling team members with the right knowledge and training to build humbly confident marketing, sales, and customer success teams to multiply revenue and delight end-users.

#Leadership #SalesEnablement #B2BGrowthMarketing #ProjectManagement #EmpoweringHumans

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