Expel

Senior Director, Sales Development 

Responsible for leading our Sales Development organization as we work to support pipeline generation activities for Account Executives across all segments.

Director, Sales Development

Cisco

In this role, I was responsible for driving the vision and execution of 75+ Account Development Reps (ADRs) globally across two business units within Cisco (Duo Security & SecOps).  The ADR role exists to partner with Account Executives to help them generate new sales opportunities and pipeline via both inbound and outbound motions.

Director, Worldwide Account Development (Duo Security & Sec Ops Business Units)

Duo Security

Responsible for a global team of 55+ Account Development Reps (ADRs) across two business units within Cisco's Cloud Security business (Duo Security & SecOps BUs).

Head of Global Account Development - Duo Security & Umbrella BUs (now part of Cisco)

Responsible for a global team of 40+ Account Development Reps (ADRs) supporting all regions and segments.

Head of Global Account Development - Duo Security (now part of Cisco)

Responsible for all Inbound & Outbound ADR Teams across the Americas.  Our team helps support pipeline generation activities for Account Executives in SMB, Mid-Market, SLED, FED, and Enterprise segments.

Director, Account Development (AMER)

Castlight Health

In this role, I oversaw a team of 20 Account Development professionals that were focused on partnering with AE's to identify and qualify new sales opportunities and pipeline.  Our team was segmented across Large Enterprise and Upper Mid-Market territories.  

- 2016 President's Club

Director of Account Development

MongoDB

In this role I oversaw a team of 30 Inside Sales professionals across 3 functions: Corporate Account Executives, Renewals Account Managers and Sales Development Reps.

2014: Inside Sales Team 110% of quota
2014: Sales Development Team 118% of quota

Senior Director, North America Corporate Sales

SuccessFactors

In this role I managed a  team of 18 Inside Sales Reps responsible for Upsell Bookings within our installed Client Base.
 
2013 Winner's Circle (President's Club)

Senior Director, Enterprise Inside Sales

In this role I managed a total team of 50 individuals across two functions.  One team was a team of Inside Sales Reps who were responsible for generating Upsell bookings within our installed customer base. The other team was a team of Lead Generation Reps  responsible for generating net new pipeline/opportunities for the sales reps in the field.

- 2012 Winner's Circle (President's Club)

Corporate Director of Sales, Americas

In this role I managed a total team of 31 which called into North America, LATAM and ANZ accounts.   The team was responsible for generating net new pipeline/opportunities for the sales reps in the field.

- 2011 President's Club
- 2010 President's Club

Director, North America Lead Gen

In this role I managed  teams of 7-10 Lead Gen Reps calling into Enterprise Accounts in North America, LATAM and APAC.  The team was responsible for generating net new pipeline/opportunities for the sales reps in the field.

- 2009 President's Club
- 2008 President's Club 
- 2007 President's Club

Manager, Lead Generation (NA Enterprise, LATAM, APAC)

Business Development Representative responsible for calling into companies of 300 employees up to 20,000 employees in order to set up appointments for Field Sales Representatives. I also worked closely with the Field Sales Representatives to strategize and coordinate efforts during the sales cycle.  I am comfortable navigating through complex companies and selling to C-Level individuals.

- 2006 President's Club

Lead Generation Representative

OnStation

At OnStation, I was an Inside Sales Manager responsible for every aspect of the sales cycle.  I was responsible for cultivating my own leads, qualifying them, and closing the sale over the phone.  I also spent some time as a Lead Generation Representative qualifying leads for our Field Sales Team.

Inside Sales Representative

Larkspur Hospitality, LLC

Corporate and Group Sales Manager for the Larkspur Hospitality portfolio of hotels.

Corporate & Group Sales Manager

Enterprise Rent-a-Car

Rental Branch Manager responsible for all aspects of Rental Branch operations: Sales, Marketing, Customer Satisfaction, Accounts Receivables, Fleet Management, etc.

Rental Branch Manager

Lair of the Golden Bear

Camp Blue Kitchen

I am a results oriented sales leader with a track record of developing talent while delivering impactful business results.  I have managed teams as small as 7 and as large as 75+. My passion is building scalable teams and processes while helping early career individuals progress in their careers.

Specialties: Inside Sales Management, Lead Generation/Sales Development Management, Strategic Planning, Quota Modeling, Compensation Planning, Forecast Management, Recruitment, Enablement, Productivity Analysis, Team Building.

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Roger Zacapa

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