Personio

Privileged to be a part of Personio's Sales Enablement Team, focused on Leadership Development and Enablement Business Partner to Northern Europe

Senior Sales Enablement Specialist

Highspot

Highspot gave me the best job in the company - I have a team of 5 brilliant, ambitious ADRs who are going have amazing careers

- Consistently achieved largest quota in EMEA delivering >$3m in Pipeline
- Highest Rep Retention Rate Globally 
- Built Discovery Call Framework that improved buyer experience and qualification rates of meetings
- Consolidated Intent and Customer Data into Single Dashboard for ADR/AE/AM teams that helped them priorisitise accounts with highest probability to buy
- Built performance dashboards that helped deliver predicatable opportunity flow for business
- Rolled out Corporate Visions Sales Methodology to improve converstion rates
- SME on tech stack to ensure business achieved maximum ROI for tools (Salesforce, Highspot, Gong, Groove, Sales Navigator, Cognism)

Manager, Account Development, Northern Europe

Growth Intelligence

Got to do all the fun jobs while reporting directly to the CEO 😀 Including...

- Salesforce and Outreach Admin and Reporting Expert
- Hiring and Onboarding new SDRs
- Training and Coaching, building career progression plans
- Built note taking templates and scripts for Discovery Calls
- Created messaging and pioneered our ulta-personalised BASHO sequences

and of course, a little prospecting :) 

No better University than a start-up!

Enterprise SDR Manager and Sales Ops

As we hired more SDRs as we grew, I wrote the SDR Handbook, built an onboarding plan, delivered the enablement and developed our messaging to respond to the Covid lockdowns, reporting directly to the VP of Sales

Senior Enterprise SDR

Joined Growth Intelligence as Sole Enterprise SDR, created opportunities that delivered more than £1m ARR through customers inc Vodafone and AXA

Competed (and won) against global giants like Experian and Dun and Bradsheet

Enterprise SDR 

RSRCHXchange

My first taste of start-up life! Mifid II forced institutional research for Asset Management firms to be unbundled, and RSRCHX was the marketplace to meet the new requirements.

Battling against fierce incumbents like Bloomberg, Refinitiv and Factset, we helped Buy-Side firms get the research they needed to make strategic decisions. 

My job was to bring new firms onto the platform and help them get the most out of it. Lots of meetings around the City, lots of calling Hong Kong in the morning and New York in evening. 

Part of a motivated, united team. Company excited via an acquisition by Liquidnet in 2019

Buy-Side Account Manager

Meltwater

First 360 sales roles selling Media Monitoring Software to Marketers all over UKI who needed to track how their company was spoken about in the news and online

Competed (and won) against some of the biggest names in Marketing like Cision and Kantar

Learnt how to demo, how to close, how to do discovery and how to flip a deal in a day. 

Also got to be a designated Product Specialist, Onboarding Ambassador and won my first big incentive ("Oktoberfest" for finishing 173% of quarterly target)

Account Executive

E. Bo-young Talking Club English Academy

Lived for a year in the wonderful city of Busan, South Korea teaching kids English

28 different classes per week, with children aged 6-15 (plus some adult classes)

Nothing like standing a front of a classroom to teach you how to speak with and engage an audience

And nothing like marking, writing reports and parents evenings to teach you productivity!

English Second Language Teacher

Various

Worked numerous jobs to save money, often 12-18 hours days in up to 45 degree heat. 

Including 3 months as an Outback stationhand on a 200,000 acre sheep farm

3 months "Tarping" as part of a 5-man work crew travelling the wheatbelt and sealing massive grain bins

and 2 weeks "Spruiking" at the Perth Royal Show

Various Roles Across Western Australia

Kyocera Mita UK Limited

My first sales role! Making 80+ calls a day to book meetings for our sales people and channel partners. 

Finished 200% Annual Target for BD in Laser Printer and Photocopier Market

Also got to work on events, support in meetings, travel around the country to work directly with our channel partners to compete and won against industry giants like Xerox, Ricoh and HP.

Business Development Executive

#RepsLoveHighspot / Bridging the Gap Between Sales and Marketing / Equip >> Train >> Coach >> Analyse

Enablement only has one job: Help Salespeople Sell Things

The rest is just noise









To all the SDRs who read "About" sections on Linkedin: 
1. Sorry I'm not an Economic Buyer 
2. If you want to book a meeting with me - a cold call is probably the best way to get it 😉

Taplio

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Taplio

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Nick Markham's Linkedin Analytics