Auditive

GTM for a first of its kind compliance marketplace for b2b.

Sales Strategy & Operations

Stealth Mode

Helping professionals accelerate their wealth through real estate investing.

Founder

Mynd

Newly formed role on the Growth team focused on streamlining revenue operations and scaling ancillary business products for our web-based investor marketplace.  My main mission was to drive customer lifetime value by establishing adjacent net new product offerings and removing operational bottlenecks for our retail investment sales channel. 

Highlights:

• Led strategy and execution of four new business functions (mortgage, retail investor acquisitions, insurance, and selling) driving customer lifetime value up to 362% 

• Achieved 300% increase in signed listing agreements within six months

• Launched three-member retail acquisitions team sourcing investment properties across 28 markets in 11 states; improved offer acceptance rate from 6% (Q4 21) to 45% (Q1 22) 

• Relaunched mortgage brokerage subsidiary (Mynd Mortgage) from compliance & state licensing to closed loans.  Hired critical talent, led product messaging and tech stack improvements.  Grew mortgage revenue 40% quarterly in CY22.

Head of Investor Offerings

Post acquisition role focused on managing the retail investment channel sales plan while migrating and/or adopting the naming conventions/processes/systems for sales operations.  We became hyper efficient while pivoting our focus from transactional revenue to ARR.  

Highlights:

• Led team of AE’s/SDR’s achieving up to 140% plan (2.5x growth '21) for retail investment channel, all while supporting executive leadership with strategic marketplace planning

• Defined and led highly successful cross-selling campaigns resulting in $1.2M additional annual recurring revenue (ARR)

• Led RevOps tech stack migration post acquisition including reports, dashboards, APEX integrations, flows, triggers, and tools including Salesforce CRM, Revenue.io, Tableau, etc.

• Performed ad hoc analysis including customer segmentation, sales participation, propensity to buy,  and white space improving forecasting accuracy by 18%

• Collaborated with Product, Engineering, and Data Science teams to develop business requirements, prioritize projects, and offer feedback as the principal product liaison for investor marketplace initiatives.

Director of Investor Services

HomeUnion

Led teams, wore multiple hats, navigated the ups and downs of a growth stage startup from series B to acquisition.  My primary responsibilities included leading the GTM sales motion and sales operations from tech stack to forecasting/planning with teams in the US and LatAm.

Highlights:

• Critical contributor from Series B to successful acquisition of HomeUnion to Mynd. One of a select few from the team retained to lead the business forward for Mynd

• Attained multiple promotions while serving as a go-to strategic guide for revenue growth, driving 7 consecutive quarters of exceeding targets of $30M+

• Led sales operations as Salesforce CRM administrator leveraging proprietary system integrations, streamlining the sales process, and reducing manual steps by 60%, directly contributing to a 33% reduction in the overall sales cycle 

• Developed ongoing reports, dashboards, KPIs, and data visualizations aligned with sales plan while adjusting territory planning  and sales compensation as needed

• Championed a best-in-class sales funnel that enhanced lead targeting while reducing spend. Increased sales qualified to closed won by ~85% 

• Integrated Private Client function (HNW Customer Success) and achieved a 200% boost to repeat business YoY, ranking at the top of all director-level staff

Director of Sales

Helped individual investors build passive income streams by providing consultative advice for acquiring the best buy and hold residential real estate across the country.  Met some amazing leaders of industry and still consider many personal friends. 

Highlights:

• Presidents Club (’16), averaging 160% to quota. Coached and mentored team of up 24 AEs on solution-selling principles specific to real estate investing

• Attained the highest average revenue per sale (83% above office) influencing a company-wide product strategy shift

Account Executive

Wells Fargo Advisors

Private Client Group not tied to the bank/banking activities.

Highlights:

• Completed training program passing both the Series 7 and Series 66 securities licensing exams while defining GTM strategy

• Leveraged high volume outbound prospecting finishing in the top 20% of 60-person class in new accounts, revenue, and AUM

Financial Advisor

An experienced startup leader with over 15 years of proven success in driving sales operations and catalyzing business development with B2C products and services. Widely recognized for being a motivational leader who leverages a deep understanding of exceptional customer journeys that maximize revenue and efficiency alike. Skilled at fostering cross-functional collaboration across multiple projects, effectively engaging both technical and non-technical staff to enhance systems integrations and streamline revenue. Passionate about personal finance and real estate.

Key areas of specialization:

Sales Operations / Team Building & Leadership / Strategy / Startups / New Business Development /
Real Estate / Investing / Relationship Building / Training / Salesforce CRM Administration / Sales Systems Integrations / Product Marketing 


I look forward to connecting!

Taplio

Thomas Stepp's Linkedin Analytics

Thomas Stepp

Want to drive more opportunities from LinkedIn?

Taplio

.css-1jgreyo{background-image:linear-gradient(284deg, rgba(39,43,72,1) 0%, rgba(33,47,183,1) 100%);color:transparent;-webkit-background-clip:text;background-clip:text;}Thomas Stepp's Linkedin Analytics

Thomas Stepp

Want to drive more opportunities from LinkedIn?

Thomas Stepp's Linkedin Analytics